• 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.

• 한국지능정보시스템학회:학술대회논문집
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• 한국지능정보시스템학회 2000년도 춘계정기학술대회 e-Business를 위한 지능형 정보기술 / 한국지능정보시스템학회
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• pp.207-216
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• 2000

Due to recent growing interest in autonomous software agents and their potential application in areas such as electronic commerce, the autonomous negotiation become more important. Evidence from both theoretical analysis and observations of human interactions suggests that if decision makers have prior information on opponents and furthermore learn the behaviors of other agents from interaction, the overall payoff would increase. We propose a new methodology for a strategy finding process using data mining in autonomous negotiation system ; ANSIA (Autonomous Negotiation System using Intelligent Agent). ANSIA is a strategy based negotiation system. The framework of ANSIA is composed of following component layers : 1) search agent layer, 2) data mining agent layer and 3) negotiation agent layer. In the data mining agent layer, that plays a key role as a system engine, extracts strategy from the historic negotiation is extracted by competitive learning in neural network. In negotiation agent layer, we propose the autonomous negotiation process model that enables to estimate the strategy of opponent and achieve interactive settlement of negotiation. ANISIA is motivated by providing a computational framework for negotiation and by defining a strategy finding model with an autonomous negotiation process.

• Journal of Information Technology Applications and Management
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• 제16권1호
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• pp.1-20
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• 2009

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.

• KSII Transactions on Internet and Information Systems (TIIS)
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• 제9권6호
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• pp.2050-2077
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• 2015

One of the major issues in emerging cloud management system needs the efficient service level agreement negotiation framework, with an optimal negotiation strategy. Most researchers focus mainly on the atomic service negotiation model, with the assistance of the Agent Controller in the broker part to reduce the total negotiation time, and communication overhead to some extent. This research focuses mainly on composite service negotiation, to further minimize both the total negotiation time and communication overhead through the pre-request optimization of broker strategy. The main objective of this research work is to introduce an Automated Dynamic Service Level Agreement Negotiation Framework (ADSLANF), which consists of an Intelligent Third-party Broker for composite service negotiation between the consumer and the service provider. A broker consists of an Intelligent Third-party Broker Agent, Agent Controller and Additional Agent Controller for managing and controlling its negotiation strategy. The Intelligent third-party broker agent manages the composite service by assigning its atomic services to multiple Agent Controllers. Using the Additional Agent Controllers, the Agent Controllers manage the concurrent negotiation with multiple service providers. In this process, the total negotiation time value is reduced partially. Further, the negotiation strategy is optimized in two stages, viz., Classified Similarity Matching (CSM) approach, and the Truncated Negotiation Group Gale Shapely Stable Matching (TNGGSSM) approach, to minimize the communication overhead.

• 산업경영시스템학회지
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• 제29권2호
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• pp.20-30
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• 2006

Due to recent growing interest in autonomous software agents and their potential application in areas such as electronic commerce, the autonomous negotiation become more important. Evidence from both theoretical analysis and observations of human interactions suggests that if decision makers have prior information on opponents and furthermore learn the behaviors of other agents from interaction, the overall payoff would increase. We propose a new methodology for a strategy finding process using data mining in autonomous negotiation system; ANSIA(Autonomous Negotiation System using Intelligent Agent). ANSIA is a strategy based negotiation system. The framework of ANSIA consists of three component layers; 1) search agent layer, 2) data mining agent layer and 3) negotiation agent layer. ANSIA is motivated by providing a computational framework for negotiation and by defining a strategy finding model with an autonomous negotiation process.

• 무역학회지
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• 제44권1호
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• pp.31-44
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• 2019

This study examines the normalization of Korean GM management between the Korean government and GM in terms of external negotiation game and internal negotiation game using Putnam's Two-Level Games. In addition, GM's Win-set change and negotiation strategy were analyzed. This analysis suggested implications for the optimal negotiation strategy for mutual cooperation between multinational corporations and local governments in the global business environment. First, the negotiation strategy for Korea's normalization of GM management in Korea can be shifted to both the concession theory and the opposition theory depending on the situation change and the government policy centered on the cautious theory. Second, GM will maximize its bargaining power through 'brink-end tactics' by utilizing the fact that the labor market is stabilized, which is the biggest weakness of the Korean government, while maintaining a typical Win-set reduction strategy. GM will be able to restructure at any time in terms of global management strategy, and if the financial support of the Korean government is provided, it will maintain the local factory but withdraw the local plant at the moment of stopping the support. In negotiations on the normalization of GM management in Korea, it is necessary to prepare a problem and countermeasures for various scenarios and to maintain a balance so that the policy does not deviate to any one side.

