Bridging strategy and culture: Mastering negotiations with Korean businesses.
Unveiling a Spectrum of Negotiation Mastery with SNRLAB
When negotiating contracts with Korean companies, many foreign executives quickly realize that the process is more complex than expected. Korean corporations often take longer to reach decisions, bring forward demands that seem difficult to accept, or suddenly shift positions even when an agreement appears close. These patterns are not simply the result of cultural differences—they reflect deep-rooted organizational structures, decision-making processes, and corporate expectations unique to Korea. Without proper preparation, such dynamics can lead to stalled negotiations, frustration, and missed opportunities.
To succeed in this environment, global companies need more than just general negotiation skills. They must learn how to align international best practices with Korean business culture, how to recognize the underlying interests behind seemingly rigid demands, and how to manage the pace of discussions without losing leverage. It requires the ability to balance principled negotiation frameworks with the relational aspects that are central to Korean business.
This is precisely where Steve, Director of SNRLAB (Strategic Negotiation Research Lab), provides value. Through specialized training and executive coaching, Steve helps companies and their leaders master both global negotiation methodologies and the practical strategies required to navigate Korean corporate settings. His programs are designed not only to teach techniques but also to provide real-world insights into how Korean decision-makers think, what influences their choices, and how foreign firms can position themselves for successful outcomes.
SNRLAB offers services in three main areas.
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Negotiation Training
– Customized programs for executives, managers, and legal teams that integrate Harvard negotiation principles with case studies from Korean conglomerates and global corporations. Participants learn how to prepare effectively, manage cross-cultural dynamics, and build credibility at the negotiation table.
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Executive Coaching
– One-on-one or small-group coaching that equips leaders with immediate, practical strategies for high-stakes negotiations. This includes scenario planning, role-playing, and feedback to strengthen confidence and adaptability.
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Corporate Advisory
– Strategic support for organizations entering or expanding in Korea. SNRLAB provides guidance on contract policy, dispute prevention, joint venture structuring, and stakeholder alignment to minimize risks and enhance long-term partnerships.
What makes Steve’s approach distinctive is the combination of global expertise and local insight. He has studied and taught negotiation extensively, but he also understands from experience how negotiations unfold inside Korean boardrooms. By bridging these two perspectives, he equips clients with a toolkit that is both globally proven and locally relevant.
Steve’s background reinforces his credibility. He has more than 20 years of combined corporate and academic experience in negotiation. He worked at IBM, LG Electronics, and Oracle in leadership roles involving contract negotiation and risk management, where he not only closed significant international deals but also designed negotiation policies applied across multiple global subsidiaries. He later served as a professor at POSTECH, one of Korea’s leading science and technology universities, where he created graduate-level programs on project negotiation, international contracts, and risk analysis.
He is also an accomplished author and translator, having written Negotiation Leverage and co-translated Getting to Yes into Korean, making these frameworks accessible to a wide range of professionals. In addition, Steve has completed extensive advanced training in negotiation at Harvard Law School, including the Negotiation Master Class and Negotiation and Leadership, along with executive programs at the Wharton School and leading international consultancies. This blend of rigorous study and hands-on corporate experience allows him to deliver negotiation education that is both intellectually grounded and practically effective.
Over the years, Steve has advised and trained executives across industries—engineering and construction, energy, IT, retail, finance, and government. He has supported global corporations seeking to do business in Korea, as well as Korean enterprises negotiating abroad. His lectures and workshops have reached audiences from senior executives at Samsung Engineering and POSCO E&C to government officials, research institutions, and multinational joint ventures.
In today’s business world, where success often depends on securing favorable agreements in complex environments, negotiation skills are no longer optional—they are essential. For global companies dealing with Korean partners, the ability to anticipate counterpart strategies, manage cultural differences, and protect business interests is critical. By working with Steve and SNRLAB, companies gain not only technical negotiation expertise but also the confidence and clarity needed to achieve durable, mutually beneficial agreements.