A Multi-Agent Negotiation System with Negotiation Models Changeable According to the Bargaining Environment

Ha, Sung-Ho,Kim, Dong-Sup Korea Data Strategy Society 2009 Journal of information technology applications & m Vol.16 No.1

Negotiation is a process of reaching an agreement on the terms of a transaction. such as price, quantity, for two or more parties. Negotiation tries to maximize the benefits for all parties concerned. instead of using human-based negotiation. the e-commerce environment provides such an environment as adopting automated negotiation. Thus. choosing agent technology is appropriate for an automatic electronic negotiation platform. since autonomous software agents strive for the best deal on behalf of the human participants. Negotiation agents need a clear-cut definition of negotiation models or strategies. In reality, most bargaining systems embody nearly one negotiation model. In this article. we present a mobile agent negotiation system with reusable negotiation strategies that allows agents to dynamically embody a user's favorite negotiation strategy which can be preinstalled as a component in the system. We develop a prototype system, which is fully implemented in compliance with FIPA specifications, and then. describe the benefits of using the system.

영화 텍스트를 활용한 협상교육 콘텐츠 개발 연구 -영화 ‘네고시에이터’ 대화분석을 중심으로-

신희선 한국사고와표현학회 2015 사고와표현 Vol.8 No.1

Negotiation, as a tool for problem solving, is a communication method proceeded under conflicting situation of ‘competition’ and ‘cooperation’. Negotiation for cooperative problem solving to eliminate mutual conflicts requires effective communication skills. This research paper points out meaningfulness of communication education helped by movie, examining negotiation strategies and principles through the case analysis of ‘The Negotiator’. ‘The negotiator’ is a dynamic style movie: the most outstanding negotiator in the police station is entangled in the plot and framed, and becomes a hostage-taker by himself to catch a real criminal. The movie shows how he solves the problems with his counter-negotiator using the negotiation process. First of all, from the perspective of psychological, verbal, and nonverbal, this paper examines how the basic attitudes of negotiation are revealed in the movie by analyzing dialogue scenes. First, forms a bond of sympathy emphasizing something in common. Second, responds with positive language. Third, starts with petty gossip in small talks. Fourth, utilizes questions and silence properly. Fifth, reads counterpart’s nonverbal message. For problem solving, through an analysis of the movie, this paper also points out and emphasize notable principles and strategies should be in each stage of communication process; first of all, set an objective clearly; design and prepare the negotiation meticulously; use a strategy enhancing negotiation leverage; seek win-win prospects by exchanging concession. The movie ‘the negotiator’ which was used in “communication and negotiation” class, a liberal art’s selective course, has a value of suggesting practical negotiation skills through its maximal conflict of hostage situation. The movie ‘the negotiator’ is like the negotiation text book, intriguingly showing two negotiators’ different negotiation styles and various negotiating principles and strategies through the process. Movie, as a socially powerful cultural content, is a mass media can make people’s view on the world plentiful. From this point of view, the negotiation class utilizing movies is educationally effective, and the program and contents related with negotiation should be expanded in the university’s education. 문제를 해결하기 위한 방법으로서 협상은 ‘경쟁’과 ‘협력’이라는 이중적인 상황 에서 전개되는 의사소통이다. 서로간에 갈등이 되고 있는 문제를 상호 협력적으 로 해결하는 위한 협상은 효과적인 의사소통능력을 필요로 한다. 본 연구는 영화 ‘네고시에이터(The negotiator)’의 사례분석을 통해 협상의 원칙과 전략을 살펴보 며, 영화 텍스트를 활용한 협상교육 콘텐츠를 개발하는데 목적이 있다. ‘네고시에 이터’는 경찰서 내에서 가장 뛰어난 협상가가 음모에 휘말려 누명을 쓰면서 실제 범인을 잡기 위해 스스로 인질범이 되면서, 상대 협상가와 어떻게 협상과정을 통 해 문제를 풀어가는 가를 보여주는 역동감 있는 텍스트로서 교육적 의의가 있다. 먼저 본고는 영화에서의 대화 장면을 분석하며 심리적, 언어적, 비언어적 측면 에서 협상에서 요구되는 기본적인 자세들이 어떻게 영화에 드러나고 있는지 살펴 보았다. 첫째 공통점을 강조하여 공감대를 형성하라, 둘째 긍정의 언어로 대응하 라, 셋째 사소한 잡담으로 시작하라, 넷째 질문과 침묵을 적절히 활용하라, 다섯 째 상대의 비언어적 메시지를 읽어라 등 영화는 협상의 기초를 보여주는 텍스트 의 유용성을 보여주었다. 또한 이 영화를 통해 문제를 해결하기 위해 협상과정의 각 단계마다 협상가가 유념해야 할 원칙과 전략을 생각해 볼 수 있다. 본고에서는 무엇보다도 협상 상황의 목표를 명확히 해야 한다는 점과 협상을 치밀하게 계 획하고 준비해야 함을 강조하였다. 다음으로 협상 레버리지(leverage)를 높이는 전략과 전략적으로 양보를 교환하는 과정을 통해 윈윈(win-win)의 가능성을 모색 할 필요가 있음을 지적하였다. 영화 ‘네고시에이터’는 최고조의 대립 상황인 인질극을 통해 협상의 기술에 대 한 실용적인 지침을 제시해 준다는 점에서 결과적으로 교육적 가치가 있는 텍스 트이고, 이는 대학 교양수업인 <대화와 협상>에서도 확인된 바 있다. 두 협상가 의 협상 스타일의 차이와 협상과정에서의 다양한 원칙과 전략을 흥미롭게 보여주 고 있어 ‘네고시에이터’는 영화를 활용한 협상교본으로 손색이 없다고 하겠다. 영 화는 사회적으로 영향력이 있는 문화 콘텐츠로서 세상을 바라보는 시각을 보다 풍성하게 도와주는 대중매체라는 점에서 영화를 활용한 협상교육은 교육적 효과 가 높고, 대학 교육에서도 협상 관련한 다양한 프로그램과 컨텐츠 개발이 계속해 서 확대되어야 할 것이다.

