협상의 상황적 제약이 협상성과에 미치는 영향에 관한 연구

A Study on the Effect of Situational Constraints of Negotiation affects Outcomes: Focus on the Conditions of Trade Contracts

The purpose of this study was to identify the issues which how situational constraints of negotiation affect outcomes. To achieve the purpose of this research, a multiple regression model was set up to identify the relationships between situational constraints of negotiation and negotiation outcome on international trade contracts. To implement the study, empirical questionnaires were collected from Korean business men who have actually conducted international trade with foreign firms. Reliability analysis and factor analysis were used to assess the reliability and validity of research variables. and multiple regression analysis were used for testing the relationships between situational constraints of negotiation and negotiation outcome From this study, following results were identified; ⅰ) situational constraints of negotiation effects on negotiation outcomes ⅱ) arbitrary and continuous situations affect significantly positive on negotiation outcomes ⅲ) submissive situations affect significantly negative effects on negotiation outcomes In conclusion, participant of negotiation and their managers try to promote negotiation situation toward to arbitrary and continuous situations if they have any availability.