본문 바로가기
KERD
논문KCI 등재

다자간 협상에서 목표 설정과 피드백 효과

Impact of Goal-setting and Feedback on Negotiators Performance in multilateral Negotiation

노혜경
한국산업및조직심리학회 (Korean Society for Industrial and Organizational Psychology)|2017.05|한국심리학회지: 산업 및 조직 (Korean Journal of Industrial and Organizational Psychology)|제30권 제2호|pp. 299-328|DOI 10.24230/ksiop.30.2.201705.299

0

조회

0

다운로드

1

인용

0

참고문헌

키워드

피드백 효과다자 협상goal settingmultilateral negotiation목표 설정 이론역통나무굴리기 전략feedback effectsreverse log-rolling
주제분류심리과학

초록

집단이나 조직 내 갈등의 중요한 원인 중 하나는 상충하는 이해관계이다. 선행 연구들이 주로 양자 간의 갈등해결에 집중하였다면 본 논문은 다수의 의사결정자들이 서로의 이해관계를 인식하고 문제를 해결하는 협상방식을 살펴보았다. 다자 협상은 양자 협상에 비해 복잡성이 현저히 높기 때문에 양자 협상에서 흔히 사용하는 전략으로는 원만한 타결이 어렵다. 본 연구는 다자간의 복합적 이해구조의 상황에서 목표 설정과 피드백이 협상 결과에 미치는 영향을 알아보았다. 세 차례의 실험 연구를 통해 이해관계가 복잡한 조건에서 실제로 원만한 협상 타결이 더 어려우며, 높은 목표의 설정이 다자간 협상에서는 오히려 부정적 결과를 초래하며, 대안 옵션을 유연하게 비교하도록 유도하는 피드백은 적절한 협상 전략을 찾고 더 좋은 협상 결과에 도달하는데 도움이 된다는 것을 알 수 있었다. 마지막으로, 연구의 의의와 추후 기초 및 응용 연구의 필요성에 대해 논의하였다.

Abstract

Multilateral negotiation is a difficult task for the amicable settlement because of its structural complexity. Therefore, the strategy of problem solving which is commonly used in bilateral negotiation is not readily applicable. This study tries to find an integrative strategy in multilateral negotiations that brings all win-win benefts rather than competition or coaltion for some. To improve the efficiency of multilateral negotiation, the effects of Goal Setting and Feedback were tested. With the 3 studies it was found that amicalbe netotiation is really difficult if the interest structure is incompatible, higher Goal Setting bring rather negative negotiation results, and feedbacks, which lead to the flexible search to the alternative options, are very helpful for good results. We discussed the theoretical extension and the practical implications of these studies.

참고문헌 (76)

