Development of a Conceptual Model and Questionnaire of Principled Negotiation

Shougang Zhang,Milan Constantinovits 한국경영커뮤니케이션학회 2018 Business Communication Research and Practice Vol.1 No.2

Objectives: Principled negotiation, proposed by Fisher and Ury, is a tool used in many disputes, but it has received some criticism, especially for its lack of empirical evidence. In this paper, we use an empirical method to study the principled negotiation model and develop a questionnaire of principled negotiation. Methods:Firstly, we build a conceptual model of principled negotiation and propose the hypothesis that the principled negotiation model is constituted of four dimensions–the adult-ego people, harmonious interest, creative options, and fair criteria. Secondly, we develop a questionnaire of principled negotiation with the procedures and principles of scientific scale development. Lastly, through a survey of Chinese college students in China and data analysis, we confirm our hypothesis by using item analysis, reliability analysis, and validity analysis. Results:The results of our exploratory research of the principled negotiation model are ideal, and the obtained four-factor model can reasonably fit the data. The validity of this questionnaire is found to be good, and the questionnaire of principled negotiation passes the tests of reliability and validity. Conclusions: The main variables of the questionnaire of principled negotiation were identified by applying a logical approach. The four dimensions (people, interests, options, and criteria) were obtained from the literature and an in-depth quantitative assessment. This questionnaire of principled negotiation can provide a practical guide for negotiators and researchers who wish to use a scientific measuring tool.

대 이란 제재 예외인정을 위한 한국의 협상전략: 원칙협상 관점에서

김현정,김대중 한국외국어대학교 국제지역연구센터 2019 국제지역연구 Vol.23 No.3

This paper discuses negotiation strategy for achieving temporary acknowledgement of waiver in sanctions over Iran. The sanctions were revived by US when Trump administration withdrew from JCPOA. This paper examines framework of party-nations principles and strategies based on the book ‘Principled Negotiation’ by Fisher & Ury(2006). It will provide principles, attitude and appropriateness of negotiation technique for diplomacy in international society where complex diplomatic negotiation continue. Through this paper a scope of possible principled negotiation can be discussed. It analyzes revival of US’ Iran sanction in 2018 as well as acknowledgement of waiver from the perspective of principled negotiation. There are repetition of settlements of nuclear negotiation, revival of sanctions, temporary acknowledgment of waiver and expiration in Iran sanction. Korean government as an ally of US needs to approach Iran sanction issue with utmost caution and with examined principled negotiation strategy. 본 논문은 2018년 미국의 이란핵합의(JCPOA) 합의 파기에 의한 이란 제재 복원 당시 한미간 한시적 예외인정 협상에 관하여 논하고자 한다. 본고는 동 협상에 참여하는 이해당사국 협상자의 협상원칙과 전략에 관해 피셔 외(2006)가 제시한 원칙협상(principled negotiation)의 분석틀을 통해 고찰하였다. 복잡다단한 외교협상이 진행되고 있는 국제사회에서 원칙협상에 관한 분석틀은 외교협상기술의 원칙과 태도, 그리고 당위성을 제공할 수 있을 것이다. 또 한 본 논문을 통해 원칙협상이 적용될 수 있는 범위에 관해 논의해 볼 수 있다. 본고에서는 2018년 대 이란제재 복원과 함께 개최된 1차 예외인정 한미협상에 대해 원칙협상 관점에서의 접근을 통한 분석을 진행하였다. 대 이란에 대한 핵협상 타결, 제재 복원, 한시적 예외 인정과 종료가 반복되고 있는 가운데, 한국은 미국의 동맹국으로서, 또한 핵확산을 방지함에 결의한 책임 있는 국가로서 원칙에 입각한 협상 접근이 필요한 것이다.

