지방정부간 분쟁조정과정에 관한 협상론적 분석 = Negotiation Theory and Its Application to Dispute Resolution among Local Governments

다국어 초록 (Multilingual Abstract)

This paper aims at applying negotiation theory to conflict resolution among local governments. It analyzes three conflict cases with ac focus on four factors which are considered to influence the negotiation process. The four factors are type and strategy of n negotiation, rules of negotiation process, relationship of parties, and institutional and environmental variables. The analysis of the cases leads to the following conclusions. First, the parties participating in the negotiation process would benefit from changing their negotiation strategies from distributional to integrative ones. Also, they should discard a positional negotiation strategy and adopt a principled negotiation strategy which is based on objective criteria and rules. Second, the negotiating parties should take advantage of the issue-splitting strategy if they are in a complex situation where several issues are mixed and interrelated. That is, they should first agree on the general principles before they discuss more specific and more interest-centered issues. Third, negotiating parties should pay attention to mobilization of informational resources (rather than political resources) in order to build trust and good relations among themselves and enhance their own negotiation power. Also, they should try to make themselves understood by each other by making a partnership for research and investigation in the process of resolving conflicts and negotiating their interests.