• 무역상무연구
• /
• 제63권
• /
• pp.209-244
• /
• 2014

This research had a close look into the expected results for both Korea and China from the contextual background of their efforts on FTA. In reality, we have to admit that Korea-China FTA has gains and losses for both countries in different fields and industries. Therefore, we suggest that people should not be myopic on the FTA matters, but take long-term perspectives in order to increase the entire benefits for companies and the country. Both countries should be able to build up strategic, reciprocal cooperation. We emphasize that the current FTA negotiations with China can turn out threats, not opportunities, if we do not establish effective negotiation strategies. Furthermore, we argue that, if we know and understand Chinese negotiation culture in advance, we could react to their strategic actions still more effectively. All in all, we could say that the purpose of our research is, first of all, to investigate the antecedents and consequences of the current Korea-China FTA negotiations; second, to divulge the Chinese negotiation culture, to presume possible negotiation strategies on the part of the Chinese, and to envision possible strategic reactions on our part; third, to delineate value creations from the successful Korea-China FTA in the future.

• 한국컴퓨터정보학회:학술대회논문집
• /
• 한국컴퓨터정보학회 2016년도 제53차 동계학술대회논문집 24권1호
• /
• pp.239-240
• /
• 2016

본 연구는 학생들의 파티 장소 대관 사례를 중심으로 유연한 협상과 투쟁적 협상을 대비한 것이다. 논의 결과 세 업체 측은 학생들에게 투쟁적 협상 전술을 구사하였으며, 학생들이 투쟁적 협상전술로 맞대응할 경우는 협상에 실패하였다. 그러나 학생들이 유연한 협상 전략에 따른 투쟁적 협상 전술을 활용하여 협상한 경우에는 협상에 성공하였음을 알 수 있다.

• 한국정보처리학회:학술대회논문집
• /
• 한국정보처리학회 2006년도 춘계학술발표대회
• /
• pp.311-314
• /
• 2006

Our paper proposes an agent based automated negotiation model. The agents can perform an integrative negotiation with multi-issue in a one-to-many way. The negotiation protocol follows the offer-counteroffer principal, and an adapted offer generation strategy. With the utility theory, agent could evaluate the offers and determine the following actions. In order to yield a top-quality deal and shorten the negotiation period, agents propose multiple offers, which consist of a particular combination of issue values and lave the identical utility with the given utility. The experiment shows that the model ensures the participants could reach a better agreement in a short time.

• 한국IT서비스학회:학술대회논문집
• /
• 한국IT서비스학회 2008년도 추계학술대회
• /
• pp.175-178
• /
• 2008

With rapid advancement of IT and Internet technologies, online market is surely becoming a stage of the competition among various forms of platform providers. This study show the significance of the negotiation process in the platform pricing strategy and observe several external/internal factors that might affect the negotiation power of the identities surrounding the platform. Major theories used in this study are the resource-based-view and network theory. Resources resulting in a negotiation power of the content providers and platform providers turn out to be widely scattered in their business areas - from product characteristics to the size of the content provider. End-user (or buyer) group which cannot make a strategic move for the organized development and use of resources is taking advantage of network externalities to support its negotiation power.

• 정보처리학회논문지B
• /
• 제8B권6호
• /
• pp.601-608
• /
• 2001

The automated assignment of multiple tasks to executing agents is a key problem in the area of multi-agent systems. In many domains, significant savings can be achieved by reallocating tasks among agents with different costs for handling tasks. The automation of task reallocation among self-interested agents requires that the individual agents use a common negotiation protocol that prescribes how they have to interact in order to come to an agreement on "who does what". In this paper, we introduce the multi-agent Traveling Salesman Problem(TSP) as an example of task reallocation problem, and suggest the Vickery auction as an interagent negotiation protocol for solving this problem. In general, auction-based protocols show several advantageous features: they are easily implementable, they enforce an efficient assignment process, and they guarantce an agreement even in scenarios in which the agents possess only very little domain-specific Knowledge. Furthermore Vickrey auctions have the additional advantage that each interested agent bids only once and that the dominant strategy is to bid one′s true valuation. In order to apply this market-based protocol into task reallocation among self-interested agents, we define the profit of each agent, the goal of negotiation, tasks to be traded out through auctions, the bidding strategy, and the sequence of auctions. Through several experiments with sample multi-agent TSPs, we show that the task allocation can improve monotonically at each step and then finally an optimal task allocation can be found with this protocol.

• 통상정보연구
• /
• 제12권2호
• /
• pp.409-438
• /
• 2010

According to Sun Tzu's Art of War, "if you know yourself and your enemy you win hundred battles out of a hundred." This is also apply for international business field. International business negotiation will not be failed if you know counter party's behavior and understand their culture and customs. The cooperative approach is known as interest-based negotiation. Interest-based negotiation is particularly effective in a global business characterized by diversity. We often need to reach agreement with people who are different from us - culturally, ethnically, or economically. If we cannot get beyond the differences, they can create obstacles to agreement. To do this, we need to focus on the interests of the parties instead of on the parties' differences. Every culture has their own distinctive feature that the people from outside seems not understand but they must have the optimistic attitude which complies with. The purpose of this paper, from the point of view above, is to examine cultural differences that could make sure comparative advantage in business negotiation of the enterprises who eager to expand their market or to invest internationally. This paper especially shows cultural deferences among Korea, China and Japan in terms of business we must consider.

