• 대학교육
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• 통권141호
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• pp.36-42
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• 2006

대학에 갈등이 없을 수도 없고 오히려 약간의 갈등이 있다는 것은 그 대학이 살아 있다는 반증이 될수도 있다. 대학 내 갈등의 처리는 협상과 타협에 인색하지 말고, 상대방에게도 승리감과 명분, 위신을 세워주고 상처를 주지 않도록 배려하는 전략을 써야 할 것이다. 대학 구성원은 같은 조직에 몸담고 교수, 연구 봉사라는 대학의 목표와 기능을 위하여 거의 평생을 같이 노력해야 할 사람들이기 때문이다.

• 무역상무연구
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• 제66권
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• pp.191-218
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• 2015

This research is, first of all, a theoretical study concerning 'conflict.' Only then, we could obtain ways in which we manage and resolve various problems arising from conflicts in business between Korean and Chinese companies. In doing this, we also tried to grasp cultural characteristics, or factors, in Chinese ways of carrying out negotiations that lead to conflicts with us. On the basis of these preliminary considerations, we developed practical techniques of conflict management and types of negotiation strategy. We thereby could suggest broader strategic implications for better performance in international business. Concretely, this research investigates techniques of conflict management and types of negotiation strategy. For such techniques and types, we suggest, (1) Sharing technique or reconciliatory compromising negotiation and its compromise strategy, (2) collaborative technique or cooperative negotiation and its win-win strategy, (3) competitive technique or competitive negotiation and its profit-seeking attack strategy, (4) accommodative technique or receptive negotiation and its relation-maintaining yield strategy, (5) avoidant technique or evasive negotiation and its indifference-showing avoidance strategy. This research contributes to promote understanding on negotiation culture of chinese corporate. and we provide the guideline of the conflict management and the insight for the efficiency strategy of chinese business negotiation. But, empirical data and statistical examinations should be added to our present research for the future prospective ones.

• 무역상무연구
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• 제47권
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• pp.25-48
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• 2010

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.

• 무역상무연구
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• 제43권
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• pp.457-480
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• 2009

The objective of this study is to understand negotiating dynamics across cultures by Indian businessmen and suggest proper negotiating strategies to Korean businessmen when they make a deal with Indian firms. The study proposes, as a result, twelve countermeasures as effective negotiating strategies against negotiating cultures of Indian businessmen. Better understanding on business cultures of the country with which Korea makes international transactions leads more fruitful outcome in concluding the international agreement. So cross-cultural studies are very much required for successful negotiations. Recently many Korean firms want to try to penetrate into Indian market and do successful operation because India becomes a compulsory subject for most of Korean firms. To increase possibilities of success in India, such Korean firms may consider applying the suggested negotiating strategies to the Indian business fields.

• 한국GIS학회:학술대회논문집
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• 한국GIS학회 2003년도 공동 춘계학술대회 논문집
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• pp.56-61
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• 2003

해양경계 획선은 해양 국가들 사이의 협상 중 매우 중요한 쟁점이었다. 각각의 협상의 문제는 공평의 법적 원칙이 엄격하게' 적용되는 국제적 경계를 결정하는 것이다. 하나의 공식이 각국의 경제적, 지형적 그리고 주위요소와의 전략적 경우에 모두 적용될 수 없기 때문에 어떠한 특별한 방법이 정해지지 않았다. 그러나 균등한 경계를 얻기 위한 몇 가지 지침이 1953년부터 International Law Commission(ILC)에 의해 제안되었다 이 지침들 중에 하나는 등거리 원칙(the principle of equidistant)에 의거한 일반적인 규칙을 사용한다. 이 등거리 원칙은 경계상의 모든 점들은 해안의 한 폭에서 측정된 기준선(baseline)상의 최근접점에서 항상 등거리에 있어야 한다. 이 원칙을 구현하기 위한 여러 가지 기하학적 방법이 적용되어왔다. 본 연구에서는 등거리 원칙을 기본으로 하는 알고리즘 중 광범위하게 사용되고 있는 Two-Point 알고리즘과 Three-Point 알고리즘을 정립한 후, 이 알고리즘 결과를 확인할 수 있는 해양경계 획선 프로그램을 웹으로 구현하였다.