e-Negotiation 구현을 위한 주요 해상운송서류 전자화에 관한 연구

오가영(Oh Ka-Young) 한국문화산업학회 2007 문화산업연구 Vol.7 No.2

Rapid developments in technology and in the Internet have increased the crisis with B/L and have resulted in the appearance of e-negotiation. The e-negotiation involves a request for various documents such as e-L/C and e-B/L. The shipping documents, which are requested during the e-negotiation process, can be handled without interruption or delay. Goods often arrive at the port of discharge before the shipping documents have arrived. Accordingly, shipping documents need to be rapidly distributed. This paper is composed of 5 chapters. ChapterⅠ introduces the purpose of the research. ChapterⅡ reviews the background of "e-negotiation". Chapter Ⅲ discusses several trials of e-L/C, electronic bills of lading and e-SWB. Chapter Ⅳ discusses the problems with and the devices for activating the use of e-L/C, electronic bill of lading and e-SWB. Chapter Ⅴ, the conclusion, suggests several proposals for the proper use of electronic documents associated with shipping for e-negotiation. Rapid developments in technology and in the Internet have increased the crisis with B/L and have resulted in the appearance of e-negotiation. The e-negotiation involves a request for various documents such as e-L/C and e-B/L. The shipping documents, which are requested during the e-negotiation process, can be handled without interruption or delay. Goods often arrive at the port of discharge before the shipping documents have arrived. Accordingly, shipping documents need to be rapidly distributed. This paper is composed of 5 chapters. ChapterⅠ introduces the purpose of the research. ChapterⅡ reviews the background of "e-negotiation". Chapter Ⅲ discusses several trials of e-L/C, electronic bills of lading and e-SWB. Chapter Ⅳ discusses the problems with and the devices for activating the use of e-L/C, electronic bill of lading and e-SWB. Chapter Ⅴ, the conclusion, suggests several proposals for the proper use of electronic documents associated with shipping for e-negotiation.

