[논문]통상협상에서 비윤리적 협상행위에 대한 결정 요인

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통상협상에서 비윤리적 협상행위에 대한 결정 요인
Determinants of Unethical Tactics in the Trade Negotiation Process 원문보기

통상정보연구 = International commerce and information review, v.14 no.3, 2012년, pp.429 - 451

초록
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본 논문에서는 국제통상 협상에서 마키아밸리즘, 이상주의, 기회주의 등의 개인적 특성과 법률시스템, 조직의 목표 등 환경적 요인 등이 비윤리적 협상행위에 대한 결정요인으로서 영향을 미치는지에 대한 여부를 실증분석 하였다. 분석결과에 의하면 마키아밸리즘과 이상주의는 부적절한 정보수집과 같은 비윤리적 협상전략과 관련이 있는 반면에 기회주의는 영향이 없는 것으로 확인되었으며, 엄격한 법집행이 전제되지 않은 현행 법률 시스템 하에서는 비윤리적 협상전술을 사용하려는 의도가 높게 나타났으나, 조직의 목표 달성을 위해 비윤리적 협상전술 사용하려는 의도를 낮게 나타난 것이 특징이다. 따라서 국제 협상시 상대방의 비윤리적 협상전술 사용을 억제하고 비윤리적 협상위험을 줄이기 위해서는 상대방 국가 협상자의 협상행위 특징을 파악하고, 양쪽 문화에 익숙한 협상 자문사를 고용하는 것이 보다 안전한 협상이득을 얻을 수 있는 방안이라 사료된다.

Abstract ▼ AI-Helper

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.

주제어

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문제 정의

The purpose of this paper is to find what factors have an influential effect on motive and intention of using the unethical tactics. The findings offer insights on the ethical mindset of the people in Korea, and provide guidance on negotiating with the Korean counterparts particularly in cross-cultural situations.

가설 설정

Hypothesis H1. The lower level of idealistic orientation, the more positive impact on their perception of unethical tactics in the negotiation process
Hypothesis H2. The higher level of Machiavellianism orientation, the more positive impact on their perception of unethical tactics in the negotiation process
Hypothesis H3. The higher level of Opportunism, the more positive impact on their perception of unethical tactics in the negotiation process
Hypothesis H4. The higher level of organizational goal, the more positive impact on their perception of unethical tactics in the negotiation process
Hypothesis H5. The lower level of legal environment, the more a positive impact on their perception of unethical tactics in the negotiation process
Hypothesis H6. The higher intentions and motives for using unethical tactics, the more positive impact on the negotiation outcomes

제안 방법

5 or below shows the opposite. Based on these, to verify the conceptual validity of items for measurement variables on environmental factors, factor analysis was applied. Principal Component Analysis extracted out factors and in fact rotation the Varimax methodology was employed to secure interdependency between the factors.
Correlation analysis on the variables can be deemed meaningful in that it can serve as a preceding data, by which we can make a general survey on the relationship between the variables introduced in the theoretical structure of this thesis and predict to some extent the result of hypothesis testing. As a methodology for correlation analysis, Pearson’s Correlation was employed.
To test the aforementioned hypotheses, the survey method was used to collect data from the sample of the student groups who have been involved in studying negotiation class. This survey was conducted from November to December 2009.

대상 데이터

These students responded to questions concerning their unethical negotiation tactics, individual characteristics, contextual characteristics and intentions and motives for using unethical tactics. The questionnaire was forwarded through face to face way to 198 persons and all sent back answers, which were automatically classified and compiled.

데이터처리

As a methodology for correlation analysis, Pearson’s Correlation was employed.

이론/모형

And Machiavellianism was measured using the MACH IV scale developed by Christie and Geis (1970). For the mediating variable factors, we employed the self-reported inappropriate negotiation strategies scale (SINS scale) developed by Robinson et al. (2000) and validated by several previous studies (e.g. Al-Khatib et al., 2006). The SINS scale is constructed with five categories representing the unethical negotiation tactics: (a) traditional competitive bargaining, (b) attacking negotiating opponent's network, (c) making false promises to negotiating partner, (d) misrepresentation of information, and (e) inappropriate information gathering about negotiating partner's business position.
In other words, it is associated with whether a measuring tool developed to assess a targeted concept or property of an object reflects precisely its attributes or not. KMO(Kaiser-Mayer-Olkin), an index verifying the conformity of factor analysis, which is also referred to as measure of sampling adequacy, was put to use. By and large its rate of 0.

성능/효과

The results revealed that difference in the negotiator’s own motivational orientation – cooperative versus competitive - did not cause differences in their view of the appropriateness of using the tactics, but the negotiators’ perception of the other’s expected motivation did.
Based on their review of 38 studies utilizing the MACH scale, these authors reported that “high Mach” individuals (those who score high on MACH scale) differ in their behavior and characteristics from “low Mach” individuals (those who score low on MACH scale). The study concluded that high Mach individuals tend to manipulate more, win more, are persuaded less, and influence others more compared to low Mach individuals. The study also reported that high Machs tend to exhibit a relative lack of affect in interpersonal relationships, a lack of concern with conventional morality, and a lack of ideological commitment.
The variance of the factor, inappropriate information gathering was 10.651%, misrepresentation of information 16.625%, traditional competitive bargaining 16.260%, attacking negotiating opponent's network 19.802%, making false promises 12.370%.

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