다자 협상에서 복잡성 관리에 관한 탐색적 연구: 여주 제일시장 매각대금 분배협상 사례를 중심으로
An Exploratory Study on Complexity Management in Multiparty Negotiation
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초록
다자 협상은 단순한 구조의 양자 협상에 비해 복잡성을 특징으로 하는바, 다자 협상에서 복잡성 관리는 성공적 협상 타결에 핵심 과제가 된다. 본 연구는 다자 협상의 복잡성 관리에 영향을 미치는 요인들을 탐색하는 것을 목적으로 한다. 구체적으로 본 연구는 여주 제일시장 매각대금 분배협상 사례를 대상으로 단순화, 구조화, 지향성 차원에서 다자 협상의 복잡성 관리를 분석한다. 분석 결과, 협상 초기에 수행하는 갈등영향분석과 전문가를 활용한 사실조사 그리고 협상당사자 간 객관적 정보에 기초한 상호 인식 공유는 단순화에 긍정적으로 기여하며, 역할과 책임의 적절한 배분 그리고 상호 이익이 되는 옵션 개발을 통한 우선순위의 재구성과 재조합은 협상의 구조화에 필수적 요소임을 알 수 있었다. 아울러 구조화의 핵심 요소인 최종 의사결정 방식으로 최종제안중재가 활용되었는데, 조건이 충족되면 최종제안중재도 협력적 합의에 좋은 수단이 될 수 있음을 발견하였다. 지향성은 협상의 방향과 합의의 동력을 제시하는 것으로 초기 단계에서 협상의 목표를 올바르게 설정하는 것이 핵심임을 발견하였다. 아울러 협상의 전 과정에서 복잡성 관리에 촉진 역할을 하는 조정자의 중요성도 확인하였다.
Abstract
Multiparty negotiation are characterized by complexity compared to bilateral negotiations of a simple structure, and in multiparty negotiation, complexity management becomes a key task in successful negotiation settlement. The purpose of this study is to explore the factors affecting the complexity management of multiparty negotiation. Specifically, this study analyzes the complexity management of multipasrty negotiation in terms of simplification, structure, and orientation for the case of Yeoju Jeil Market distribution negotiation. As a result of the analysis, conflict assessment analysis, fact-finding using experts, and mutual recognition sharing based on objective information between parties contribute positively to simplification, and the appropriate allocation of roles and responsibilities and the restructuring and recombination of priorities through the development of mutually beneficial options are essential to the structuring of negotiations. In addition, the final offer arbitration was used as the final decision-making method, which is a key element of structuralization, and it was found that if the conditions were met, final offer arbitration could also be a good means for cooperative agreement. Orientation suggests the direction of negotiation and the driving force of agreement, and it was found that the key was to set the goal of negotiation correctly in the initial stage. In addition, the importance of the mediator who plays a role in promoting complexity management in the entire negotiation process was also confirmed.
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