기업회생계획수립을 위한 협상 과정에서 협상 상황-전략의 적합성 효과

정재엽 한국경영교육학회 2022 경영교육연구 Vol.37 No.2

[Purpose]In this study, a bankruptcy risk company applies for a corporate reorganization procedure. In the planning process, the representative or executive of a company as a manager seeks to derive a suitable negotiation strategy in the negotiation situation with creditors and stakeholders. [Methodology]Data were collected from 311 executives or CEOs of the applicant companies who led direct negotiations to initiate corporate rehabilitation procedures. Hypotheses were established based on negotiation theory and strategic situation theory. Using statistical programs SPSS 22.0 and AMOS 22.0, the validity and reliability of the measurement tool were verified through confirmatory factor analysis and reliability analysis. And the hypothesis was verified through hierarchical regression analysis. [Findings]As a result of testing the hypothesis, information sharing, time pressure, goal setting, and relative dependence, which are negotiation conditions, all had a significant positive (+) effect on the negotiation performance. In addition, as a result of analyzing the effect of negotiation situation-strategic suitability, information sharing-trusted cooperation, and goal setting-trusted cooperation suitability had a significant positive (+) effect on negotiation performance. However, information sharing-firm competition, relative It was found that dependency-communal obedience fitness had a significant negative (-) effect. [Implications]This study provides insight into the selection of a negotiation strategy in negotiation-related research by verifying the effect of negotiation situation-strategic suitability on negotiation performance based on the strategic situation theory in negotiation for corporate rehabilitation. It is significant in that it expanded the, In addition, it is meaningful in that it provides important information for negotiating participants to select an effective negotiation strategy by empirically verifying the negotiation strategy to be pursued and the negotiation strategy to be avoided according to the negotiation situation in practice. [연구목적]본 연구에서는 부도위험에 직면한 기업이 기업회생절차를 신청하고 계획수립 과정에서 관리인인 기업의 대표 또는 임원이 채권자 및 이해관계자와의 협상상황에서 적합한 협상전략이 무엇인지를 도출하고자 한다. [연구방법]기업회생절차 개시를 위해 직접협상을 주도한 신청 기업의 임원 또는 대표이사 311명으로부터 자료를 수집하여 불성실한 응답과 무응답이 많은 설문지 11부를 제외하고 300명의 자료를 분석에 활용하였다. 협상에 관한 이론과 전략적 상황 이론을 바탕으로 가설을 설정하였으며, 통계 프로그램인 SPSS 22.0과 AMOS 22.0을 활용하여 측정도구의타당성과 신뢰성을 확인적 요인분석과 신뢰도 분석을 통하여 검증하고, 위계적 회귀분석을 통하여 가설을 검증하였다. [연구결과]가설의 검증결과 협상상황인 정보공유, 시간압박, 목표설정, 상대적 의존성 모두 협상성과에 정(+)의 유의한 영향을 미쳤다. 또한, 협상 상황-전략 적합성의 효과를 분석한 결과 정보공유-신뢰적 협력과 목표설정-신뢰적 협력 적합성은 협상성과에 유의한 정(+)의 영향을 주었으나, 정보공유-확고한 경쟁, 상대적 의존성-공재적 복종 적합성은 유의한 부(-)의 영향을 미치는 것으로 나타났다. [연구의 시사점]본 연구는 기업회생을 위한 협상에서 전략적 상황 이론을 바탕으로 협상 상황-전략 적합성이 협상성과에 미치는 영향을 검증함으로써 협상 관련 연구에서 협상전략의 선택에 관한 통찰력을 제공하고 이론적 범위를 확대하였다는 점에서 의의가 크다. 또한, 실무적으로 협상상황에 따른 추구해야할 협상전략과 지양할 협상전략을 실증적 검증하여 제사함으로써 협상참여자가 효과적인 협상전략을 선택하는데 중요한 정보를 제공하였다는 점에서 의의가 있다.

