초록

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Abstract ▼ AI-Helper

This study discusses the influence of moderate variables through in-depth analysis of reciprocal actions, while identifying the influential factors of both personal characteristics and organizational status that may potentially be influential to a negotiation. The following cites key methodologies...

This study discusses the influence of moderate variables through in-depth analysis of reciprocal actions, while identifying the influential factors of both personal characteristics and organizational status that may potentially be influential to a negotiation. The following cites key methodologies used in this study; Identification of problems with existing studies regarding negotiations is indicated using an analytical framework as a practical concept. Engineering an efficient behavior pattern of the negotiator, while studying negotiations and quantitatively measuring the result of the intended negotiation strategy. Analysis of the relationship between personal characteristics/organization status of negotiators and the outcome of a negotiation. Presentation of four moderate variables in defining the dynamic relationship between negotiation strategy and its outcome. The result of this study contributed to the personal satisfaction as well as development of organization on a long-term basis, by choosing efficient negotiation behavior by considering both environment and negotiators, in context of the negotiation.