본 연구는 협상전략의 선택과 협상성과에 영향을 미칠 수 있는 영향요인의 역할을 분석하고자 한 것이다. 협상 상황에 적합한 협상전략의 선택은 협상자와 집단 구성원의 이해를 높일 수 가 있어 개인의 만족과 조직의 목표를 효율적으로 달성할 수 있다는 것이다. 이러한 목적을 달성하기 위해 본 연구에서는 선행연구를 기초로 변수를 설정하고 가설을 검증하는 현장연구를 실시하였다. 분석결과에 따른 시사점은 다음과 같다. 첫째, 협상결과를 극대화시키는 협상전략은 신뢰적 협동과 확고한 경쟁전략으로 극단적 성향을 보이고 있으며 이는 영향요인이 결정적인 역할을 하는 것으로 나타났다. 둘째, 현실적인 협상전략의 선택은 확고한 경쟁을 지양하고 있어 영향요인 역할은 거의 작용하지 않는 것으로 나타나고 있다. 이러한 결과는 최근의 사회적 상황이 반영된 결과로서 부정적 결과를 초래할 수 있으므로 대화를 통해 공동의 이익을 추구할 수 있는 협상전략으로의 전환이 요구되고 있다.

This study discusses the influence of moderate variables through in-depth analysis of reciprocal actions, while identifying the influential factors of both personal characteristics and organizational status that may potentially be influential to a negotiation. The following cites key methodologies used in this study; Identification of problems with existing studies regarding negotiations is indicated using an analytical framework as a practical concept. Engineering an efficient behavior pattern of the negotiator, while studying negotiations and quantitatively measuring the result of the intended negotiation strategy. Analysis of the relationship between personal characteristics/organization status of negotiators and the outcome of a negotiation. Presentation of four moderate variables in defining the dynamic relationship between negotiation strategy and its outcome. The result of this study contributed to the personal satisfaction as well as development of organization on a long-term basis, by choosing efficient negotiation behavior by considering both environment and negotiators, in context of the negotiation.

This study discusses the influence of moderate variables through in-depth analysis of reciprocal actions, while identifying the influential factors of both personal characteristics and organizational status that may potentially be influential to a negotiation. The following cites key methodologies used in this study; Identification of problems with existing studies regarding negotiations is indicated using an analytical framework as a practical concept. Engineering an efficient behavior pattern of the negotiator, while studying negotiations and quantitatively measuring the result of the intended negotiation strategy. Analysis of the relationship between personal characteristics/organization status of negotiators and the outcome of a negotiation. Presentation of four moderate variables in defining the dynamic relationship between negotiation strategy and its outcome. The result of this study contributed to the personal satisfaction as well as development of organization on a long-term basis, by choosing efficient negotiation behavior by considering both environment and negotiators, in context of the negotiation.

Negotiation strategy, Influence variable, Negotiation Performance