A Multi-Agent Negotiation System with Negotiation Models Changeable According to the Bargaining Environment

하성호,김동섭 한국데이터전략학회 2009 Journal of information technology applications & m Vol.16 No.1

Negotiation is a process of reaching an agreement on the terms of a transaction, such as price, quantity, for two or more parties. Negotiation tries to maximize the benefits for all parties concerned. Instead of using human-based negotiation, the e-commerce environment provides such an environment as adopting automated negotiation. Thus, choosing agent technology is appropriate for an automatic electronic negotiation platform, since autonomous software agents strive for the best deal on behalf of the human participants. Negotiation agents need a clear-cut definition of negotiation models or strategies. In reality, most bargaining systems embody nearly one negotiation model. In this article, we present a mobile agent negotiation system with reusable negotiation strategies that allows agents to dynamically embody a user’s favorite negotiation strategy which can be preinstalled as a component in the system. We develop a prototype system, which is fully implemented in compliance with FIPA specifications, and then, describe the benefits of using the system.

북한의 협상전략의 기본성격과 우리의 대응전략

정경환 한국통일전략학회 2009 통일전략 Vol.9 No.2

This thesis attends to analyse the negotiation strategy of North Korea and our countermeasures toward North Korea. The negotiation strategy of North Korea had the reputation of being difficult to understand. But as far as North Korea don't change national goal and revolutionary strategy, North Korea's negotiating strategy is endowed with the fundamental features. I think that North Korea has the concrete the strategy for negotiation behind the flaming behaviour of negotiation. I think that North Korea has three elementary characters in negotiation strategy. First, the negotiation strategy of North Korea is described the stretching tools of politics. Secondly, the fundamental character of North Korea's negotiation strategy is a measure for revolution to South Korea. Finally, it is the sole menas for the attainment of goal. Facing with this fundamental features of North Korea's negotiation strategy, We must achieve the national goal through straight countermeasure against North Korea. Our countermeasures toward the negotiation strategy of North Korea consist of three sorts of direction. First, our government have to seek the macroscopic strategy for keeping national polity. Secondly, we are needed to improve the unification line toward freedom. Finally, we need the careful policy about exchanges and cooperation with North Korea. 북한의 협상전략은 난해하고 대응하기가 어려운 것으로 정평이 나있다. 북한정권의 기본적인 국가목표와 혁명전략이 바뀌지 않은 이상 북한의 협상전략도 분명한 성격과 목표가 내재되어 있음을 분명히 인식해야 한다. 북한정권이 구사하고 있는 다양하고 현란한 협상행태는 상황에 따라 변화무쌍한 것이 아니라 그 저변에 확고한 전략적 함의가 있다는 것이 필자의 견해이다. 북한의 협상전략을 정확히 파악하는 것은 우리의 적이자 동지인 이중적 성격을 지니고 있는 북한정권에 대해 보다 효율적인 대응력을 보이는데 매우 중요한 의미를 갖는다고 할 수 있다. 북한의 협상전략이 지니고 있는 기본성격을 살펴보면 첫째, 정치의 연장수단으서의 성격을 지니고 있다. 여기서 정치는 통치목표를 위한 수단을 의미한다. 둘째, 남조선혁명론의 도구로서의 성격을 지니고 있다. 북한은 정권수립 이후 현재까지 남한에 대한 적화야망을 그대로 고수하고 있다는 점에서 모든 협상전략은 혁명을 위한 수단적 의미를 지니고 있다. 셋째, 목표의 달성만을 위한 수단적 성격을 지니고 있다. 북한에게 있어 협상은 교섭을 위한 합의의 과정이 아니라 자신의 의지를 관철하는 하나의 수단에 불과한 것이다. 이에 대해 우리는 우리의 국체를 보존하기 위한 보다 거시적인 대응이 필요하고 둘째, 자유를 전제한 통일노선의 정립이 요구되고 세 번째로는 치밀한 교류협력의 대응책이 요청된다.

