• Title/Summary/Keyword: 협상전략

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The hierarchical structures of cause-and-effect relationships on the profit factors in overseas construction projects (해외건설공사 수익성 영향인자의 계층구조 및 사레적용에 관한 연구)

  • Han, Seung-Heon;Sun, Seung-Min;Park, Sang-Hyuk;Jung, Do-Young
    • Korean Journal of Construction Engineering and Management
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    • v.7 no.5
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    • pp.64-76
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    • 2006
  • Korea's overseas construction industry has been rather depressed by the weakened profitability as well as the sharp decrease of the market shares due to the lack of international competitiveness and the declined international market. There exist a lot of various risks in performing the overseas construction, and especially EPC projects, which entail complicated process from different parts, also require a sophisticated procurement and management skill. Subsequently, to survive in the competitive international market, we need to establish strategies to select potentially profitable projects at the initial stage of bidding process and to mitigate the high degree of risk exposure through contract negotiation and its adjustment. This research discusses the trend of environment in international construction markets. Then, it identifies the key factors that affect the profitability significantly through the structured surveys from 59 actual overseas projects, and it analyzes the key factors by using statistical methods. This research provides the profitability evaluation bases, with which overseas construction participants can forecast and analyze the risk more systematically, by eliciting profit-influencing factors using the result of statistical analysis, literature review and structuring their cause-and-effect relationships. The profitability casual hierarchy structure describes the profitability factors' hierarchy in details and their interrelationships. It also enables us to find out critical factors directly related to profitability aggravation through a qualitative and quantitative analysis. Ultimately, with this hierarchy structure as the base, the research will suggest how to develop the quantitative profitability forecasting model.

A Study on the Effect of Experience-specificity and Uncertainty on Choice in Experiential Products -From Transaction Cost Perspective- (경험재 거래의 경험특유성, 불확실성이 선택에 주는 영향에 관한 연구 -거래비용적 관점에서-)

  • Jeong, Yun-Hee;Park, JI-Yeon
    • Journal of Convergence for Information Technology
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    • v.9 no.4
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    • pp.152-159
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    • 2019
  • The purpose of this study is to investigate the effect of transaction characteristics on transaction cost and choice intention by applying transaction cost theory to experiential product. Experience-specificity, transaction uncertainty, and personal uncertainty are proposed to reflect the characteristics of experiential products, and the effects of these variables on transaction costs and transaction costs are assumed to have an influence on the choice intention. The results of this study are summarized as follows. First, experience-specificity(site, physical equipment, knowledge skill, temporal), transactional uncertainty(product-, process-), personal uncertainty (preference-, and situation-) have a significant positive effect on transaction cost. Second, transaction costs (search, comparison, examination, negotiation, payment, delivery) have a significant negative effect on the choice intention of the experiential product. The results of this study show that the increase of transaction costs can reduce the choice of experiential products and the strategic consideration of experience specificity, transaction uncertainty and individual uncertainty are required to reduce transaction costs. In addition, experiential products lacked access from a transactional and cost-based point of view, and this study contributes theoretically by compensating for the lack.

Analysis of the Sports Welfare Service Delivery System for the Sports Vouchers (스포츠강좌이용권의 스포츠복지서비스 전달체계 분석)

  • Choi, Hee-Dong
    • Journal of Korea Entertainment Industry Association
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    • v.14 no.5
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    • pp.131-146
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    • 2020
  • This research is based on social flow that is in need of sports welfare that diagnoses the delivery system of sports program pass that is typical business of national sports welfare services and operation structure, and analyze the supplier, operator, beneficiary and all that is related to business from multilateral aspects, therefore seek for operation systems for provision systems of sports welfare services. To clearly grasp the operating mechanisms of service provision system that is happening in real field, there were in-depth interview done by the 18 people of suppliers, operators, and beneficiaries that are the main participants of business, and through which drew an ideal agreed point for sports welfare services to get in the right direction. The result of this study is as following: First, based on the limited government budget for the compilation of budget for the business of sports welfare services it is found that there is need of constructing a pragmatic service provision system that can bring maximum of efficiency. Second, voucher that was introduced for market logic application and greater transparency of the business of sports welfare services has a complex structure that it is in need of simplification of structure which that is well fit with its characteristics. Third, for convenience enlargement in administration and management, make management policy of provision system be reflected and therefore enlarge the independence of management and secure the power of negotiation regarding fee savings through centralized budget management.