협상 커뮤니케이션의 이론적 토대와 함의: 80년대와 90년대의 협상이론을 중심으로

조창연 ( Chang Yeon Jo ) 한국커뮤니케이션학회 2012 커뮤니케이션학연구 Vol.20 No.3

협상은 사회 전반에서 생기는 여러 이해관계들의 충돌과 이로 인해 나타나는 갈등을 조정하는데 매우 유용한 도구로서 사람들 상호간의 의견차를 해결하는 역할을 수행하는데, 사회적 환경의 유동적인 변화에 따라서 협상의 특성도 점차로 변화하고 있다. 이에 따라서 시대적 상황에 따른 협상의 특징을 살펴보고 현재의 협상이 갖는 함의를 모색할 필요가 있다. 이러한 문제 인식을 바탕으로 이 연구는 협상이 어떻게 변해왔고 그 변화의 과정에서 나타난 협상의 핵심적인 특징들이 무엇이며 그것이 오늘날의 협상 커뮤니케이션의 차원에 주는 함의는 무엇인가를 문헌 연구에 근거하여 분석하였다. 연구는 ``전략적 표집`` 방법을 통해서 80년대에서 90년대에 이르는 연구 결과를 선별하였고 ``횡단적 지표화`` 방법을 이용하여 협상개념, 협상의 기본원칙, 협상목표, 협상전략, 협상전술, 협상과정, 그리고 협상결과 등의 7가지 기준을 도출하였다.이에 의한 연구결과는 협상 상대방에 대한 배려, 감성적인 협상 요인의 중요성 인식, 가치의 창출, 다양성 혹은 이질성 요소에 대한 평가, 장기지향적인 협상효과의 중요성 강조, 정보의 적절한 공유, 그리고 협상의 일상화 등이 90년대 협상의 중요한 특징으로 파악되었다. Negotiation is an extremely useful tool in mediating conflicts that arise throughout society when various interests collide, functioning as a tool to bridge the differences in opinions amongst people. The features of negotiation have been gradually evolving along with continuous changes in the social environment. For this reason, it is important to review the characteristics of negotiating based on historic situations and its implications on today`s form of negotiation. Recognizing these issues, this study discusses how the process of negotiating transformed with time, the critical issues that appeared along with these changes, and what its implications are on current negotiation techniques by analyzing literature reviews. The study sampled study results from the 80s and 90s using the strategic sampling method and identified seven standards, which are, negotiation concept, basic principles of negotiation, negotiation goal, negotiation strategy, negotiation tactic, negotiation process and negotiation outcome using the cross sectional indexing method. The results, concluded from this study, revealed significant characteristics. Due consideration for the other party engaging in the negotiation, recognition of the importance of emotional negotiation factors, value creation, assessment of diversity or differences, emphasis on the long-term-oriented effects of negotiation, adequate information sharing and incorporating negotiating into everyday life.

협상이론을 통한 개성공단 토지임차료 이해갈등 분석

박경섭(Park, Kyoung Seop) 한국지역사회학회 2019 지역사회연구 Vol.27 No.2

지금까지의 북한 공간계획 또는 북한 도시계획관련 연구들이 이론적인 측면을 위주로 연구되었던 것에 비하여, 본 연구는 구체적 실물자료와 증언자료를 통한 실증연구를 진행하였다는 점에서 연구방법론적 의의가 있다. 본 연구에서는 남북한 협상참여자간의 구체적인 토지임차료 협상가격을 시계열적으로 정리분석하였으며, 협상관계자들의 이해갈등과 관련된 구체적인 증언들을 논거로 활용하였다. 연구결과 개성공단 토지임차료를 둘러싼 이해갈등을 협상론적인 관점에서 분석하면 다음과 같다. 1) 토지임차료를 두고 1차 협상부터 3차 협상까지의 시기는 북한측뿐만 아니라 남한측도 경성협상전략을 구사하며 가격 오도와 위협을 반복적으로 구사하였다. 2) 4차 협상부터 7차 협상까지는 남북 양측이 결과적으로 원칙협상에 공감할 수 밖에 없는 상황이 전개되면서 상호이익의 접점을 마련하였다. 3) 토지임차료 협상이 경성협상에서 원칙협상으로 바뀌게 된 데는 북한측이 시간비용을 최소화하려는 합목적적 이유가 작용하였다. 본 연구의 정책적 시사점은 다음과 같다. 1) 북한의 개성공단 1단계 운영경험과 학습효과로 인하여, 2단계 토지임차료 협상가격은 1단계와는 전혀 다르게 남한측에 더욱 불리하게 작용될 것으로 예상되므로, 남한측은 그에 대비하여 정밀한 협상전략과 객관적 협상기준을 미리 준비해 놓을 필요가 있다. 2) 남한측 협상참여자간의 내부갈등이 재현되지 않도록, 사업추진 주체와 구조를 재정비하는 등 북한측과의 협상력을 높일 수 있는 방안이 검토되어야 한다. Negotiations between the South Korea and North Korea over the land rents of the Kaesong Industrial District are based on the following two principles: 1) Hard negotiation -> 2) Hard negotiation -> 3) Hard negotiation -> Negotiation strategy change -> 4) Principle negotiation -> 5,6) Principle negotiation -> 7) Principle negotiations. As a result, North Korea yielded 5.5 times the initial amount and South Korea yielded 2.3 times. In this way, it is summarized that both sides have resolved the sharp conflict of land rent understanding by changing from hard negotiation to principle negotiation. The reason why the negotiation strategy changed from the hard negotiations to the principle negotiations was confirmed by the case of Kaesong Industrial District that the mutually beneficial reasons for minimizing the time cost are working. Both sides’ intentions in the initial negotiation process of the Kaesong industrial District suggest that the inter-Korean economic cooperation project could proceed in a reasonably predictable way in the future.

