남북 경협 협상의 결정요인 분석

다국어 초록 (Multilingual Abstract)

The purpose of this study is to analyze the determinants of negotiation outcomes of economic cooperation between South-North Korea. For the purpose, those companies that have engaged in trade and cooperative businesses with North Korea were surveyed, and the relation between variables, namely, negotiators, the response of counterparts' negotiation, and achievements in negotiation are analyzed. As a result, the negotiator variable has a significantly positive effect on counterpart's response, and the counterpart's response has significant effect on the observable variables of negotiation outcomes such as agreement/disagreement, goal attainment levels, and the levels of fulfillment of agreements. However the negotiator variable doesn't have a significant effect on negotiation achievements. Therefore the negotiator variable influenced on negotiation achievements through mediation of the counterpart's response. In this process, notably, the negotiator variables such as the quantity of information, preparation, and dependence have significant effects on negotiation achievements, confirming the importance of the negotiator variable.

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