earticle

영어

Selecting the best supplier in weapon systems research and development(R&D) is one of the most important steps for program success. The R&D program is awarded to the company considering both the firm’s technology capability and pricing. The government uses Negotiation Process (NP) to select the best supplier. So, we need a systematic approach in negotiation to select the best supplier. The purpose of the paper is to use and analyze the NP using game theory that is being used widely in various areas. The paper says that NP in weapon systems R&D has many problems to be solved for efficient and successful program management. These problems are as follows: limited time, confusion in economic acquisition, poor preparation of strategies and alternatives, poor analysis of the company, excessive focus on short-term outcome, and poor methods in making sure of satisfactory performance. This paper shows that game-theoretic approach can aid in preparing for negotiation, setting up strategies, and analyzing the environment and results of the NP. Currently, there already are existing data that proves that the game-theoretic approach (equilibrium) can be useful in analyzing the NP.
Based on the study adapting game theory, this paper proposes many alternatives to improve the NP in weapon systems R&D. These alternatives include the necessity of setting-up effective strategies before negotiation,
flexibility to change game rule, adoption of multi-suppliers, and so on. This study contributes in a systematic approach toward successful NP in weapon systems R&D. In addition, this study can be applied to various areas such as non-weapon systems R&D and core technology R&D.