Moon-Young Lee’s Transcendence Ethics in Conflict Management: Lee’s Nonviolence, Conflict Episode, and Principled Negotiation

세계환경사회거버넌스학회 세계환경사회거버넌스학회 2016 World Environment and Island Studies Vol.6 No.2

Moon-Young Lee’s transcendence ethics are compared to Pondy’s (1962) conflict episode and Fisher, Ury, and Patton’s (2011) principled negotiation. Lee’s nonviolence, like conflict episode, posits various phases of a conflict between the weak and the strong and requires the weak to persevere with persecution and wait patiently for the right time. Like principled negotiation, Lee’s nonviolence adheres to rationality and objective standards without release of emotional enmity. Personal ethic to obtain knowledge and pursue agreement is consistent with principled negotiation, which suggests inventing options for mutual gain. Social ethic and self-sacrifice do not appear in conflict episode and principled negotiation. A conflict episode, “Lieutenant‘s Gentle Revolt,” illustrates how Lee’s nonviolence and principled negotiation can be effectively applied, especially to a bureaucratic model of conflict in which the counterpart is bad and powerful. Lee’s nonviolence is a likely choice for those who do not have power and who are persecuted by the strong, but must deal with violence of the strong. In fact, nonviolence, although sounding only theoretical and idealistic, provides practical and realistic guidance for conflict management.

成功的 貿易契約 締結을 위한 글로벌 協商戰略 : BRICS의 文化와 價値 差異를 中心으로

오원석(Oh, Won Seok),김동호(Kim, Dong Ho),김거진(Kim, Geo Jin) 韓國貿易商務學會 2010 貿易商務硏究 Vol.47 No.-

The principle of parties' autonomy is one of general and dominant principles in an international trade contract. When we consider the determinants of negotiation outcomes, the negotiation is affected its result by their culture and custom. A negotiation has extensively been used a lot as a business process. As we negotiate with our clients, we have to check a lot of factors like strategies, their behaviors, culture shock and custom. That why most people have their different life and circumstance. The same words which are used its contract have several meaning. Because the words are influenced by culture and own custom. Also most people abide by their social pattern. Each culture in the world follows its own customs and traditions. Therefore, when we have the negotiation of trade contract, we have to think these factors. Then the negotiation is leaded very successful This dissertation examines the effects of the negotiators' personality and different culture and custom. On the point of a negotiating power, contracting parties are affected a lot by their usage. The culture which is influenced by contracting parties is possible to apply as a key point. So, this study will be analyzed these factors.