• 통상정보연구
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• 제9권2호
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• pp.399-422
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• 2007

Like in other trade negotiations covering comprehensive sectors, it is reported that KOREA-US FTA tried so-called 'package deal' at the last minutes, when telecom services sector was positioned at the forefront and expected to partly play a role in buffering US' market-opening pressure on other sectors. Before everything else, Korean negotiators had to enhance the value of foreign ownership deregulation in telecom services sector as a leverage in the course of KOREA-US FTA negotiations. In addition, since foreign ownership change, if any, is highly sensitive issue either politically or policy-wise, it seems very difficult to find a breakthrough. Focusing on foreign ownership regulation in telecom services sector, this paper seeks how Korea has developed its strategic reasoning for negotiations and evaluates the outcomes of KOREA-US FTA negotiations.

• 통상정보연구
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• 제10권1호
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• pp.295-314
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• 2008

I compared trade structure and competitiveness by sector using industrial classification in UN Comtrade data and SITC. Based on the comparison, I calculated market share, export competitions, RCA, and TSI. and then selected sensitive industries based on competitiveness, and identified the ZOPA and our BATNA. These calculations confirmed the industries damaged by FTA and those benefiting from the FTA between Korea and Japan, the study them developed strategies for VIA negotiation. It is to minimize damages to Korean economy and to maximize benefits from the agreement. The negotiation plan allowed an adjustment period for industries, for which damages are expected, by setting a long grace period before implementing tariffs. Based on the negotiation plan made through economic analysis, I intend. contribute to more efficient promotion of negotiation by extracting the optimal FFA negotiation plan for each manufacturing industry.

• 산업경영시스템학회지
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• 제37권4호
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• pp.145-153
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• 2014

In this paper, we study the bargaining strategy of a manufacturer who sells a product through the online and offline distribution channels. To do this, we derive and analyze the equilibrium solutions for both simultaneous and sequential bargaining games. The result shows that the optimal bargaining strategy heavily depends on the size of the online distribution channel's loyal customers and the difference between the retail prices of the online and the offline distribution channels. It is also shown that, in some cases, the online distribution channel has incentive to downsize its loyal customers and its retail price for a better bargaining outcome.

• 전자통신동향분석
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• 제18권1호통권79호
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• pp.63-74
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• 2003

WTO 통신협상 시 우리 나라 통신서비스 분야의 주요쟁점사안 중의 하나는 기간통신사업자의 외국인투자한도 확대이다. 주요 선진국들은 통신서비스 시장규모와 발전전망이 높은 우리 나라에 투자하기 위하여 외국인 지분한도 확대 및 외국인 대주주 허용에 많은 관심을 표명하고 있다. 외국인 지분한도 완화에 따른 긍정적 효과가 부정적 효과 보다 클 경우 국내 통신서비스 시장 발전에 유익할 것으로 예상된다. 특히 배당수익을 목적으로 하는 지분 참여를 통한 외국으로부터 자본을 도입하여 경영진이 효율적으로 사업을 주도할 경우 순기능 효과를 발휘하게 된다. 그러나 부정적 효과가 크다면 지분확대가 통신사업발전에 장해가 될 것이다. 이에 본 고에서는 우리 나라의 추가적인 외국인 지분보유 한도 확대에 앞서 기간통신사업자에게 미칠 긍정적 또는 부정적 파급효과를 분석해 보고, 외국인 지분확대에 따른 부정적 효과를 최소화하기 위한 질적 규제장치 도입 등 대응방안을 모색하고자 한다.

• 산업경영시스템학회지
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• 제38권2호
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• pp.31-39
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• 2015

In this paper, we study the bargaining strategy of a distributor who sells vertically differentiated, i.e. high and low brand products. We derive and analyze the equilibrium solutions for both simultaneous and sequential bargaining games among the distributor, the high brand product manufacturer and the low brand product manufacturer. The result shows that the optimal bargaining strategy for the distributor heavily depends on the relative quality and price level of the low brand product comparing to those of the high brand product. It is also shown that, for more bargaining profit, the distributor has strong motivation to prefer a low brand product which has lower quality level per unit price.