Abstract

The psychological approach on the analysis of Korean Mind at negotiation setting starts from the categorization of behavior based on the character of defining the negotiation, accepting and understanding of the negotiation setting. The Korean's mind of negotiation may be defined as a cognitive paradigm on negotiation. It has a great influence on Korean's behavior in the setting because it sets the boundaries and guides the negotiation setting itself, their roles, and their results. In this paper, it was emphasized that the cognitive paradigm of Korean may not be same as that of Western which focus on the differentiating and integrating the perspectives. The Western view of negotiation is to build up a common view on the agenda and eliminate the difference of perspectives in the negotiation setting which is quite different from the view of Korean. The Korean's mind of negotiation can be categorized into three types; the bias on power, the confusion on norm and reality, and the game logic seeking. These three types of Koreans' negotiation pattern function as a guiding framework to set the strategies of negotiation, to define the negotiation setting, to set their roles, and to accept the results of negotiation consciously and unconsciously.