earticle

영어

The main purpose of this study was to explore characteristics of communication in labor negotiations by comparing the communication behaviors, the connotations of each behavior, and the interactions of negotiators in the two different negotiations, the one in which two parties
reached an agreement, and the other one in which two parties to reach an agreement. We conducted communication behavior analyses, speech-act analysis, and conversation analysis of DVDs in which each negotiation case was recorded. Results showed that avoidance communication behaviors dealing with negative emotion and negotiators’ power were demonstrated frequently in the failed negotiation whereas integrative communication behaviors dealing with positive emotion and saving others’ face were examined repeatedly in the successful negotiation. Also, expressive locutionary acts were identified frequently in the failed negotiation whereas euphemism was found in the successful negotiation. In addition, in the failed negotiation negotiators responded with accuse, criticism, avoidance, or pro-self communication behaviors to their counterparts’ accuse or criticism. In the successful negotiation negotiators responded with empathy or apologies to their counterparts’ accuse or criticism. Also, in the failed negotiation we couldn’t identify any proper conversation structures whereas in the successful negotiation we identified proper conversation responding structures such as ‘offer-accept offer’ or ‘offer-reject offer’. In sum, the current study suggests that using the integrative communication behaviors dealing with positive emotions, euphemism through speech-act structure, and proper conversation structure are the characteristics of successful negotiation. Finally, limitations and suggestions for future study were also discussed.

한국어

이 연구는 사회적 갈등해결의 대표적 양식인 노사협상을 커뮤니케이션의 시각으로 분석해보고자 했다. 이를 위해 합의를 도출하지 못한 노사협상과 합의를 도출한 노사협상에서 나타난 커뮤니케이션 행위, 각 행위들이 내포하고 있는 의미, 그리고 노사협상 당사자들 사이의 상호작용을 비교하여 노사협상의 커뮤니케이션 특징을 살펴보았다. 구체적으로는 각각의 협상장면이 녹화된 DVD를 관찰하여 커뮤니케이션 행위분석, 화행분석 그리고 대화분석을 진행하였다. 연구결과, 통합적 행위유형의 커뮤니케이션 행위와 긍정적인 감정을 다루는 커뮤니케이션 행위를 사용하는 것이 합의를 도출한 노사협상의 특징으로 나타났다. 또한 화행구조를 살펴본 결과 완곡한 표현방법을 사용하는 것, 그리고 적절한 대화의 반응구조를 유지하는 것이 합의를 도출한 노사협상에서 더 자주 발견되는 커뮤니케이션 특징인 것으로 나타났다. 아울러 본 연구의 몇 가지 한계점을 논의하고 향후 연구를 위한 제안을 제시하였다.