• 통상정보연구
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• 제18권4호
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• pp.221-262
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• 2016

최근 베트남은 한국의 3대 교역국으로 부상하고 있다. 우리나라는 베트남과 교역규모가 크게 신장하고 있으며, 베트남에 대한 해외직접투자 역시 증가하고 있다. 한국과 베트남의 교역이 신장됨에 따라서 우리나라 기업과 베트남 기업 간의 분쟁 역시 증가할 소지가 크다. 본 연구는 첫째, 베트남의 문화와 제도적 특징을 분석하고자 한다. 둘째, 베트남의 고유한 분쟁해결방식 및 분쟁해결문화를 연구한다. 셋째, 베트남인과의 비즈니스에 있어서 협상전략을 연구한다. 지역연구방법론을 활용하여 연구한 결과 베트남은 여성 및 명예중시문화, 집단주의 문화적 특징을 보이는 것으로 나타났다. 베트남은 협상전략에 있어서 반띤 시스템 등, 중개인을 활용하는 간접적 의사소통방식을 선호하며, 합의에 의한 의사결정, 장기적 협상방식, ADR을 통한 분쟁해결 및 서면합의를 중시하고 있는 것으로 나타나고 있다.

• 한국중재학회지:중재연구
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• 제9권1호
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• pp.265-290
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• 1999

All kinds of commerces are begun from the contract and the claims are frequently raised by the problem in the contracts. Therefore, the negotiation is very important to make a contract and resolve the claim. This article compared and analyzed the negotiation practice of Korean, American and Islam to strengthen the negotiation power of the Korean domestic companies and suggested the some guidelines when the Korean companies negotiate with the foreign companies. For the negotiator to make a effective negotiation with the foreigners and a make the negotiation performance, The negotiator has to prepare for the negotiation practice and strategy of the foreign countries. Secondly, the negotiator has to be accustomed to the foreign country and make the win-win strategy by giving the benefit to the foreign company as well as him. Especially, in the negotiation with American, it is very necessary that the negotiator persuade him logically by preparing the objective data and include the lawyer into the negotiation team. In the negotiation with Islam, making the personal relationship and, if possible, frequent contact with the person who has the responsibility in the contract is very important.

• 한국정보과학회논문지:소프트웨어및응용
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• 제30권12호
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• pp.1208-1219
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• 2003

인터넷은 이미 우리 생활의 한 부분이 되었으며, 많은 생활 환경들이 인터넷을 중심으로 변화되고 있으며 그 중 가장 두드러진 분야가 전자상거래 이다. 그러나 현재의 전자상거래는 판매자가 일방적으로 제시하는 조건에 구매자는 단순히 거래를 하거나, 제시된 조건을 비교하여 보다 더 좋은 조건을 찾는 수준에 머물러 있다. 향후 전자상거래는 어느 한쪽의 일방적인 제시가 아닌 서로의 이익을 최대화 할 수 있는 방안 중의 하나인 협상(negotiation)이 필수적이며, 또한 전자상거래가 전통적인 상거래 행위를 대신 할 수 있도록 하기 위해 하나의 속성이 아닌 더 많은 협상 대상을 요구하게 된다. 본 논문의 목적은 다중 속성을 이용한 협상을 통해 두 에이전트 사이의 균형 있는 이익과, 높은 협상 성사율을 이룰 수 있는 시간제약 환경에서의 협상 모델을 제안한다. 협상 모델은 두 에이전트가 각각의 협상 시간을 가지고 다중 속성에 대해 두가지 속성 값 변경 전략(교차적, 동시 전략)과 서로의 제안 값 선택 전략을 제시하고, 제안된 동일한 형태의 협상 메커니즘별로 두 에이전트간의 협상 모델을 평가한다. 또한 제안된 협상 모델의 비교를 위하여 또 다른 협상 모델을 구현하여 비교 하였다. 제안된 협상 모델에서 동적인 conceder 협상 방법과 선형적 협상 방법이 두 에이전트간의 균형 있는 이익과 높은 협상 성사율을 보여 주었고, 전체적으로 교차적 속성 값 변경 전략을 사용 하였을 때 두 에이전트의 유틸리티 값의 합이 높은 것으로 나타났다.

• 한국정밀공학회:학술대회논문집
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• 한국정밀공학회 2000년도 추계학술대회 논문집
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• pp.348-352
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• 2000

Intelligent agents represent parts and manufacturing resources, which cooperate, negotiate, and compete with each other. The negotiation between agents is in general based on the Contract-Net-Protocol. This paper describes a new approach to negotiation-based job shop scheduling. The proposed method includes multi-negotiation strategy as well as single-negotiation. A case study showing the comparison of various negotiation strategies is also given.