Research on Web-Based Business Negotiation Support

Yulian Fei․,Guangming Wang 중앙대학교 한국전자무역연구소 2008 전자무역연구 Vol.6 No.1

전자상거래의 급속한 발전과 함께 웹 기반 비즈니스 협상 서비스는 커다란 잠재력과 요구사항이 발달하고 있다. 본 연구는 웹을 기반으로 한 사업의 협상 연구와 비즈니스 협상과 성격에 따라 웹 테크놀로지와 정보 테크놀로지의 결합에 초점을 두었고 본 연구는 정보시스템이 비즈니스 협상에 지원하는 것을 제안하였다. 또한 본 연구는 비즈니스 협상의 지원의 핵심 테크놀로지와 내용지향적인 검색엔진(CoSE)과 웹 기반의 협상 지원 시스템(WNSS)을 소개한다. 비즈니스 협상은 협상당사자가 그들 고유의 경제적 목적을 달성하기 위해 모든 제안과 가능성을 이야기하는 과정이다. 협상 당사자가 대면하여 대화, 의견을 교환하고, 동시에 여러 이슈에 대해서 협상하는 것이 전통적인 방법이다. 그러나 네트워크의 발달에 따라 온라인 협상이 가능해졌다. 따라서 본 논문의 연구목적은 웹기반 협상의 발전에 기여하는 것이다. With the rapid growth of electronic commerce, there is growing demand and great potential for web-based business negotiation services. This paper focuses on the business negotiation research based on web, and according to the characteristics of the business negotiation, combining the web technology and information technology, this paper has proposed the information system to support the business negotiation. Furthermore, this paper discusses the key technology for business negotiation support, and presents the content-oriented Search Engine (CoSE) and the Web-based Negotiation Support System (WNSS). Business negotiation is a process through which negotiation parties talk over all kinds of proposals and promises in order to reach their own economic targets. The traditional way is for the negotiation parties to have a face-to-face talk, to exchange opinions, and negotiate about some issues at the same place. However, with the development of network, online negotiation has become possible. Therefore, the purpose of this paper is to contribute to the development of web-based negotiation.

논문(論文) : 한국내(韓國內) 중국(中國) 조계교섭(租界交涉)과 중국근대외교(中國近代外交) -주조선총영사(駐朝鮮總領事)의 조계철폐교섭(租界撤廢交涉)을 중심(中心)으로-

김희신 ( Hee Sin Kim ) 중국사학회 2015 中國史硏究 Vol.95 No.-

With the Korea-Japan annexation treaty in 1910, the Korea-China relationship became merely a part of China-Japan relationship. Although the Qing Dynasty fell in 1912, there was not any radical change in Chinese foreign relations. Until other countries approved the government of the Republic of China, however, it was impossible to promote ‘official’ international diplomatic negotiations with China. While Chinese diplomatic relations were under complicated and delicate transition, the issue of the abolishment of foreign settlements (租界撤廢) in Korea as a Japanese colony was raised. Chinese negotiation over the abolishment of foreign settlements in Korea was a process for protecting its people through maintaining vested interests and, on the other hand, a process to establish the status of China in modern international relations assuming equal relations among sovereign states. Then, we are faced with the question of what meanings the analysis of the negotiation process over the abolishment of foreign settlements has in understanding the formation of Chinese modern diplomacy or the history of modern China (Chinese diplomacy). First, the analysis illuminates the basic framework of Chinese diplomatic policies during the late Qing and early republican period. The fact that in the negotiation process, the Chinese government claimed that China had already become ‘one of sovereign states,’ namely, strongly demanded ‘equal treatment’ with other countries from Japan clearly reveals its modern sovereignty consciousness and the orientation of Chinese modern diplomatic negotiation based on the consciousness. In this way, the negotiation process provided a clue to the formation of Republican China`s policy framework that, going beyond the recognition of its Beijing government as a negotiation partner representing the state, pursued an equal status in the international society and participation in the rank of world powers. Second, those in charge of negotiation representing the Chinese government were working bureaucrats of modern diplomacy. The Chinese Consul General in Korea in those days was a translator trained after the establishment of Zongliyamen (總理衙門: the General Office of Foreign Affairs), an institution for Western affairs in charge of negotiation with the West, by the Qing government and, on the other hand, there were diplomats who were carrying out negotiation administration on the frontline of foreign negotiation in various places of the late Qing Dynasty and in the process of installing overseas diplomatic offices. That is, they were competent officials of diplomatic institutions trained through the processes of accumulating knowledge and experience in ‘Western affairs (洋務)’ and reforming the new government in the late Qing Dynasty. They versed in how to apply international public laws imported from the West in actual situations of negotiation. In particular, Fu Shi-ying (富士英) was clearly aware of what it meant in the international society for China to attend and debate at international meetings. Furthermore, they fully recognized the nature of perpetual lease and ownership in international public laws, and drew out successful negotiations through debating on whether agenda such as protocols and memorandums brought by Japan were interpreted and applied in accordance with the public laws. Lastly, features of modern China not found in the conventional description of Chinese modern history are observed. Since the Opium War, China had been counted as one of weak powers, and foreign negotiations always ended up with humiliating concessions. Since the late Qing Dynasty, in fact, China had made efforts to reform its systems and polices internally and to correct unequal treaties with foreign countries externally. Such efforts aimed to achieve the status of an ‘equal sovereign state’ in the international society. On the contrary, the issue of the abolishment of foreign settlements in Korea is interesting in that it was a negotiation led by Japan for correcting an unequal treaty with China. It seemed that there was not diplomacy for so-called small powers, but at least in Chinese diplomacy against Japan in Korea surrounding the abolishment of foreign settlements, China struggled in its modern consciousness to protect the dignity of the state and the interests of Chinese residents living in Korea. As a consequence of the negotiation, furthermore, China reemerged as a state treated equally with other countries, namely, as a most favored nation. This is why after success in diplomatic negotiation with Japan, Acting Minister Ma Ting-liang (馬廷亮) admired Consul General Fu Shi-ying (富士英) for his diplomatic activities and said that the Republic of China had a future.