A Study on Creation of Fair Transaction Environment between Platform Operator and Contents Provider in Broadcasting Industry (방송 산업 내 플랫폼사업자와 콘텐츠사업자 간 공정거래환경 조성 연구)

  • Yonghee Kim;Joonho Do
    • The Journal of the Institute of Internet, Broadcasting and Communication
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    • v.23 no.2
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    • pp.175-183
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    • 2023
  • In a broadcasting market environment that has a close interdependence between platform operators and content operators, problems such as conflicts over program usage fees, and home shopping transmission fees are intensifying. This study attempted to analyze the environment of the domestic broadcasting market and present implications, analyze the cause of user fee conflict between the platform and PP, and propose detailed alternatives to resolve user fee conflict disputes. The results of environmental analysis on the domestic broadcasting market are as follows. First, the growth engine of the broadcasting industry has changed to direct resources such as service usage fees and content fees, and commerce is increasing. Second, as hegemony in the domestic broadcasting market changes from terrestrial to paid broadcasting and OTT, monopolies in the entire broadcasting area are being dismantled by voluntary entry. Third, the need to overhaul the existing regulatory system is increasing due to the dismantling and reorganization of the existing broadcasting market. On the other hand, this study proposed a strategy to diversify the profit structure of PP, supply program after pre-contracting, and strengthen CPS bargaining power in order to resolve disputes between paid broadcasting platforms and PP sharply. In particular, as strategies to strengthen CPS bargaining power of small and medium-sized SOs, it proposed to jointly improve CPS-related systems through IPTV and individual SOs, to redefine fees for programs and to voluntarily use programs.

The Minority's struggle for recognition in the life history of Korean-Chinese female leaders (재한 중국동포 여성단체장의 생애사에 나타난 소수자의 인정투쟁)

  • Huang, Haiying;Kim, Youngsoon
    • Asia-pacific Journal of Multimedia Services Convergent with Art, Humanities, and Sociology
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    • v.7 no.9
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    • pp.509-518
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    • 2017
  • The purpose of this study is to investigate the experience of recognition struggle, which is a positive interaction with Korean society, through the life history research of the researcher ' The study was conducted as a narrative - life history analysis method. Life history data were collected through in-depth interviews. As a result of the study, the lifetime of the life history research subject, as a result of the constant challenge, considered Korea as the opportunity land and voluntarily migrated to Korea. He can analyze Korea as a fierce life to gain recognition by utilizing positive adaptation strategies. In other words, through the positive interaction of recognition struggle, he negotiated with the mainstream society and established his identity through positive experiences. In addition, through group activities, we have endeavored to protect the rights of the individual as well as the whole society and to improve the image and to integrate with the mainstream society. Through this reconstruction of life history, we can understand the life situation of Chinese leaders and know about the qualities they want to receive in Korean society. Therefore, it is suggested that this reconstruction of life history implies social welfare practice.

A Review on the South Korean Non-nuclear "Plan B": Improvement of its Own Deterrence and Defense Posture (북핵 대응에 대한 한국의 비핵(非核) "플랜 B" 검토: 자체 억제 및 방어태세의 보완)

  • Park, Hwee-rhak
    • Korean Journal of Legislative Studies
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    • v.25 no.3
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    • pp.69-96
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    • 2019
  • This paper is written to suggest several recommendations for South Korea to deter and defend North Korean nuclear threat, when North Korea does not seem to give up its nuclear weapons and the US's extended deterrence including the nuclear umbrella could remain uncertain. For this purpose, it explains key options regarding nuclear deterrence and defense by non-nuclear weapon state. It evaluates the current status of South Korean non-nuclear preparedness against North Korean nuclear threat and provides some recommendations to improve the preparedness. As a result, this paper concluded that South Korean non-nuclear preparedness against North Korean nuclear threat was not that reliable. The preparedness has weakened since the South Korean effort to denuclearize North Korea through negotiations in 2018. In this sense, South Korea could have serious problems in protecting its people from North Korean nuclear threat if the US promise of extended deterrence is not implemented. South Korea should focus on its decapitation operation to North Korean highest leaders in case of North Korean nuclear attack based on a minimal deterrence concept. It should be prepared to conduct preventive strikes instead of preemptive strikes due to North Korea's development of solid fuel ballistic missiles. It should integrate its Ballistic Missile Defense with that of the US forces in Korea. South Korea should make a sincere effort for nuclear civil defense including construction of nuclear shelters.