핵 협상에서 이행 가능한 타협의 조건 -원칙의 양보와 책임의 정당화-

권영일 연세대학교 통일연구원 2023 통일연구 Vol.27 No.2

이 연구는 전통적 협상 이론을 비판적으로 검토해, 핵 협상에 서 이행 가능한 타협의 조건을 포착할 수 있는 대안적 분석 틀로 우크라이나, 리비아, 인도, 파키스탄, 이란, 북한의 핵 협상 사례를 재해석했다. 핵심은 타협의 대상을 이익이 아닌 원칙으로 보는 것과 협상 당사국의 관계를 조명하는 것이다. 분석 결과, 핵 확산 (시도)국과 비확산국/현상유지국(미국)의 관계에 따라 원칙의 성격과 타협의 유형이 변화하며, 합의의 이행과 미이행 또는 파기는 타협에 따른 책임의 정당화 여부에 좌우됨을 확인했다. 이 연구는 북한의 핵무기 개발과 위협이 고도화되고 있고 비핵화 합의와 미이행 그리고 파기가 반복되었던 경험 속에서, 향후 비핵화 협상에서 이행 가능한 타 협을 위해 필요한 조건을 식별했다는 의의가 있다. This research critically reviewed traditional negotiation theories and reinterpreted nuclear negotiation cases in Ukraine, Libya, India, Pakistan, Iran, and North Korea through an alternative analytical framework that could capture the conditions for viable compromises in nuclear negotiations. The key focus is on viewing the negotiation targets as principles rather than interests and shedding light on the relations among negotiating parties. The analysis reveals that the nature of principles and the types of compromises vary depending on the relationship between the nuclear aspirant and the negotiating party, and the implementation, non-compliance, or abrogation of agreements is influenced by the justification of responsibility based on the negotiated compromises. In the context of North Korea’s evolving nuclear weapons development and threats, as well as the history of denuclearization agreements, this study identifies necessary conditions for implementable compromises in future denuclearization negotiations.

수출보험사기 방지를 위한 우리나라 수출신용보증제도 개선방안:

박승락(Seung-Lak PARK) 한국무역상무학회 2018 貿易商務硏究 Vol.77 No.-

This study explores how to prevent the fraudulent export financing and its subsequent export insurance fraud in relation to O/A negotiation. Under the traditional letter of credit(L/C) transactions, the banks, as a negotiation bank, can extend trade financing to the exporters through negotiation of draft and/or shipping documents. Under the O/A transaction scheme, however, bank cannot ascertain existence of trade performance and it is much riskier to extend an advance financing to the exporters before the buyer sends confirmation of debt. In O/A negotiation. some exporters tried to fraud banks by falsifying the shipping documents and the size and gravity of this fraudulent export financing were huge. Therefore, this study examines the banking process in O/A-based trade financing, documents examination process, the negotiation of instruments, treatment of trade financing in export credit guarantee, most importantly, explores what could be the criteria for appropriate treatment of account receivable to insure the safe transfer of account receivable. To maximize the benefit for optimum trade financing, the Bank of Korea established several Trade Finance Rules (refers to “BOK Rules”) requiring that commercial banks should maintain optimal credit limits(so called, ‘the principle of optimal loan’) to extend the trade finance. The K-sure post-shipment credit guarantee programs and short-term export insurance program( E FF)can also facilitate ‘the principle of optimal loan’ principle.

계약교섭(契約交涉)의 부당파기(不當破棄)로 인한 손해배상책임(損害賠償責任)

김대정(Dae Jeong Kim) 중앙법학회 2009 中央法學 Vol.11 No.3

The negotiation for conclusion of contract can be broken off at any time before the completion of the contract on the basis of the Principle of freedom of contract and Self-responsibility. That is to say a party is free to negotiate and is not liable for failure to reach an agreement. Consequently a party who have firmly believed and have paid the costs connected with the preparation of an offer is to take the risk on his own responsibility. However, it is coincided with a view that a negotiating party who has broken off negotiations in bad faith(contrary to good faith) is exceptionally liable for the losses caused to the other party who has reasonably relied upon an offer even before it has been accepted. The problem is how can we frame a theory that will be able to support theoretically the liability for the losses caused to the other party by breaking off negotiations in bad faith. On this problem, the majority in Korea insists that the liability for the losses caused to the other party by breaking off negotiations in bad faith is a kind of breach of contract from the pre-contractual duties, and insists that we should acknowledge the liability of one party for the other party`s reliance damages(a breach of contract) suffered through relying on the party) by analogical interpretation of the Article 535 of the Koean Civil Code(KBGB §535) that includes provision for the Culpa in Contrahendo in an invalid contract owing to impossibility from the beginning. Recently a new critical theory has emerged and pointed out that the Theory of Culpa in Contrahendo is merely an artificial theory for the purpose of resolving problems from the defectiveness of the German Tort Law(BGB), and the theory insists that the Korean Civil Code includes general provision for tort(KBGB §750) and so in Korea not only a person may be held liable for harm resulting from infringement of property(not of absolute rights) but also the immunity from responsibility in employer`s liability is scarcely permitted, therefore it is not necessary for us to introduce the German theory of Culpa in Contrahendo. The Korean Supreme Court`s precedent takes a firm standpoint that cases of this kind(the liability for the losses it has caused to the other party by breaking off negotiations in bad faith) are to be argued as tort cases rather than as contract cases, and to impose tort liability from breaking off negotiations in bad faith for a party it is essential for the other party to have reason to rely upon on the positive outcome of the negotiations. I think that the critical theory and the standpoint of The Korean Supreme Court`s precedent that apporoved the new critical theory are all right and proper.

