Abstract

International negotiations are aimed to reach a consensus between two countries with different languages and cultures. Thus, cultural differencds and communication problems are essentially involved in international negotiation situations. The present article regarded international negotiation as a kind of intercultural communication, and discussed four categories of the issue: (1) negotiation and international negotiation (basic principles of negotiation, complexity of international negotiation, and culture in an international negotiation model), (2) negotiation and communication (various communications in negotiation, verbal/nonverbal communications and culture), (3) international negotiation and culture (dimensions of national culture, cultural differendes in conflict perception and conflict resolution, cultural differencds in negotiation styles, and ndgotiations under imbalancdd power relation between two countries), and (4) implications for Korea's international negotiations. Based on the discussions on over 50 countries' cultural differencds in values in power and inequality, relationship between individuals and groups, expectations of male and female roles and assertiveness, reactions in uncertain situations, and Confucian long-term orientation, it was speculated how negotiation styles of various countries can be predicted and how we can wisely cope with national differences of negotiation styles.