Direction of Arms Control to Establish Foundation for Peaceful Reunification in Korean Peninsula (한반도 평화통일 기반구축을 위한 군비통제 추진방향)

  • Kim, Jae Chul
    • Convergence Security Journal
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    • v.15 no.6_1
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    • pp.79-92
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    • 2015
  • It is required to expand area of inter-Korean economic cooperation, being limited to non-military field, to military field and then, to positively promote arms control in order to establish foundation for peaceful reunification in Korean peninsula. Reasons why arms control has not been promoted between South and North Korea in the meantime were such original factors as follows; (1) limit of confidence building between the South and the North, (2) functional limit of arms control itself, (3) institutional structural limit between the South and the North, (4) environmental limit at home and abroad. It is necessary to get out from existing frame and to seek a new paradigm in order to overcome above factors and to realize arms control between the South and the North. First, it is required to have prior political dialog at the South-North high-level talks in order to promote arms control and to exercise 'strategic flexibility' during negotiation and promotion process. For this, 'flexible reciprocity' has to be adopted in compliance with situation and conditions. Second, it is necessary to get out from existing principle of 'confidence building in advance and arms reduction later' but to seek the 'simultaneous driving principle of confidence building and arms reduction' as an eclectic approach. Namely, based on reasonable sufficiency, it is required to promote military confidence building and limited arms reduction in parallel, which is a lower level of arms control. Third, as an advisory body of Prime Minister's Office, it is necessary to install an organization exclusively responsible for arms control and to positively handle arms control issue from the standpoint of national policy strategy. If the South-North high-level talks take place, it is necessary to organize and operate 'South-North Joint Arms Control Promotion Board (tentative name)'. Fourth, it is required to exercise more active diplomatic competence in order to create national consensus on necessity of arms control for peaceful reunification and to form more favorable international environment. Especially, it is necessary to think about how to solve nuclear issue of North Korea together in collaboration with international society and how to maintain balance between ROK-US alliance and Sino-Korean cooperation relations.

An Analysis on the Conditions for Successful Economic Sanctions on North Korea : Focusing on the Maritime Aspects of Economic Sanctions (대북경제제재의 효과성과 미래 발전 방향에 대한 고찰: 해상대북제재를 중심으로)

  • Kim, Sang-Hoon
    • Strategy21
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    • s.46
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    • pp.239-276
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    • 2020
  • The failure of early economic sanctions aimed at hurting the overall economies of targeted states called for a more sophisticated design of economic sanctions. This paved way for the advent of 'smart sanctions,' which target the supporters of the regime instead of the public mass. Despite controversies over the effectiveness of economic sanctions as a coercive tool to change the behavior of a targeted state, the transformation from 'comprehensive sanctions' to 'smart sanctions' is gaining the status of a legitimate method to impose punishment on states that do not conform to international norms, the nonproliferation of weapons of mass destruction in this particular context of the paper. The five permanent members of the United Nations Security Council proved that it can come to an accord on imposing economic sanctions over adopting resolutions on waging military war with targeted states. The North Korean nuclear issue has been the biggest security threat to countries in the region, even for China out of fear that further developments of nuclear weapons in North Korea might lead to a 'domino-effect,' leading to nuclear proliferation in the Northeast Asia region. Economic sanctions had been adopted by the UNSC as early as 2006 after the first North Korean nuclear test and has continually strengthened sanctions measures at each stage of North Korean weapons development. While dubious of the effectiveness of early sanctions on North Korea, recent sanctions that limit North Korea's exports of coal and imports of oil seem to have an impact on the regime, inducing Kim Jong-un to commit to peaceful talks since 2018. The purpose of this paper is to add a variable to the factors determining the success of economic sanctions on North Korea: preventing North Korea's evasion efforts by conducting illegal transshipments at sea. I first analyze the cause of recent success in the economic sanctions that led Kim Jong-un to engage in talks and add the maritime element to the argument. There are three conditions for the success of the sanctions regime, and they are: (1) smart sanctions, targeting commodities and support groups (elites) vital to regime survival., (2) China's faithful participation in the sanctions regime, and finally, (3) preventing North Korea's maritime evasion efforts.

