영화 텍스트를 활용한 협상교육 콘텐츠 개발 연구 -영화 ‘네고시에이터’ 대화분석을 중심으로-

Abstract

Negotiation, as a tool for problem solving, is a communication method proceeded under conflicting situation of ‘competition’ and ‘cooperation’. Negotiation for cooperative problem solving to eliminate mutual conflicts requires effective communication skills. This research paper points out meaningfulness of communication education helped by movie, examining negotiation strategies and principles through the case analysis of ‘The Negotiator’. ‘The negotiator’ is a dynamic style movie: the most outstanding negotiator in the police station is entangled in the plot and framed, and becomes a hostage-taker by himself to catch a real criminal. The movie shows how he solves the problems with his counter-negotiator using the negotiation process. First of all, from the perspective of psychological, verbal, and nonverbal, this paper examines how the basic attitudes of negotiation are revealed in the movie by analyzing dialogue scenes. First, forms a bond of sympathy emphasizing something in common. Second, responds with positive language. Third, starts with petty gossip in small talks. Fourth, utilizes questions and silence properly. Fifth, reads counterpart’s nonverbal message. For problem solving, through an analysis of the movie, this paper also points out and emphasize notable principles and strategies should be in each stage of communication process; first of all, set an objective clearly; design and prepare the negotiation meticulously; use a strategy enhancing negotiation leverage; seek win-win prospects by exchanging concession. The movie ‘the negotiator’ which was used in “communication and negotiation” class, a liberal art’s selective course, has a value of suggesting practical negotiation skills through its maximal conflict of hostage situation. The movie ‘the negotiator’ is like the negotiation text book, intriguingly showing two negotiators’ different negotiation styles and various negotiating principles and strategies through the process. Movie, as a socially powerful cultural content, is a mass media can make people’s view on the world plentiful. From this point of view, the negotiation class utilizing movies is educationally effective, and the program and contents related with negotiation should be expanded in the university’s education.