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협상가의 대표성과 비윤리적 협상 전략 사용: 책임성의 조절효과와 협상가의 동기 요인을 고려하여

Negotiators’ Representation and the use of Unethical Negotiation Strategies: Considering the Moderating Effect of Accountability and Negotiators’ Motives

박지혜|권성우|백향기
한국협상학회 (Korean association of negotiation studies)|2024.06|협상 연구 (International journal of Negotiation)|제27권 제1호|pp. 31-70|DOI 10.23083/KANS.2024.27.1.2

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참고문헌

키워드

책임성accountability협상 대표자비윤리적 협상 전략경쟁 동기Negotiator’s representationunethical negotiation strategiescompetitive motives

초록

집단을 대표하는 협상가들이 개인들을 대표하는 협상가들에 비해 그들의 개인적인 윤리적 기준을더 위반하는가? 본 연구는 협상의 대표자와 그들의 비윤리적 협상 전략 사용, 그리고 협상가들의 경쟁 동기가 협상의 대표자와 비윤리적 전략의 관계와 어떻게 연관되어 있는지를 시나리오를 기반한 실증 연구를 통하여 살펴보았다. 156명의 대학생을 대상으로 한 시나리오 응답을 분석한 결과, 집단을대표하는 협상가들은 개인을 대표하는 협상가에 비해 비윤리적인 협상 전략을 더 많이 사용하고자 하였다. 더 나아가 협상 대표성(개인 vs. 집단)과 그에 부여되는 책임성(accountability; 협상 결과나과정에 대해 협상 대표자가 가지는 설명 의무)의 영향을 분석하였다. 책임성이 존재하는 조건에서는개인을 대표하는 협상가가 집단을 대표하는 협상가에 비해 경쟁적 동기를 가지고 비윤리적 협상 전략을 사용하려는 경향이 높았고, 책임성이 존재하지 않는 조건에서는 집단을 대표하는 협상가가 개인을대표하는 협상가에 비해 경쟁적 동기를 가지고 비윤리적 협상 전략을 사용하려는 경향이 높았다. 이러한 협상 대표성과 책임성의 조절 효과는 협상가의 동기(경쟁 동기)를 매개로 하여 비윤리적 협상전술 사용에까지 영향을 주는 조건부 간접 효과를 가지고 있었다. 연구 결과를 요약하고 시사점과 한계점을 논의하였다.

Abstract

Are negotiators representing a team more prone to violating their personal ethical standards compared to negotiators representing individuals? This study investigated the relationship between negotiators’ representation and their use of unethical negotiation strategies, as well as how negotiators’ competitive motives are associated with the representation of negotiators and unethical strategies, through a scenario-based empirical study. Analyzing scenario responses from 156 university students, the results indicated that negotiators representing organizations were more inclined to employ unethical negotiation strategies compared to negotiators representing individuals. Furthermore, the influence of negotiation representation (individual vs. organizational) and the accompanying accountability (the obligation of negotiators to account for negotiation outcomes or processes) was analyzed. In conditions of accountability, negotiators representing individuals were more likely to have competitive motives and intend to use unethical negotiation strategies compared to negotiators representing organizations. Conversely, in conditions without accountability, negotiators representing organizations were more likely to have competitive motives and intend to use unethical negotiation strategies compared to negotiators representing individuals. These moderating effects of negotiation representation and accountability had conditional indirect effects on the use of unethical negotiation tactics, mediated by negotiators’ motives (i.e., competitive motives). The research summarized its findings, discussed implications, and outlined limitations and future research.

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