협상자의 숙련도와 파워가 협상성과에 미치는 영향 = Effects of Negotiation Skill & Power on Negotiation Outcome

다국어 초록 (Multilingual Abstract)

This study has investigated effects of negotiation skill & power on negotiation outcome. It has theoretically examined a lot of research and literature, An experiment was designed to study the effect of differences in the balance of power and relative bargaining ability of dyad in determining negotiation outcomes. Negotiators were divided to two parts by their scores. Forty-five traits were selected for consideration based on analysis of the important characteristics listed by businessmen, diplomats and psychologists. The major finding of this study are as follows. Under conditions of approximately equal power, the superior negotiators outperformed the interior negotiators. The larger the differences between the skills of adversaries as expressed by their negotiation scores, the more favorable the outcome for the superior negotiator. But under conditions of unequal power, there was no relationship of negotiator traits and power to bargaining outcome. Also, there is no difference in the ability of the superior and the inferior negotiators to estimate the opponents minimum disposition. And All participants were satisfied with negotiation results. There was no difference between negotiators with successful and failing negotiators in negotiation results. This result is logically consistent and in keeping with the expectations of the various diplomats and businessmen.