협상자 특성과 조직지원이 협상만족과 지속적 거래의도에 미치는 영향 : 신뢰구축의 매개효과

조윤형,김승철 한국인사조직학회 2010 인사조직연구 Vol.18 No.1

This study examines not only the influences of negotiator’s characteristics and organizational support on negotiation performance, but also verifies the role of trust building as a mediator based on negotiation process approach. Negotiation literatures suggest that negotiator’s characteristics consist of two variables such as planning/preparation and clear sense of purpose of negotiation and organizational support consists of two variables such as delegation of authority and incentive. Negotiation performance is conceptualized as negotiation satisfaction and intention to continuous dealing based on the negotiation traits, motivation and structural process approach. Main effect and mediating effect hypotheses are as follows: H1: Negotiator’s characteristics (planning/preparation and clear sense of purpose) have positive impacts on negotiation performance. H2:Organizational support (delegation of authority and incentives) has positive impacts on negotiation performance. H3:Trust building mediates between antecedent variables (negotiator’s characteristics, and organizational support) and negotiation performance. For empirical analysis, survey method was performed. Samples are corporate employees engaged in business negotiation. A total of 214 questionnaires are used for analysis. First, as main effect hypotheses predict, negotiator’s characteristics impact significantly on the negotiation performance. Specifically, planning/preparation and clear sense of purpose impact positively on negotiation satisfaction (betas=.18, .32; p<.01, .001) and planning/preparation impacts positively on intention to continuous dealing (beta=.40, p<.001). However, a clear sense of purpose does not affect significantly the final outcome variable (beta=-.02, n.s). The two organizational support variables show different impacts on negotiation performance. Delegation of authority affects positively on negotiation satisfaction (beta=.23, p<.01) does not affect on the intention to continuous dealing (beta=.06, n.s). However. the effect of incentives on intention to continuous dealing is not significant (beta=.15, p<.01). It also does not affect negotiation satisfaction(beta=.05, n.s). Second, as for the mediating effect hypothesis, trust building mediates partially between organizational support and negotiation performance. That is, the direct effects of negotiators' planning/preparation are greater than indirect effects on negotiation performance (betas=.18 vs. .04 and .32 vs. .06); also the direct effect of clear sense of purpose is greater than indirect effect on negotiation satisfaction (beta=.40 vs. .00). Trust building does not mediate between negotiator’s characteristics and negotiation performance. Organizational support has significant effects on negotiation performance through trust building; the direct effect of delegation of authority is greater than indirect effect on negotiation satisfaction (beta=.23 vs. .05), while the indirect effect of delegation of authority on intention to continuous dealing is larger than the