중국의 전통협상술과 현대외교협상

민귀식 ( Kwi Sik Min ) 현대중국학회 2010 現代中國硏究 Vol.11 No.2

중국인의 전통적 사유방식은 현실지향적이며 다중구조를 띠고 있어 사물에 대한 극단적인 평가를 배제하는 유연성과 기민한 적응성을 그 특징으로 한다. 이런 다중가치기준은 외교협상에서 임기응변에 강하고 목적달성에 필요한 유연성을 발휘하는 장점으로 작용하지만, 협상결과를 임의로 변경해버리는 불성실한 모습으로 나타나기도 한다. 또한 협상에서 항상 대외적인 명분을 강조하지만 실제로는 현실적인 실리를 추구라는 대립되는 개념의 동시추구를 가능케 하고, 무력-평화의 병행과 같은 "모순의 통일 혹은 모순의 극복"을 잘해나가는 기반을 형성한다. 협상을 기세와 기교의 싸움이라고 보는 중국인은 형세를 유리하게 조성하기 위한 사전준비에 매우 철저하고, 기세로 상대를 제어하기 위해 자국에서 협상을 진행하는 방식을 고집한다. 또한 독심술을 협상의 요체라고 인식하여 상대의 마음을 읽고 자신의 속내는 감추는 기교들을 깊게 연구하여 사용한다. 이런 심리전은 시간변수가 작용하면서 협상결과에 영향을 주는데, 전통적으로 인내력이 강한 중국인은 시간변수를 활용하는 데 매우 능숙하다. 체면을 중시하는 민족답게 의전과 형식을 강조하면서 상대를 예우하면서 실리를 확보하는 데 능하며, 중국어의 특성을 살린 시적 표현과 간접화법과 비유법을 즐겨 사용한다. 이런 중국인의 협상특징은 중용을 생활의 미덕으로 삼고, 사물의 옳고 그름을 기준으로 시시비비를 가리기보다는 그 정도의 차이를 기준으로 판단하는 다중가치관과 상인기질이 혼합되어 정형화된 하나의 문화현상이라고 할 수 있다. 이 전통문화는 사회주의적 가치관을 통해 재해석되면서 중국특색의 협상패턴을 새롭게 창조해가고 있다. The Chinese traditional way of thinking have been the reality-oriented and multi-layered structure. So, Their characteristic is that exclude extreme judgments about things, have the flexibility and the agility. This multi-values are utilized as a benefit for that prove the flexibility and adaptation to circumstances on the diplomatic negotiations. The Chinese owing to regard that negotiation is fight of spirit and technique, to create a favorable conditions, to control the opponent by a force, they prepares thoroughly in advance, adhere the method which advances an agreement from the home country. Because they also recognize that the essence of the negotiations is a mind reading, they carefully research the technique which reads the minds of opponents, hide deep inside oneself. In this psychological warfare, the time-variable influences to agreement result, the Chinese who has the traditionally strong patience, to take advantage of the time variable is very skillful. As the Face-people, they highlights to focus on protocols and formats, proficient in obtain of the utilitarian, favorite use the poetic expression of characteristics of Chinese and an indirect expression. These characteristics of Chinese negotiating can be called a standardized cultural phenomenon which multi-values and the merchants-mind are mixed. The traditional cultural through a socialistic-values be reinterpreted, are going to have a new creation of characteristic pattern of negotiations in China.