협조적 파워차이와 통합적 협상의 결과
Cooperative Power Difference and IntegrativeNegotiation Outcomes
0
조회
0
다운로드
1
인용
0
참고문헌
키워드
초록
이 논문은 협조적인 파워차이와 강압적인 파워차이가 통합적 협상의 결과에 어떻게 영향을 미치는지를 살펴본다. 협조적인 관계에서 파워를 더 가지고 있는 사람은 파워를 덜 가지고 있는 사람을 착취하지 않았고, 이러한 쌍들은 거의 같은 점수를 얻었다. 하지만, 경쟁적이고 강압적인 파워의 차이를 가지고 있는 협상자들간의 협상에 있어서는 파워를 더 많이 가지고 있는 사람이 파워를 덜 가진 사람에 비해서 더 많은 점수를 얻었다. 두 사람의 점수의 합계 (joint outcome)에 있어서는 경쟁적인 파워차이집단이 협조적인 파워차이집단에 비해서 더 높은 점수를 획득하였다. 즉, 경쟁적인 파워차이 집단이 파이의 양은 키웠지만, 커진 파이의 대부분을 파워가 많은 사람이 차지하였기 때문이다. 중소기업과 대기업간의 협상에 관한 시사점으로는 협조적인 관계가 형성되어 있지 않으면, 대기업이 키워진 파이를 독차지 할 가능성이 많다는 것을 들 수 있다.
Abstract
This study investigates how cooperative rather than coercive power difference affects the negotiation process and its outcomes. It was found that the negotiators with more cooperative power did not exploit their counterparts with less power and that these dyads achieved fairly equal outcomes. However, the negotiators with more competitive power did exploit their counterparts with less power. In terms of joint outcomes, dyads with competitive power difference obtained higher joint outcomes than dyads with a cooperative power difference. The latter dyads enlarged the pie, but the expanded pie was taken by the negotiator with more coercive power. The implications for negotiations between big and small companies are discussed.
참고문헌 (27)
- "Friendship and Fairness:Effects of Type of Relationship and Task Performance on choice of Distribution Rules", 6, pp.402~408 (1980)
- "The three faces of power. NY" (1967)
- "Coercive Power and Concession Making in Bilateral Negotiation", 39, pp.646~670 (1995)
- "The bases of social power. In D. Cartwright Studies in social power. Ann Arbor University of Michigan Press." (1959)
- "Negotiation process and outcome of stranger dyads and dating couples", 4, pp.1~16 (1983)
- "Relationships in negotiations", pp.235~243 (1987)
- "The influence of relationships on the process and outcomes of negotiations. Paper presented at Cornell University." (1993)
- "The effect of friendship on decisions An experimental study of personal transactions. Best Papers Proceedings Academy of Management" (1992)
- "Effects of different magnitudes of threat upon interpersonal bargaining", 1, pp.282~293 (1965)
- "Power, approach and inhibition", 110, pp.265~284 (2003)
- "Negotiation" (2003), Boston: McGraw Hill
- "The organization of role relationships:A systematic description", 35, pp.884~900 (1970)
- "Organizational contracting: A "rational" exchange?", pp.168~210 (1998), Ithaca, NY: Cornell University Press
- "Factors affecting concession rate and threat usage in bilateral conflict", 38, pp.62~80 (1975)
- "A look at dating couple’s bargaining. Paper presented at the 85thannual convention of the American Psychological Association." (1977)
- "Explorations in personality A clinical and experimental study of fifty men of college age. New York; Oxford University Press." (1938)
- "When power does not corrupt:Superior individuation processes among powerful perceivers", 81, pp.549~565 (2001)
- "The Development of Integrative Agreements" (1982), Academic Press.
- "Negotiation in Social conflict. Pacific Grove" (1993), Brooks[DOI]
- "Comparison of married and ad hoc mixed-sex dyads negotiating the division of a reward", 25(419427) (1969)
- "Effect of expectations of future interaction on reward allocations in dyads:Equity or equality", 31, pp.873~880 (1975)
- "Effects of Relationship and Communal Orientation on Interpersonal Conflict. Unpublished manuscript." (1991)
- "The analysis of subjective culture. New York" (1972)
- "The role of relationships in negotiations" (1993), Cornell University
- "The impact of consideration of issues and motivational orientation on group negotiation processes and outcome Journal of Applied Psychology", 78, pp.504~517 (1993)
- "Perceived dimensions of interpersonal relations Journal of Personality and Social Psychology", 33, pp.409~420 (1976)
- "Toward an implicit theory of interpersonal communication", 40(234246) (1977)