정보스키마와 정보선호유형이 통합적 협상 성과에 미치는 영향

• 영문명: The Impact of Information Schema and Information Preference on Integrative Negotiation
• 발행기관: 한국인사조직학회
• 저자명: 박헌준(Hun-Joon Park) 김상준(Sang-Joon Kim) 윤기선(Ki-Sun Yoon)
• 간행물 정보: 『인사조직연구』인사·조직연구 제14권 제3호, 71~105쪽, 전체 35쪽
• 주제분류: 경제경영 > 경영학
• 파일형태: PDF
• 발행일자: 2006.11.01

국문 초록

  본 연구는 협상에 대한 정보스키마와 정보선호유형이 통합적 협상성과에 미치는 영향을 협상 시뮬레이션을 통하여 탐구한다. 협상 시뮬레이션은 독립된 5개 집단의 126명을 대상으로 이루어졌고 협상을 수행하기 전에 협상에 관한 정보스키마와 정보선호유형을 측정하고, 협상결과 중, 공동으로 얻게 되는 이익을 측정하여 분석한다.
  분석 결과, 협상에 대한 정보스키마와 정보선호유형 모두 협상결과, 공동이익에 정(+)의 영향을 미치는 것으로 나타났다. 특히, 협상에 대한 정보스키마가 낮고 사실적ㆍ현실적 정보를 선호하는 협상그룹들이 그 외 다른 협상그룹들보다 공동이익이 낮게 나타났다. 이는 직관적ㆍ미래지향적 정보를 선호하는 경우가 협상의 공동이익을 증가시켜서 통합적 협상을 지향하는데 유리함을 의미한다.
  이러한 결과는 협상에 대한 정보스키마가 통합적 협상을 효과적으로 이루어내는데 중요한 역할을 함을 시사하고, 협상 시 고려해야 할 정보의 유형은 사실적ㆍ현실적 정보보다는 직관적ㆍ미래지향적 정보가 통합적 협상결과에 유리하게 작용함을 의미한다. 특히 본 연구는 통합적 협상의 성과를 극대화할 수 있는 선행요인으로 개인의 인지적 특성을 강조하였다. 이러한 시도는 통합적 협상을 보다 효과적으로 진행할 수 있는 역량을 배양할 수 있는 협상교육과 이에 적합한 인재양성의 근본요건이 될 수 있다는 실무적 시사점을 동시에 가지고 있다.

영문 초록

  This study examines the impacts of information schema and information preference on joint gains as integrative negotiation results, exploring whether personal characteristics on information perception play a role in pursuing integrative negotiation.
  Using a negotiation simulation, we found that sharing information between negotiators is essential to enhance the joint gains. The shared information increases the willingness to collaborate with each other even though negotiators have conflicting interests. Information schema, a perceptual set or cognitive predisposition toward information in the negotiation process, influences negotiators’ behavior; high information schema helps the negotiator to facilitate any kinds of information to negotiate joint gains, whereas low information schema leads the negotiator to persuade the counterpart based on position rather than information. Therefore we hypothesize that the high level of information schema increases joint gains.
  The perceptual preference for information also has a significant effect on strengthening integrative negotiation. Perceptual preferences indicate how the individual becomes aware of people, things, facts, and ideas. In the MBTI (Myers-Briggs Type Indicator), perceptual dimension (SN) refers to the type of data decision- makers prefer when perceiving the environment or gathering information. Both stimulus selection and information gathering are part of the perceptual processes, which emphasize input either through the physical senses (sensing) or by means of insight (intuition). The sensing preference indicates an inclination toward specific and direct information. On the other hand, intuition preference tends toward generalities that allow for broader possibilities. Since individuals with intuition preferences are concerned of the ‘big picture’ and future-oriented, they are more likely to negotiate for larger joint gains than those with sensing preferences. Therefore we hypothesize that the propensity for intuition as information preference is positively related to joint gains.
  To test our hypotheses, we use the negotiation simulation called Cartoon, a face-to-face negotiation between a TV broadcaster (a buyer) and a cartoon producer (a seller). A total of 74 negotiating pairs participate in the simulation. The participants are from 5 independent experimental groups: two clubs of a university undergraduate business majors, administrators from municipal government agency, branch managers from two large commercial banks, and senior executives from large manufacturing companies in electronics, chemistry, and related industries. Information preference and information schema are independent variables and respectively measured by questions asked prior to the preparation and negotiation. Information preference is considered relative importance of intuition preference over sensing preference. Information schema is measured by Brett and Okumura’s questions (1998). Joint gains are dependent variables and calculated by adding the buyer’net revenue to the seller’s net revenue, the scores measured from the negotiation results.
  Results of the analysis show that both information schema as to negotiation and individual information preference have positive effects on joint gains. Upon additional analysis, we also found that the buyer-seller pairs with the preference for factual information and low information schema to negotiation are more likely than the other pairs to decrease joint gain. Such results suggest that the intuitive information preference has positively larger impacts on integrative negotiation than that for factual information preference.
  The study has several implications. First, through the positive relationship between information schema and joint gain, high information schema could facilitate integrative negotiation. Secondly, the relative importance of the intuiti

목차

〈초록〉
Ⅰ. 문제제기
Ⅱ. 이론적 배경 및 가설 설정
Ⅲ. 연구방법 및 변수 측정
Ⅳ. 분석결과
Ⅴ. 토의
참고문헌
부록 : 협상당사자별 협상 순가치 산출 기준 및 방식
ABSTRACT

키워드

협상에 대한 정보스키마 정보선호유형 통합적 협상 Information Schema Information Preference Integrative Negotiation