The Effect on Air Transport Sector by Korea-China FTA and Aviation Policy Direction of Korea (한·중 FTA가 항공운송 부문에 미치는 영향과 우리나라 항공정책의 방향)

  • Lee, Kang-Bin
    • The Korean Journal of Air & Space Law and Policy
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    • v.32 no.1
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    • pp.83-138
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    • 2017
  • Korea-China FTA entered into force on the 20th of December 2015, and one year elapsed after its effectuation as the FTA with China, our country's largest trading partner. Therefore, this study looks at the trends of air transport trade between Korea and China, and examines the contents of concessions to the air transport services sector in Korea-China FTA, and analyzes the impact on the air transport sector by Korea-China FTA, and proposes our country's aviation policy direction in order to respond to such impact. In 2016 the trends of air transport trade between Korea and China are as follows : The export amount of air transport trade to China was 40.03 billion dollars, down by 9.3% from the last year, and occupied 32.2% of the total export amount to China. The import amount of air transport trade from China was 24.26 billion dollars, down by 9.1% from the last year, and occupied 27.7% of the total import amount from China. The contents of concessions to the air transport services sector in Korea-China FTA are as follows : China made concessions to the aircraft repair and maintenance services and the computer reservation system services with limitations on market access and national treatment in the air transport services sector of the China Schedule of Specific Commitments of Korea-China FTA Chapter 8 Annex. Korea made concessions to the computer reservation system services, selling and marketing of air transport services, and aircraft repair and maintenance without limitations on market access and national treatment in the air transport services sector of the Korea Schedule of Specific Commitments of Korea-China FTA Chapter 8 Annex. The impact on the air transport sector by Korea-China FTA are as follows : As for the impact on the air passenger market, in 2016 the arrival passengers of the international flight from China were 9.96 million, up by 20.6% from the last year, and the departure passengers to China were 9.90 million, up by 34.8% from the last year. As for the impact on the air cargo market, in 2016 the exported goods volumes of air cargo to China were 105,220.2 tons, up by 6.6% from the last year, and imported goods volumes from China were 133,750.9 tons, up by 12.3% from the last year. Among the major items of exported air cargo to China, the exported goods volumes of benefited items in the Tariff Schedule of China of Korea-China FTA were increased, and among the major items of imported air cargo from China, the imported goods volumes of benefited items in the Tariff Schedule of Korea of Korea-China FTA were increased. As for the impact on the logistics market, in 2016 the handling performance of exported air cargo to China by domestic forwarders were 119,618 tons, down by 2.1% from the last year, and the handling performance of imported air cargo from China were 79,430 tons, down by 4.4% from the last year. In 2016 the e-commerce export amount to China were 109.16 million dollars, up by 27.7% from the last year, and the e-commerce import amount from China were 89.43 million dollars, up by 72% from the last year. The author proposes the aviation policy direction of Korea according to Korea-China FTA as follows : First, the open skies between Korea and China shall be pushed ahead. In June 2006 Korea and China concluded the open skies agreement within the scope of the third freedom and fourth freedom of the air for passenger and cargo in Sandong Province and Hainan Province of China, and agreed the full open skies of flights between the two countries from the summer season in 2010. However, China protested against the interpretation of the draft of the memorandum of understanding to the air services agreement, therefore the further open skies did not take place. Through the separate aviation talks with China from Korea-China FTA, the gradual and selective open skies of air passenger market and air cargo market shall be pushed ahead. Second, the competitiveness of air transport industry and airport shall be secured. As for the strengthening methods of the competitiveness of Korea's air transport industry, the support system for the strengthening of national air carriers' competitiveness shall be prepared, and the new basis for competition of national air carriers shall be made, and the strategic network based on national interest shall be built. As for the strengthening methods of the competitiveness of Korea's airports, particularly Incheon Airport, the competitiveness of the network for aviation demand creation shall be strengthened, and the airport facilities and safety infrastructure shall be expanded, and the new added value through the airport shall be created, and the world's No.1 level of services shall be maintained. Third, the competitiveness of aviation logistics enterprises shall be strengthened. As for the strengthening methods of the competitiveness of Korea's aviation logistics enterprises, as the upbringing strategy of higher added value in response to the industry trends changes, the new logistics market shall be developed, and the logistics infrastructure shall be expanded, and the logistics professionals shall be trained. Additionally, as the expanding strategy of global logistics market, the support system for overseas investment of logistics enterprises shall be built, and according to expanding the global transport network, the international cooperation shall be strengthened, and the network infrastructure shall be secured. As for the strengthening methods of aviation logistics competitiveness of Incheon Airport, the enterprises' demand of moving in the logistics complex shall be responded, and the comparative advantage in the field of new growth cargo shall be preoccupied, and the logistics hub's capability shall be strengthened, and the competitiveness of cargo processing speed in the airport shall be advanced. Forth, in the subsequent negotiation of Korea-China FTA, the further opening of air transport services sector shall be secured. In the subsequent negotiation being initiated within two years after entry into force of Korea-China FTA, it is necessary to ask for the further opening of the concessions of computer reservation system services, and aircraft repair and maintenance services in which the concessions level of air transport services sector by China is insufficient compared to the concessions level in the existing FTA concluded by China. In conclusion, in order to respond to the impact on Korea's air passenger market, air cargo market and aviation logistics market by Korea-China FTA, the following policy tasks shall be pushed ahead : Taking into consideration of national air carriers' competitiveness and nation's benefits, the gradual and selective open skies shall be pushed ahead, and the support system to strengthen the competitiveness of air transport industry and airport shall be built, and entry into aviation logistics market by logistics enterprises shall be expanded, and the preparations to ask for the further opening of air transport services sector, low in the concessions level by China shall be made.