• 무역상무연구
• /
• 제47권
• /
• pp.25-48
• /
• 2010

The principle of parties' autonomy is one of general and dominant principles in an international trade contract. When we consider the determinants of negotiation outcomes, the negotiation is affected its result by their culture and custom. A negotiation has extensively been used a lot as a business process. As we negotiate with our clients, we have to check a lot of factors like strategies, their behaviors, culture shock and custom. That why most people have their different life and circumstance. The same words which are used its contract have several meaning. Because the words are influenced by culture and own custom. Also most people abide by their social pattern. Each culture in the world follows its own customs and traditions. Therefore, when we have the negotiation of trade contract, we have to think these factors. Then the negotiation is leaded very successful This dissertation examines the effects of the negotiators' personality and different culture and custom. On the point of a negotiating power, contracting parties are affected a lot by their usage. The culture which is influenced by contracting parties is possible to apply as a key point. So, this study will be analyzed these factors.

• 수산해양교육연구
• /
• 제23권2호
• /
• pp.290-301
• /
• 2011

The purposes of this study were to test differences in conflict-resolving strategies and emotional intelligence based on children's peer status, and to verify the discriminance of conflict-resolving strategies and emotional intelligence for peer status. 58 popular children and 52 rejected children from 4 elementary school were selected, and the data were analyzed with independent sample t-test and discriminant analysis. The research findings are as follows: First, negotiation- and cooperation-strategies (sub-factors of conflict-resolving strategy) and emotional intelligence showed statistically significant differences between popular children and rejected children, while other sub-factors of conflict-resolving strategy and sub-factors of emotional intelligence showed indifference between them. Second, negotiation- and cooperation-strategies among 4 sub-factors of conflict-resolving strategy and 5 sub-factors of emotional intelligence were the most discriminant predictors for children's peer status. The results suggest systematic teacher training and program for the rejected children's improvement of negotiation- and cooperation-strategies in their peer relations.

• 한국조경학회지
• /
• 제32권5호
• /
• pp.1-10
• /
• 2004

This study applied the leisure constraints and negotiation concept to the travel context, especially for traveling in national parks. More specifically, it tries to identify how constraints and negotiation impact a person's travel behavior. The population of this study is the people who intend to visit the national parks for their summer vacations. The data was collected through the panel study, which surveyed the same set of people before and after their trip. Among 527 samples, 39.7％ traveled what they planned without any changes. 24.7％ did not travel or postponed their trip, and 35.7％ enjoyed their vacation but with changes of destination, time or travel periods. These results support that people may use negotiation strategies to overcome their constraints in a travel context. However, there were no statistically significant differences in the impact of constraints on travel behavior among the three groups. The results also confirm that people have to overcome intra-, inter-, and structural constraints for visiting the national parks. Thus, the findings of the study suggest that the concepts of leisure constraints and negotiation is applicable to the travel contexts. Because of its exploratory characteristics, several limitations and cautions were raised.

• 정보처리학회논문지D
• /
• 제11D권3호
• /
• pp.731-740
• /
• 2004

본 논문에서는 상거래에 참여한 구매자와 판매자가 협상을 통하여 서로의 이익을 보장하면서 합의를 도출 할 수 있는 협상 에이전트 시스템을 제안하였다. 제안 시스템은 기존의 협상 에이전트 시스템에 기계 학습을 적용함으로써, 학습 에이전트의 도입이 협상의 효율성에 어떤 영향을 미치는지 고찰하고자 하였다. 구매자 및 판매자 에이전트는 상품의 다중 속성을 고려하여 협상을 수행하며, 구매자와 판매자의 이익은 Multi-Attribute Utility Theory를 이용하여 표현하였다. 본 연구에서 제시된 학습 가능한 협상 에이전트는 Faratin이 제안한 협상 시스템의 제안 생성(counter offer) 과정에 인공신경망을 통한 점진적 학습 기업을 추가함으로써 협상의 효율성을 증가시키는데 목적이 있다. 점진적 학습기법을 이용한 협상 에이전트 시스템의 경우, 동일한 협상 조건 하에서 상대방 제안과의 유사도(similarity)를 바탕으로 제안을 생성하는 기존의 다른 협상 에이전트 시스템과 비교하였을 때 좋은 협상 결과를 보여 주었으며, 협상 수행시간에 있어서는 매우 빠른 성능을 보여주었다. 따라서 협상 결과 및 협상 수행 시간을 동시에 고려하였을 때 기존의 협상 시스템에 비하여 효율적인 협상 능력을 보여 주었다.