earticle

영어

Korea had many chances to acquire the required defense technology and to manufacture components by offset program. The number of available offset items and its proportion have been increasing sinse the revision of the relevant regulations in 2009. To make full advantage of these changes, it is important to implement offset negotiations strategically. Many organizations are proactive to participate in the offset negotiation process. In this research, we analyze the offset negotiation process with two-level game theory and derive some influence factors as they may affect the negotiator's. Based on the results, we propose some negotiation strategies to help offset negotiators make progress it favorably. As the conclusion, we propose that a systematic definition of the offset negotiation process should consist of four stages: planning, implementation, mediation, and agreement.