They Love the Deal. So Why Won't They Sign?
Listen to the audio version They Love the Deal. So Why Won't They Sign? The Signature Paradox: Why Korean Partners Hesitate, and What Korean Law Actually Says Bridging Culture Worldwide | Client Advisory Over more than twenty years of working with Korean companies, I keep running into the same paradox. A Korean partner is enthusiastic, has invested months in the relationship, and clearly sees the mutual benefit. Then the agreed documents arrive to be signed, and they hesitate, or simply do not sign. Western teams read this as cold feet. It rarely is. The reluctance is usually not about the deal. It is a reasonable response to how Korean law actually works. Korea is a civil-law system with no consideration doctrine . Under the Korean Civil Act , a properly formed agreement is binding without the exchange of value that common-law systems require. The practical implication, which most U.S. lawyers miss: a document labeled " non-binding ," an MOU or a letter of intent, may al...