data, a strategy which is most useful when theoretical propositions are scarce within the chosen research topic. The final strategy is to develop a description of the case study evidence, but this strategy is mostly regarded as a less preferred alternative. I have chosen to use the first strategy, which means relying on theoretical propositions. I will therefore aim at gathering theoretical concepts from pre-existing literature and try to relate these to my empirical findings. Yin (2003) also works with four different analytic techniques for studying empirical data in studies: pattern matching, explanation building, time-series analysis, and logic models. I have chosen the first technique since Yin (2003) argues that this is one of the most desirable techniques in case study research. The technique includes finding patterns in the collected data and then comparing these to theoretical propositions. I shall in my analysis therefore mainly attempt to locate behavior of Korean and Danish negotiators that could be described by cross-cultural negotiation theory. Evaluation Overall, Eriksson & Kovalainen (2008) write that a case must be unique, unusual, or of general interest, in order to be significant. They add that a case study should also always be either theoretically or practically relevant. For case studies, Yin (2003) proposes four validity parameters: construct validity, internal validity, external validity, and reliability. To ensure construct validity, a researcher must multiple sources of evidence. I have done this by selecting four different people to interview. Ensuring internal validity is done through the chosen analytic technique, in my case pattern matching. To establish external validity in a single-case a researcher must compare his results to generally accepted theory. The theoretical framework of this thesis will work to ensure as much external validity as possible. Finally, to ensure reliability a researcher must demonstrate that the data collection procedures of the case study can be repeated with the same results. I have aimed to ensure reliability by providing
data, a strategy which is most useful when theoretical propositions are scarce within the chosen research topic. The final strategy is to develop a description of the case study evidence, but this strategy is mostly regarded as a less preferred alternative. I have chosen to use the first strategy, which means relying on theoretical propositions. I will therefore aim at gathering theoretical concepts from pre-existing literature and try to relate these to my empirical findings. Yin (2003) also works with four different analytic techniques for studying empirical data in studies: pattern matching, explanation building, time-series analysis, and logic models. I have chosen the first technique since Yin (2003) argues that this is one of the most desirable techniques in case study research. The technique includes finding patterns in the collected data and then comparing these to theoretical propositions. I shall in my analysis therefore mainly attempt to locate behavior of Korean and Danish negotiators that could be described by cross-cultural negotiation theory. Evaluation Overall, Eriksson & Kovalainen (2008) write that a case must be unique, unusual, or of general interest, in order to be significant. They add that a case study should also always be either theoretically or practically relevant. For case studies, Yin (2003) proposes four validity parameters: construct validity, internal validity, external validity, and reliability. To ensure construct validity, a researcher must multiple sources of evidence. I have done this by selecting four different people to interview. Ensuring internal validity is done through the chosen analytic technique, in my case pattern matching. To establish external validity in a single-case a researcher must compare his results to generally accepted theory. The theoretical framework of this thesis will work to ensure as much external validity as possible. Finally, to ensure reliability a researcher must demonstrate that the data collection procedures of the case study can be repeated with the same results. I have aimed to ensure reliability by providing
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