  1. 강정애, "조직행동론" (2013), 시그마프레스
  2. 노혜경, "게임이론을 이용한 다자간 협상의 연구", 한국심리학회지: 사회및성격, 25(4), pp.1~26 (2011), 한국사회및성격심리학회
  3. 리 웨이지언, "세계가 인정하는 협상교과서" (2013), 아라크네
  4. 양동훈, "조직행동론" (2015), 시그마프레스
  5. 안진환, "허브 코헨 협상의 법칙 II" (2011), 도서출판 청년정신
  6. 임창희, "조직행동" (2013), 비앤엠 북스
  7. 전성철, "협상의 10계명" (2009), 아이지엠세계경영연구원
  8. Bazerman, M., "Advances in group processes: Theory and research", pp.195~216 (1988)
  9. Bazerman, M., "Negotiating in Organizations", pp.51~67 (1983), Sage
  10. Bazerman, M., "Improving negotiation effectiveness under final offer arbitration : The role of selection and training", Journal of Applied Psychology, 67, pp.543~548 (1982)
  11. Beersma, B., "Conflict’s Consequences : Effects of Social Motives on Postnegotiation Creative and Convergent Group Functioning and Performance", Journal of Personality and Social Psychology, 89, pp.358~374 (2005)
  12. Beersma, B., "Integrative and Distributive Negotiation in Small Groups : Effects of Task Structure, Decision Rule, and Social Motive", Organizational Behavior and Human Decision Processes, 87, pp.227~252 (2002)
  13. Binder, J., "Konfliktmanagment in multilateralen Verhandlungen", pp.2005
  14. Binder, J., "Entscheidungsregeln in multilateralen Konflikten" (2008), Osnabrück
  15. Brett, J. F., "Stairways to Heaven : A interlocking Self-Regulation Model of Negotiation", Academy of Management Review, 24, pp.435~452 (1999)
  16. Carnevale. P. J, "Negotiation and Mediation,Annual Review of", Annual Review of Psychology, 43, pp.531~582 (1992)
  17. Cohen, H., "협상의 법칙" (2011), 도서출판 청년정신
  18. Cohen,H, "You can negotiate Anything" (1982), Bantam Books
  19. Conlon, D. E., "The effects of partisan third parties on negotiator behavior and outcome perception", Journal of Applied Psychology, 78, pp.280~290 (1993)
  20. De Dreu, C. K., "Social psychology: Handbook of basic principles", pp.608~629 (2007), Guilford Press
  21. De Dreu, C. K., "The psychology of conflict and conflict management in organizations", pp.3~54 (2008), Psychology Press
  22. De Dreu, C. K., "The impact of social value orientations on negotiator cognition and behavior", Personality and Social Psychology Bulletin, 21, pp.1178~1188 (1995)
  23. Druckman, D., "Justice and Negotiation", Annual Review of Psychology, 67, pp.387~413 (2016)
  24. DeRue, D. S, "When is straightforwardness a liability in negotiations? The role of integrative potentail and sstructural power", Journal of Applied Psychology, 94, pp.1032~1047
  25. Deutsch,M, "The effect of motivational orientation upon trust and suspicion", Human Relations, 13(2), pp.123~139 (1960)
  26. Fisher, R., "Getting to Yes" (2011), Penguin Books
  27. Galinsky, A. D., "First offers as anchors : The role of perspective-taking and negotiator focus", Journal of Personality and Social Psychology, 81, pp.657~669 (2001)
  28. Gamson, W. A., "Advances in experimental social psychology", pp.82~110 (1964), Academic Press
  29. Gillespie, J. J., "Interdependence, social motives, and outcome satisfaction in multiparty negotiation", European Journal of Social Psychology, 30, pp.779~797 (2000)
  30. Hackman, J. R., "Motivation through the design of work : Test of a Theory", Organizational Behavior and Human Performance, 14, pp.250~279 (1976)
  31. Hamner, W C., "The effects of information and aspiration level on bargaining behavior", Journal of Experimental Social Psychology, 11, pp.329~342 (1975)
  32. Heine, K., "Conflict resolution in meta-organizations: the peculiar role of arbitration", Journal of Organization Design (2017)
  33. Hoelzl, E., "The effect of feedback on Process and Outcome of Loan Negotiation : Consequences on Risk Aversion and the Willingness to Compromise", Group Decision and Negotiation, 22, pp.541~559 (2013)
  34. Huber, V. L., "Effects of cognitive heuristics and goals on negotiator performance and subsequent goal setting", Organizational Behavior and Human Decision Processes, 38, pp.342~365 (1986)
  35. Ilgen, D. R., "Organizational Behavior", Annual Review of Psychology, 40, pp.327~351 (1989)
  36. Jaffee, D., "The psychology of conflict and conflict management in organizations", pp.55~77 (2012), Psychology Press
  37. Kanfer, R., , Journal of Applied Psychology, 79, pp.826~835 (1994)
  38. Kolb, D. M., "International Multilateral Negotiation: Approaches to the Management of Complexity", pp.113~131 (1994)
  39. Larrick, R. P., "Avoiding regret in decisions with feedback : a negotiation example", Organizational Behavior and Human Decision Processes, 63, pp.87~97 (1995)
  40. Latham, G. P., "Self-regulation through goal setting", Organizational Behavior and Human Decision Processes, 50, pp.212~247 (1991)
  41. Lewicki, R. J., "Negotiation" (1999), McGraw-Hill Education
  42. Locke E. A., "Goal setting and task performance: 1969-1980", Psychological Bulletin, 90, pp.125~152 (1981)
  43. Mannix, E. A., "Negotiation in Small Groups", Journal of Applied Psychology, 74, pp.508~517 (1989)
  44. Miller, C. E., "Research on negotiation in organizations", pp.117~137 (1986), JAI
  45. Mone, M. A., "Effects of task complexity and goal specificity on change in strategy and performance over time", Human Performance, 8, pp.243~262 (1995)
  46. Murnighan, J., K., "Research on negotiation in organizations", pp.155~174 (1986), JAI Press
  47. Mussweiler, T., "Considering the impossible : explaining the effects of implausible anchors", Social Cognition, 19, pp.145~160 (2001)
  48. Von Neumann, J., "Theory of games and economic behavior" (1944), Princeton University Press
  49. Nugent, P. S., "Nanageing Conflict : Third Party Interventions for Managers", Academy of Management Executive, 16, pp.139~141 (2002)
  50. O’Reilly, C. A., "Organizational Behavior : Where we’ve been, where we’re going", Annual Review of Psychology, 42, pp.427~458 (1991)
  51. Pfeffer, J., "New directions in organizational behavior" (1997), Oxford University Press
  52. Pritchard, R. D., "Effects of group feedback, goal setting, and incentives on organizational productivity", Journal of Applied Psychology Monograph, 73(2), pp.337~358 (1988)
  53. Pruitt, D. G., "Negotiation Behavior" (1981), Academic Press
  54. Pruitt, D. G, "Negotiation in social conflict", pp.1993, Brooks
  55. Pruitt, D. G., "Twenty Years of Experimental Gaming : Critique, Synthesis, and Suggestions for the Future", Annual Review of Psychology, 28, pp.363~392 (1997)
  56. Raiffa, H, "The Art and Science of Negotiation" (1982), Belknap Press of Harvard University Press
  57. Rapoport, A., "Prisoner’s dilemma: A study in conflict and cooperation" (1965), University of Michigan Press
  58. Rousseau, D. M., "Organizational Behavior in the New Organizational Era", Annual Review of Psychology, 48(5), pp.515~546 (1997)
  59. Seale, C., "Quality in Qualitative Research", Qualitative Research Practice, 5, pp.465~478 (1999)
  60. Stake, R. E., "The Sage handbook of qualitative research", pp.433~466 (2005), Sage Publications
  61. Thompson L., "The Mind and Heart of the Negotiator" (1998), Prentice Hall
  62. Thompson, L., "Negotiation Behavior and Outcomes: Empirical Evidence and Theoretical Issues", Psychological Bulletin, 108(3), pp.515~532 (1990)
  63. Thompson, L. L., "Group negotiation : Effects of decision rule, agenda, and aspiration", Journal of Personality and Social Psychology, 54, pp.86~95 (1988)
  64. Touval, S., "Multilateral Negotiation : An analytic approach", Negotiation Journal, 5, pp.159~173 (1989)
  65. Tversky, A., "Availability: Heuristic for judging frequency and probability", Cognitive Psychology, 5, pp.207~232 (1973)
  66. Tversky, A., "Judgment under uncertainty : Heuristics and biases", Science, 185, pp.11224~11311 (1974)
  67. Van Beest, I., "Self-interest and fairness in coalition formation : A Social utility approach to understanding partner selection and payoff allocations in groups", European Review of Social Psychology, 18, pp.132~174 (2007)
  68. Van Lange, P. A. M., "Locomotion in social dilemmas : How people adapt to cooperative, tit-for-tat, and noncooperative partners", Journal of Personality and Social Psychology, 77, pp.762~773 (1999)
  69. Walters, A. E., "Gender and negotiator competitiveness : A meta-analysis", Organizational Behavior and Human Decision Processes, 76, pp.1~29 (1998)
  70. Wilpert, B., "Organizational behavior", Annual Review of Psychology, 46(1), pp.59~90 (1995)
  71. Wood, R. E., "Task Complexity as a Moderator of Goal Effects : A Meta-Analysis", Journal of Applied Psychology, 82, pp.416~425 (1987)
  72. Zartman, I. W., "Conflict Resolution, Vol. 2.", pp.2009, EOLSS Publishers
  73. Zartman, I. W., "International multilateral negotiation: Approaches to the management of complexity", pp.1~10 (1994), Jossey-Bass
  74. Zartman, I. W., "The Negotiation Process: Theories and Applications" (1978), Sage Publications
  75. Zerres, A., "Does it take two to tango? Longitudinal effects of unilateral and bilateral integrative negotiation training", Journal of Applied Psychology, 98, pp.478~491 (2013)
  76. Zetik, D. C., "Goal Setting and Negotiation Performance : A Meta-Analysis", Group Process & Intergroup Relations, 5, pp.35~52 (2002)