direct effect (beta=.05 vs. .08); incentive’s indirect effect is greater than direct effect on negotiation satisfaction (beta=.07 vs. -.06). For the intention to continuous dealing, direct and indirect effects are almost equal (beta=.15 vs. .12). Based on the results, when negotiators plan various scenarios for real negotiation situation in advance and prepare for the expected requirements of the negotiation partners, they develop a clear sense of negotiation goals to pursuit it. The upshot is that negotiation results are satisfied enough to think about continuous dealing for long-term relationship. Turning to the organizational support of negotiators, delegation of authority and incentives show different results; delegation of authority to decision-makers generates satisfaction with negotiation results, but does not lead to intention to continuous dealing. on the other hands, incentives do not produce satisfac... 본 연구는 이론변수로 설정한 협상자 특성과 조직지원이 결과변수로 설정한 협상결과에 미치는 영향을 살펴봤으며 또한 이론변수와 결과변수와의 관계에 있어서 매개변수로 설정한 신뢰구축의 영향력을 살펴보았다. 협상자 특성은 협상을 위한 계획 및 준비, 분명한 목적의식으로 나누었으며, 조직지원은 협상의사결정 등 권한위임, 협상결과에 따른 인센티브 제공으로 나누었다. 협상결과는 협상만족과 지속적 거래의도로 구분하였다. 협상자 개인이 협상을 위해 계획 및 준비를 하고 분명한 목적의식이 있으며, 조직에서 협상자들에게 권한을 위임하고 인센티브를 제공하였을 때 협상자들간 신뢰가 형성되어 결국 협상에 만족하고 지속적인 거래를 하고자 한다는 것을 밝히고자 하였다. 실증분석을 위해 현업에서 크고 작은 비즈니스 협상을 수행하는 협상실무자 241명을 대상으로 실증분석을 하였다. 분석은 구조방정식 모델을 활용하였으며 분석 결과를 살펴보면 다음과 같다. 먼저, 주효과 가설검증에 있어서 협상계획과 준비 그리고 목적의식은 협상결과에 유의미한 긍정적 영향력을 보이는 것으로 나타났다. 다만, 목적의식은 지속적 거래의도에 유의미한 영향력을 보이지 못하였다. 조직지원의 경우 협상 권한위임은 협상만족, 협상 인센티브는 지속적 거래의도에 유의미한 긍정적 영향력을 보이고 있었다. 매개효과 가설검증에 있어서 조직지원인 협상 권한위임과 협상 인센티브가 협상만족과 지속적 거래의도에 미치는 영향력에 있어서 신뢰구축을 매개로 하여 영향력을 보이는 것으로 나타났다. 협상자 특성이 협상결과에 미치는 영향력에 있어서는 신뢰구축의 매개효과가 나타나고 있지 않았다. 본 연구결과를 통해 결국 협상당사자들의 협상만족과 지속적 거래의도를 향상시키기 위해서는 상호간의 신뢰구축이 우선되어야 하며, 특히 조직차원에서의 지원을 통해 협상자간 신뢰를 구축하여 긍정적인 협상결과를 도출한다는 것을 밝혔다는 점에서 의의를 찾을 수 있다.

A Multi-Agent Negotiation System with Negotiation Models Changeable According to the Bargaining Environment

Sung Ho Ha,Dong-Sup Kim 한국데이타베이스학회 2009 Journal of information technology applications & m Vol.16 No.1

Negotiation is a process of reaching an agreement on the terms of a transaction, such as price, quantity, for two or more parties. Negotiation tries to maximize the benefits for all parties concerned. Instead of using human-based negotiation, the e-commerce environment provides such an environment as adopting automated negotiation. Thus, choosing agent technology is appropriate for an automatic electronic negotiation platform, since autonomous software agents strive for the best deal on behalf of the human participants. Negotiation agents need a clear-cut definition of negotiation models or strategies. In reality, most bargaining systems embody nearly one negotiation model. In this article, we present a mobile agent negotiation system with reusable negotiation strategies that allows agents to dynamically embody a user’s favorite negotiation strategy which can be preinstalled as a component in the system. We develop a prototype system, which is fully implemented in compliance with FIPA specifications, and then, describe the benefits of using the system.