협상의 성과에 영향을 미치는 주요 요인에 관한 연구

A Study on the Main Factors Affecting the Results of Negotiation

Negotiation studies have been undertaken in two different fields. A majority of negotiation studies in public policy and trade have relied on case analysis methods. Recently, role-playing experiment methods have been adopted for the researches on public and business negotiations. These studies have been undertaken in quite different contexts as well as by using different methods. We can expect that negotiations are more inclined to pursue economic interest than legitimacy compared with those in public affairs. Therefore, the study results from the negotiations in public policies are difficult to apply to the business negotiations. This study focuses on negotiations to find out the factors affecting the results of precedent studies by using both qualitative and quantitative methods. The results of this study imply that business and public negotiations are different from those in public affairs in the following aspects: Limitations of this study and suggestions for future studies are discussed.