관련 논문AI추천

게임이론을 이용한 다자간 협상의 연구노혜경한국사회및성격심리학회 · 한국심리학회지: 사회및성격2011 · 제25권 제4호기업회생 과정에서 협상 상황이 협상 성과에 미치는 영향: 협상자 유형의 조절효과김동재, 정재엽한국전략경영학회 · 전략경영연구2022 · 제25권 제1호협상상황에서 시간압력과 협상결과의 관계연구: 분배적 협상을 중심으로김도영, 김영훈, 엄상용사회과학연구소 · 사회과학연구2010 · 제36권 제3호팀협상에서 시간압력인지와 팀원들의 팀과업몰입이 협상성과와 시간에 미치는 영향권성우, 김영훈, 박경도한국중소기업학회 · 중소기업연구2010 · 제32권 제3호다자 협상에서 복잡성 관리에 관한 탐색적 연구: 여주 제일시장 매각대금 분배협상 사례를 중심으로김학린분쟁해결연구센터 · 분쟁해결연구2022 · 제20권 제2호협상가의 대표성과 비윤리적 협상 전략 사용: 책임성의 조절효과와 협상가의 동기 요인을 고려하여권성우, 박지혜, 백향기한국협상학회 · 협상 연구2024 · 제27권 제1호

이 간행물의 다른 논문 (7건)

육군 초급간부의 관계갈등과 부정적 평가에 대한 두려움이 방어적 침묵에 미치는 영향: 집단자존감의 조절된 매개효과임정인, 손영우pp. 123-146개인-직무 부합이 이직의도에 미치는 영향: 심리적 임파워먼트의 조절효과박형인, 정유선pp. 147-176불확실성에 대한 적응성이 이직의도에 미치는 영향: 역할모호와 직무만족의 매개효과정승철, 박지훈pp. 177-194완벽주의가 능동-수동 지연행동에 미치는 영향에서 목표지향성의 매개효과유태용, 최민식pp. 195-219강점코칭프로그램이 직장인의 강점자기효능감, 긍정정서, 자기효능감, 직무열의와 조직몰입에 미치는 영향선혜영, 김수연, 이미애, 탁진국pp. 221-246
원문 보기