• International Commerce and Information Review
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• v.11 no.3
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• pp.363-390
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• 2009

This study investigates the role of private participation in FTA Negotiation in case of US, Mexico and Japan. We utilize Putnam(1988)'s two stage negotiation model, Schelling Conjecture and Principal-Agent(P-A) theory to understand the role of private sector in FTA Negotiation. Those theories are useful to understand the behavior and interaction of key players such as private sector, congress and government in FTA negotiation. Putnam(1988)'s two stage negotiation model divides the FTA negotiation process into two processes: the external negotiation with foreign country and domestic negotiation with domestic interest group. Principal-Agent(P-A) theory provides the theoretical foundation of Putnam's two stage negotiation model, which is that principal's interest is not identical to the interest of Agent. We showed that the private sector and congress play an important role in FTA negotiation in United States. In case of Mexico, the private sector and government occupy the dominant position in FTA negotiation. In particular, the cooperation of industry and government has been successfully established via COECE in Mexico. In contrast to these countries, the role of private participation in trade policy is relatively low in Japan and Korea.

• International Journal of Aeronautical and Space Sciences
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• v.12 no.2
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• pp.163-174
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• 2011

Task assignments of multiple unmanned aerial vehicles (UAVs) are examined. The phrase "task assignment" comprises the decision making procedures of a UAV group. In this study, an on-line decentralized task assignment algorithm is proposed for an autonomous UAV group. The proposed method is divided into two stages: an order optimization stage and a communications and negotiation stage. A genetic algorithm and negotiation strategy based on one-to-one communication is adopted for each stage. Through the proposed algorithm, decentralized task assignments can be applied to dynamic environments in which sensing range and communication are limited. The performance of the proposed algorithm is verified by performing numerical simulations.

• 한국IT서비스학회:학술대회논문집
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• 2008.11a
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• pp.175-178
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• 2008

With rapid advancement of IT and Internet technologies, online market is surely becoming a stage of the competition among various forms of platform providers. This study show the significance of the negotiation process in the platform pricing strategy and observe several external/internal factors that might affect the negotiation power of the identities surrounding the platform. Major theories used in this study are the resource-based-view and network theory. Resources resulting in a negotiation power of the content providers and platform providers turn out to be widely scattered in their business areas - from product characteristics to the size of the content provider. End-user (or buyer) group which cannot make a strategic move for the organized development and use of resources is taking advantage of network externalities to support its negotiation power.

• International Commerce and Information Review
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• v.14 no.3
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• pp.429-451
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• 2012

The purpose of this paper is to find what factors have an influential effect on motive and intention of using the unethical negotiation tactics. It is interesting to find that opportunism was not related to unethical negotiation tactics such as inappropriate information gathering and competitive bargaining in our Korea's sample. On the other hand, idealism and Machiavellianism had positive impact on managers' perceptions of unethical negotiation tactics within our sample. To explain the environmental perspective, the lower level of legal punishment system encourages them to use the unethical tactics without hesitation. On the other hand, organizational goal might have not a related on the perception of unethical negotiation tactics. To reduce the potential risk of use of unethical negotiation in the international negotiation process, international negotiators should find the counterpart negotiator' character before attending negotiation table, and international managers would be better to employ a local agent who can understand local negotiating counterpart, so they can assist them in early stage of negotiation.

• Korean Journal of Construction Engineering and Management
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• v.10 no.4
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• pp.3-13
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• 2009

When promoting BTL(Build Transfer Lease; below BTL) project, negotiation is a stage of examining observation and reflection of RFP(Request for Proposal below RFP) in terms with facilities, operating and financing. It keeps an important position in whole process. However, there is no consistent guideline or model which helps evaluating the result of negotiation. It is difficult to apprise the quantitative outcome after executing negotiation. Thus, this study presented the Value Engineering -based process and model of estimating the outcome of negotiation for the purpose of estimating and verifying the result of negotiation objectively, Evaluating factors of negotiation were classified into 6 fields, 38 divisions and 135 items, focused on cultural facilities on BTL project. Weight of every factor was estimated, and quantitative checklist was established. This study presented the model which could measure the outcome of negotiation. This result would be a critical checklist before negotiation on BTL project, an index of feedback during negotiation, and also a standard of estimating the outcome after negotiation.

