본 연구는 민간택지개발에 있어서 토지소유자의 협상을 연구대상으로 하여 토지소유자들과의 협상내용을 유형화하고 이러한 유형의 차이에 따른 협상결과의 차이를 기술적(descriptive)으로 분석하였다. 그 결과 첫째 민간택지개발의 협상성과는 한정된 자원에서 이를 나누어 가지는 분배적 협상결과의 성격을 가지고 있어 통합적 협상으로 발전시키기 위해서는 기본적으로 협상당자간의 이해와 협조, 신뢰가 담보되어야 한다. 둘째 민간택지개발사업의 협상과정은 사업자의 양보와 주장의 두 방향으로 주로 유형화되었고, 소유자의 성격, 택지 소유형태, 소유자의 수, 소유자간의 관계에 의해 그 중간점에 위치하는 것으로 나타났다. 따라서 사업자 입장에서는 토지소유자의 적절한 분석을 통한 협상전략이 필요함을 보여주었다.

This study looked into the negotiations with land owners in the private sector residential land development, classified the contents of negotiation with land owners and analyzed descriptively the differences of negotiation outcomes according to differences of those types. First, as a consequence, the negotiation outcomes in private sector residential land development was characteristic of distributive negotiation outcomes in which the resources are allotted within limits. So the understanding, cooperation and trust between negotiation parties concerned should be basically guaranteed in order to develop into comprehensive negotiations. Second, the negotiation process in private sector residential land developments was mostly classified into two directions of concession and contending by business undertakers, and was situated at an intermediate point in between according to owners’ characters, land possession patterns, number of owners and relationship between owners. Therefore, it showed that a negation strategy through adequate analysis of land owners was needed, from the standpoint of business undertakers.

This study looked into the negotiations with land owners in the private sector residential land development, classified the contents of negotiation with land owners and analyzed descriptively the differences of negotiation outcomes according to differences of those types. First, as a consequence, the negotiation outcomes in private sector residential land development was characteristic of distributive negotiation outcomes in which the resources are allotted within limits. So the understanding, cooperation and trust between negotiation parties concerned should be basically guaranteed in order to develop into comprehensive negotiations. Second, the negotiation process in private sector residential land developments was mostly classified into two directions of concession and contending by business undertakers, and was situated at an intermediate point in between according to owners’ characters, land possession patterns, number of owners and relationship between owners. Therefore, it showed that a negation strategy through adequate analysis of land owners was needed, from the standpoint of business undertakers.

Private sector residential land development, negotiation