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Negotiation Outcomes by Competitive Personality and Negotiation Tactics
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경쟁 성향과 협상 방식에 따른 협상 효과 연구 : 등록금 협상관련 대학실무자의 스테이크홀더 (stakeholder) 관계관리

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Type
Academic journal
Author
Journal
Korean Society For Journalism And Communication Studies Korean Journal of Journalism & Communication Studies Vol.48 No.3 KCI Excellent Accredited Journal
Published
2004.6
Pages
379 - 409 (32page)

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Negotiation Outcomes by Competitive Personality and Negotiation Tactics
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Abstract· Keywords

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In this study, it was examined whether negotiation outcomes are effected by competitive personality of negotiators and negotiation tactics of counter part in state that control all other variables which can influence negotiation result, especially in the view point of communication. Results show that competitive character of negotiators didn't affect satisfaction(fairness & efficiency) for negotiation outcome but negotiation tactics of other person affect did. Specially, low competitive character group felt more fair than high competitive character group when other negotiator used rigid tactics, but high competitive character group felt more fair than low competitive character group when other negotiator used flexible tactics. Second, competitive character and negotiation tactics affected change of realization(favor & reliability) for counter part, but there were not interaction effect between competitive character and negotiation tactics. Third, competitive character of negotiators in counter part didn't affect change of negotiator's attitude about negotiation agenda items(my opinion & conter apart opinion), but tactics of negotiation.
#경쟁 성향 #협상 방식 #스테이크홀더 관계 관리 #Negotiation tactic #Competitive personality #Stakeholder management

Contents

1. 서론
2. 대화 조직 내 관계자와 갈등해결
3. 갈등해결 도구로서의 협상
4. 연구문제 및 연구 가설
5. 연구 설계 및 표본 선정
6. 중요 변인의 조작적 정의 및 측정방법
7. 실험 재료 및 협상 절차
8. 연구문제 및 가설 검증
9. 논의 및 결과
참고문헌
Abstract

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