• International Commerce and Information Review
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• v.17 no.3
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• pp.155-176
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• 2015

This study examines the close relationship between trust and global business negotiations. Kristen Blankley(2010) pointed out three level of trust impacting each negotiation stage: calculus-, knowledge-, identification-based trust. In this regard, the present study examines the relationship between each level of trust and the process of business negotiations by focusing on Canadians and Koreans who had business negotiation experience with Chinese counterparts. For Canadian respondents, calculus-based trust and identification-based trust didn't have significant effects on the negotiation atmosphere, whereas they did for Korean respondents. For Canadian respondents, knowledge-based trust had the greatest effect on each step of the business negotiation process.

• Korean Journal of Construction Engineering and Management
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• v.10 no.5
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• pp.57-66
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• 2009

This study aimed to find major issues on negotiations of the BTL project, to analysis the degree, and to investigate the underlying cause and propose solutions. Data were collected from authorities in charge and the companies which have participated in BTL projects. Also, the weights of major issues were analyzed using Analytic Hierarchy Process method(AHP), which uses pair-wise comparison between variables, and the degree of them were listed in the quantitative way. As a result, 4 part had each 2 reasons and others had one reason among 6 negotiation parts of first step. In addition, the solutions were indicated.

• East Asian Economic Review
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• v.21 no.2
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• pp.103-121
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• 2017

This paper experimentally studies the performance of negotiation considering individual and party, like a country, share of benefit over the best ones. It experiments two-stage bargaining games, internal and external negotiations. From the experimental results, this paper shows strong tendency to select fair allocation in the internal negotiations, but the tendency would be weaker with attractive outside option. In addition, the outside option may claim difference in individual benefit. From the regressions on individual performance in the negotiations, being a proposing party would matter to enhance the performance. However, relative individual performance within party fairness matters. Still attractive no-agreement options happen to break the tendency. As policy implication for trade negotiation, this paper warns that possible loss in individual benefit from not active participation to the external negotiations, no active role of proposer in case that players stick to internal allocations, and deviation of advantageous sector due to attractive outside options.

• International conference on construction engineering and project management
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• 2007.03a
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• pp.729-738
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• 2007

The Public Private Partnership/Private Finance Initiative (PPP/PFI) schemes have made the private sector become a major participant involved in the development of infrastructure systems along with the government. Due to more integrated efforts among project participants and longer concession period, PPP/PFI projects are inherently more complex and risky. It is therefore very important to proactively manage the risks involved throughout the project life cycle. Conventional risk management strategies sometimes ignore managerial flexibility in the planning and execution process. This paper starts with a revised risk management framework which incorporates the real option concept. Following the presentation of the framework, a new risk classification is proposed which leads to different ways of structuring options in a project according to the stage of the project life cycle. Finally, the paper closes by discussing other issues concerning option modeling and negotiation.

• Korean System Dynamics Review
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• v.7 no.1
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• pp.91-118
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• 2006

The purpose of this study is to find what factors are directly related to the delay of public projects, usually going beyond the planned deadline and budget. From a series of System Dynamics simulation works applied to the Cheongju Cremation Project, the research finds that the negative externalities originated from the adjacent location of the LULU(locally unwanted land use) facilities have exerted significant influence on dynamic perceptions of key stakeholders, typically resulting in project delay. As shown repeated experiments, the proposed negotiation-based models would produce relatively higher planning performance level than the typical approaches hinged on the administrative-expediency tactics. Even though the former may require more human and material resources in the very beginning stage, as they have to deal with diverse grievances raised by major stake-holders, most of them would bound for strengthening reinforcing loops within the complex structure. These results also imply that negotiation or consensus-building approaches would enhance mutual agreement among stake-holders, upgrading the overall quality of project management.