무역계약협상의 협상성과에 관한 연구

다국어 초록 (Multilingual Abstract)

In this era of globalization and free trade, the world has become a large marketplace with unlimited competition. To succeed well in such competition, every businessman in the country must cultivate its negotiation power.
International trade negotiation is a means to resolve conflicting commercial interests between exporter and importer who have different political, economical, and cultural backgrounds. Negotiation strategy is a systematic organization of thinking and a framework designed to resolve favorably these conflicting commercial interests in the negotiation process.
Studies on international trade negotiation previously performed in Korea have focused on treatments on the culture, legal and political systems, and religion of each individual country without any integrated framework. With only fragmented and partial research conducted on negotiation skills and strategies, those studies have lacked completeness and the results have been inconclusive.
Therefore, there has been a call for rigorous empirical study to examine negotiation outcomes. In particular, it is important to find the factors that determine negotiation outcomes.
The purpose of this study is to identify the factors which affect negotiation outcomes considering situational constraints as a moderating variable. More detailed purposes of this study can be summarized as follows; Second, the situational constraints as moderating variables are introduced and are considered whether those constraints affect in between negotiator's characteristics and negotiation outcomes.
In summary, situational constraints significantly influenced variables between negotiator's characteristics and with negotiation outcomes of the articles of trade contracts.