North Korean International Negotiating Style and the Future of the Inter-Korean Governmental Negotiations
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북한협상스타일의 핵심은“상대방 제압하기(outmaneuvering)”인데, 이 를 위해 북한은 자국에게 유리하게 협상환경을 바꾸거나 협상의제를 조작 하려고 노력한다. 북한은 벼랑 끝 전술을 비롯한 과격한 행동을 통해 협상 환경을 자국에 유리하게 만들려고 시도한다. 특히 북한은 의도적으로 국제 법, 국제규범, 국제기구의 다자간 합의사항은 물론 협상상대국과 맺은 양자 간 합의사항을 부분적으로, 또는 전면적으로 무시하거나 위반하면서까지 협 상환경을 자국에 유리하게 만들려고 노력한다. 한편 북한은 벼랑 끝 전술을 비롯한 과격한 방법 외에 긍정적인 수단을 동원하여 협상환경을 자국에게 유리하게 조성한다. 특히 협상의 진전을 위해 상대방을 평양에 초청하여 극 진한 환대 속에 협상을 진행하면서 목적을 추구한다. 북한은 초기에 높은 요구의 제안, 기상천외한 제안, 기습제안, 요구사항 증폭, 새로운 의제 제 시 등의 방법을 활용하여 협상의제를 조작하는데 뛰어나다. 북한의 이러한 협상스타일은 중국이 협상 상대방을 친구로 만들어 양보를 얻어내는 스타일, 일본의“적응(coping)형”협상스타일과 매우 대조적이다. 남북한 협상에서 도 북한의 이러한 협상스타일이 나타나는데, 특히 북한의 남북협상에 대한 제로섬 게임식 인식과 함께 합의사항의 부실한 이행 문제 등이 해소되지 않 으면 협상을 통한 남북관계 개선은 매우 어렵다.
Abstract
The basic arguments made in this paper can be summarized as follows. First, the essence of North Korean international negotiating style is “outmaneuvering”by making bargaining environments favorable to the country and manipulating bargaining issues with some preemptive measures. Secondly, for changing the current North-South Korean confrontational relationship into a relationship of reconciliation and cooperation through inter-governmental negotiations, it is necessary for South Korean authorities to institutionalize its negotiations with North Korea in a non-zero-sum game and to give a strong incentive to the latter to comply to the inter-Korean governmental agreements. Lastly, some significant change of North Korean negotiating style can be facilitated by the country’s substantial opening to the outside world along with the country’s internal reforms, as have China and Vietnam done over the past several decades.
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