협상자의 개인특성과 설득력, 협상이슈의 명료성이 협상성과에 미치는 영향

The purpose of this study is to explore the factors of the negotiation performance such as negotiator's traits, negotiation content and the negotiation process. The variables related to negotiators are personality adopted from the Big-Five Model and conflict management styles adopted from Thomas and Kilman. The variable related to negotiation issues is the clearness of the issues. The variable related to negotiation process is the persuasion of negotiators. The performance of negotiation are measured by satisfaction with negotiation process and result. A win-win degree is also included in the performance variables. From this experiment, we could find that openness and agreeableness among the individual personality are related to process satisfaction. Competing style among conflict management styles and issue clearness are also related to process satisfaction. Persuasion and issue clearness are related to satisfaction with negotiation result. Finally, extraversion and compromising style resulted in win-win degree. Therefore, in order to enhance the performance of negotiation, the individual characteristics need to be considered before negotiation started. Training programs for persuasion are further recommended and special development programs for finding and identifying issues and interests of negotiation are also necessary to business men and others who work in the field of negotiation.