협상실무자의 협상역량에 대한 척도개발 및 타당성 연구

The purpose of this study is to provide a logical basis for the future expansion of research areas of negotiation stud- ies by developing a scientific measurement scale and verifying the validity of the scale for negotiation capabilities that have not been studied specifically and systematically. After reviewing the various concepts of negotiation suggested by scholars and presenting the cases which are demonstrating why negotiation is important, the three factors - informa- tion management competency, negotiation strategy and tactic development competency and negotiation execution competency- were presented and the measurement scale was developed in connection with the previous studies on negotiation competency of the researchers and the negotiation practices.First, the information management competen- cy is consisted of the information acquisition competency and the information analysis competency. Second, the nego- tiation strategy and tactic development competency is consisted of first, the competency of transforming and applying the acquired and analyzed information into negotiation strategy and tactic, second, the competency of identifying the other’s negotiation strategies and tactics and effective responding against them, third, the competency of anticipating and predicting the other’s negotiation strategies and tactics and, fourth, the competency of strategic negotiation scenar- io development. Third, the negotiation execution competency is consisted of first, the competency of the effective and strategic management of negotiation, second, the competency of the real-time analyzing and counter-measuring the other’s negotiation strategies and tactics and, third, the competency of the management of negotiation crisis and break- down situation during the actual negotiation process.After each factor was composed of eight preliminary questions, the factors were first extracted through exploratory factor analysis to verify their adequacy and validity, and reliability analysis was conducted to verify their internal match.After conducting a correlation analysis between the extracted fac- tors, the revised model was verified through the convergence validity and discriminant validity tests after the suitability verification of the proposed model for factor analysis through confirmatory factor analysis to select the final questions on the scale of negotiation capabilities were selected.In the analysis and verification process, one question item for each factor which were initially consisted of eight question items was removed for each factor, and finally, seven ques- tion items were composed for each factor, and twenty-one (21) question items were extracted.Consequently, we as- sume that this study can provide a logical basis for research on various structural research related to negotiation studies in the future. In addition, developing the measurement scales of negotiation competency will eventually contribute to the conducting various studies by empirically approaching the relationship with negotiation performance and or other factors. For an example, an empirical approach could be taken to the structural issues such as how the relationship between negotiation capabilities and negotiation types can affect negotiation performance.Therefore, it is deemed that the negotiation competency measurement scale developed in this study can be used and applied in various ways for both public sector and private sectors like governmental institutions and organizations, corporations, and, further, indi- viduals’ organizational lives.