Preface: The Origin of South Korea 8
Introduction: The Rise of South Korea
The Great Chaebol Conglomerates 11
The KOTRA Contribution 14
Major Business Centers 15
TV Sales and Internet Shopping 15
The Corporate Graveyard 15
Foreign Companies in South Korea 15
Opportunities for Green Industries 16
The Defense Industries 16
Success of the Fast-Food Chains 17
Using Lawyers in South Korea 17
Marketing and Sales Infrastructure 18
Business Entertainment Industry 18
A Difference in Corporate Philosophy 18
Other Reasons Why Foreign Companies Fail 19
Getting Help from Chambers of Commerce 20
Getting Help from Private Consultants 21
The "Force" that Drives Koreans 22
Work as Religion 26
The Lust for Power 26
Fighting at the Drop of a Hat 27
The Legacy of Enforced Harmony 28
The Clans Are Alive and Well 30
The Problem of Names 31
A Primary Contact for Newcomers 36
Chapter 1 A Historical Profile 38
Early Kingdoms 38
The Last Dynasty 40
Contact with Japan 41
Colonization by Japan 43
The Korean War and Its Aftermath 44
Chapter 2 The Basics of Korean Etiquette & Ethics 46
The Perils of Using Logic 47
The Ethics of Group Consciousness 49
The "Good Mood" Syndrome 50
Dealing with Sensitive Feelings 51
Dealing with Powerful Emotions 52
Avoiding the Appearance of Arrogance 53
Dealing with South Korean Nationalism 54
The Western Way vs. the South Korean Way 55
What is Fair in South Korea? 56
The Emotional Content of Business 57
Chapter 3 The Enduring Korean Character 59
Humanism and Benevolence in Business 60
Defining South Korean Management 60
"Scold Management" 63
Mind Control 64
Striving for Power 64
The Battle for an Education 65
Etiquette as Morality 66
Dealing with Duty and Obligations 67
Korean-Style Sin 68
The Personal Nature of Business 69
More Personal Elements in Business 72
Respect in South Korea 74
The Personal Loyalty Factor 75
Saving Everybody's Face 76
Hospitality as Face 78
Avoiding Shame 79
The Unbearable Burden 80
The Shame of Failure 81
Death before Dishonor 81
Peace of Mind 82
Situational Truth 83
Justice South Korean Style 84
The Communications Problem 86
The Great Ethical Divide 88
The Kindness Trap 89
Class Consciousness and School Ties 89
Juniors and Seniors 90
The Power of Social Debts 92
The Stubborn Syndrome 92
Doing Things by the Book 93
Dealing with Facts 94
When "Maybe" Means "No" 95
Personal Responsibility 96
Dealing with "Big Brother" 97
The Guiding Hand of Government 99
The Role of Friends in Business 101
The Importance of Sincerity 102
The Self-Reliant Syndrome 103
Chapter 4 Korean Business Culture Today 105
Manners as Morality 106
Circumstantial Ethics 107
The Perils of Pipyong 108
The Ethics of Revenge 109
The Jealousy Virus 110
Honoring Superiors 111
The Social Pecking Order 112
The Faction Syndrome 113
Corporations as Military Units 114
The Rank-Based Society 114
Rank has its Privileges 115
The Military Factor in Business 116
Cold Calls Are Out 117
Appointments and Meetings 118
Office Call Protocol 118
Dressing for Business 119
The Dual Role of Name Cards 120
The Use of First Names 121
Gift Giving vs. Bribery 121
To Bow or Not to Bow? 123
Standing Up at the Right Time 125
Rounds of Greetings 126
The South Korean View and Use of Contracts 127
Big Foreign Company Myopia 132
Major Problem Areas 132
Conflicting Goals 134
Playing Games with the Books 134
Privacy South Korean Style 135
Working for a Boss, Not a Company 135
Female Employees 136
Women and Male Chauvinism 136
The Great Walls of South Korea 137
Disobeying Laws 138
Reading Each Other's Nunchi 139
The Role and Importance of Social Status 142
Relationships and Connections 142
Human Harmony in Management 144
Ties that Bind 144
The Importance of a Dignified Manner 146
The Decision-Making System 147
Negotiating South Korean Style 150
Negotiations Dos and Don'ts 151
The Bargaining Factor in Business 153
Controlling Competition 154
Hospitality and Business 154
Private Invitations 156
Business Dining 156
Business Drinking 157
Singing Your Way to Success 160
Having Fun in a Kisaeng House 162
The Job Rotation System 164
Company Mottos and Creeds 165
Dealing with Office Stress 166
Advice for Foreign Managers 166
Avoiding Cultural Backlash 167
The Role of "Go-Betweens" 168
The Need for Patience 169
Formula for Keeping Best Workers 170
Developing Team Spirit 170
The Use of Collective Punishment 171
Veterans' Law 171
Foreign Workers 172
Emphasis on Company Training 172
Arbitration Taboos 173
The Importance of the Apology 173
The Korean Adaptation of English 174
Dos and Don'ts 175
Regulation by Competitors 176
The Prime Contact for Newcomers 176
The Good Side 177
A Pending Retirement Law 179
Chapter 5 Vocabulary of the Korean Way 180
Appendix 1 Management Titles and Their Korean Equivalents 210
Appendix 2 Guide to Korean Pronunciation 212
Index 216