기업회생 과정에서 협상 상황이 협상 성과에 미치는 영향: 협상자 유형의 조절효과
The Effect of Negotiation Situations on Negotiation Performance in the Corporate Reorganization Procedure: Moderating Effect of Negotiator Types
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본 연구는 경영악화로 인한 기업회생 과정에서 채무자인 기업과 채권자 간의 협상과정과 성과 간의 관계를 분석하는 것을 목적으로 하였다. 이를 위해 협상상황이 협상성과에 미치는 영향과 협상자 유형의 조절효과를 분석하였다. 분석을 위해 기업회생을 위한 협상에 직접 참여한 회생기업의 임원 및 대표이사 300명의 자료를 수집하여 분석하였다. 분석결과 협상상황인 정보공유, 협상목표, 시간압박, 상대의존도 모두 협상성과에 정(+)의 유의한 영향을 미치는 것을 발견하였다. 또한, 협상자 유형의 조절효과를 분석한 결과 정보공유, 협상목표, 협상성과에 대한 상대적 의존도는 협상가가 문제해결적 협상가인지 경쟁적 협상가인지 양보형 협상가인지에 따라 차이가 있음을 발견하였다. 본 연구는 기업회생 과정에서 협상 상황, 협상가 유형, 협상 성과 간의 관계를 조명함으로써 협상 연구의 범위를 확장한다. 또한, 본 연구는 기업회생 과정에 참여하는 실무자들에게 실질적인 영향을 미칠 것이다.
Abstract
We investigate how the negotiation situation affects negotiation performance during a corporate workout following a near-bankruptcy. Using survey data collected from 300 executives of debtor companies who participated in negotiation at the start of the corporate workout program, we examined the effect of the negotiation situation on negotiation performance, with a focus on examining the moderating effect of the negotiator type. According to our findings, information sharing, negotiation objectives, time constraints, and relative dependence all had a statistically significant positive (+) effect on negotiation performance. Furthermore, we discover that the effects of information sharing, negotiation goals, and relative dependence on negotiation performance vary depending on whether the negotiator is a problem-solving, competitive, or concession negotiator. This study broadens the scope of negotiation research by shedding light on the relationship between the negotiation situation, negotiator type, and negotiation performance during the corporate workout process. Our research also has practical implications for practitioners involved in corporate workouts.
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