[Staff Sergeant Cross] I think this conference room would work great, sir.

[Narrator] Captain Logan and Staff Sergeant Cross appear to have a solid negotiation plan in place. They have a small sketch of the building for visual reference, plus they understand the importance of office location within the building. They have also prepared an alternative option if negotiations with the South Koreans break down.

[Captain Logan] Happy day pleased to meet you.

[Captain Tae] It's great to meet you, Captain Logan.

[Narrator] In general, South Koreans expect to deal with men in decision-making roles. Quite often, however, foreign women may find themselves taking the lead in negotiations. It's clear that Captain Logan gave proper notice to the South Koreans about Staff Sergeant Cross playing a major role in the negotiation process, providing details about titles, positions, and responsibilities ahead of time, helped expedite the relationship building process for this negotiation.

[Captain Logan] Pleased to meet you.

[Narrator] The bow is a traditional South Korean greeting, although it is often accompanied by a handshake there. By blending both cultural styles, Captain Logan and Staff Sergeant Cross showed great respect when shaking hands with the South Korean soldiers by supporting their right forearm with their left hand.

[Captain Tae] I like that photograph of Hassan fortress. Have either of you ever been there?

[Narrator] In South Korean culture small talk and building rapport is common at the beginning of a negotiation. It is best to let the local side set the pace and follow along, just as Staff Sergeant Cross. Did having the photograph of Hassan fortress visible was a simple gesture that sparked the relationship building process. Taking the time to understand South Korean history and culture was a great way for Staff Sergeant Cross to build rapport before the negotiation even began.

[Captain Tae] Have you made any decisions of who might be assigned to larger offices near to back?

[Captain Logan] Yes where we have

[Narrator] Oftentimes when people speak to each other, they don't listen actively. Captain Logan, however, was attentively listening and responsive to Captain Tae's concerns about the placement of their company within the office space. Because of Captain Logan's act of listening us was able to avoid negative emotions and reach a positive outcome with the South Korean soldiers.

[Captain Tae] I will agree with you on the equipment--

[Narrator] Utilizing a collaborative negotiation style was a key component to Captain Logan achieving the goals of the US Army. Collaboration between two or more parties can involve exploring a disagreement to gain a new perspective. Captain Logan and Staff Sergeant Cross used a collaborative negotiating strategy to find an integrative solution, merge different perspectives together, and build commitment to a solution by including other views and concerns.

[Captain Tae] And in the interest of building a unified organization--

[Narrator] In general, members of the South Korean army want to acquire as much information as possible while soldiers on the American side generally don't like to share information. Captain Logan's preparation helped him understand the values, beliefs, behaviors, and norms of his South Korean counterparts. Offering an information sharing center was an appealing compromise to the South Korean soldiers and demonstrated that Captain Logan had a firm grasp on the fundamentals of negotiation.

[Captain Logan] Sounds good.