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EU's Space Code of Conduct: Right Step Forward (EU의 우주행동강령의 의미와 평가)

  • Park, Won-Hwa
    • The Korean Journal of Air & Space Law and Policy
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    • v.27 no.2
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    • pp.211-241
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    • 2012
  • The Draft International Code of Conduct for Outer Space Activities officially proposed by the European Union on the occasion of the 55th Session of the United Nations Peaceful Uses of the Outer Space last June 2012 in Vienna, Austria is to fill the lacunae of the relevant norms to be applied to the human activities in the outer space and thus has the merit our attention. The missing elements of the norms span from the prohibition of an arms race, safety and security of the space objects including the measures to reduce the space debris to the exchange of information of space activities among space-faring nations. The EU's initiatives, when implemented, cover or will eventually prepare for the forum to deal with such issues of interests of the international community. The EU's initiatives begun at the end of 2008 included the unofficial contacts with major space powers including in particular the USA of which position is believed to have been reflected in the Draft with the aim to have it adopted in 2013. Although the Code is made up of soft law rather than hard law for the subscribing countries, the USA seems to be afraid of the eventuality whereby its strategic advantages in the outer space will be affected by the prohibiting norms, possibly to be pursued by the Code from its current non-binding character, of placing weapons in the outer space. It is with this trepidation that the USA has been opposing to the adoption of the United Nations Assembly Resolutions on the prevention of an arms race in the outer space (PAROS) and in the same context to the setting-up of a working group on the arms race in the outer space in the frame of the Conference on Disarmament. China and Russia who together put forward a draft Treaty on Prevention of the Placement of Weapons in Outer Space and of the Threat or Use of Force against Outer Space Objects (PPWT) in 2008 would not feel comfortable either because the EU initiatives will steal the lime light. Consequently their reactions are understandably passive towards the Draft Code while the reaction of the USA to the PPWT was a clear cut "No". With the above background, the future of the EU Code is uncertain. Nevertheless, the purpose of the Code to reduce the space debris, to allow exchange of the information on the space activities, and to protect the space objects through safety and security, all to maximize the principle of the peaceful use and exploration of the outer space is the laudable efforts on the part of EU. When the detailed negotiations will be held, some problems including the cost to be incurred by setting up an office for the clerical works could be discussed for both efficient and economic mechanism. For example, the new clerical works envisaged in the Draft Code could be discharged by the current UN OOSA (Office for Outer Space Affairs) with minimal additional resources. The EU's initiatives are another meaningful contribution following one due to it in adopting the Kyoto Protocol of 1997 to the UNFCCC (UN Framework Convention on the Climate Change) and deserve the praise from the thoughtful international community.

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