기술거래 계약의 결과에 영향을 미치는 협상력에 대한 연구 (A Study on the Effects of Negotiation Technique on the Terms and Conditions of Technology Transaction Agreement)

서지정보

· 발행기관 : 한국기업경영학회
· 수록지 정보 : 기업경영연구 / 20권 / 1호 / 215 ~ 232페이지
· 저자명 : 변종원, 이성철, 허남일

초록

기업은 신기술의 확보가 매우 필요하며, 신기술 개발에 따라 가장 우선적으로 하여야 하는 것은 특허 즉, 지적재산권의 확보이다. 최근에는 지적재산권의 침해에 따른 소송이 증대되고 있으며 특히 ‘특허 괴물’이라 불리는 전문적인 특허침해 소송기업도 있어 지적재산권의 확보는 더욱 더 필요한 시점이라고 할 수 있다. 기술거래가 빈번하게 증대되고 있는 현 시점에 합당한 기술의 확보 및 좋은 기술거래 조건을 확보하는 것은 필수적이며 기술거래는 협상력의 강ㆍ약에 따라 좋은 조건이나 이익에 차이가 발생될 수 있다. 그러면 협상이 실제적으로 기술거래에 어떠한 영향을 주는 것일까? 협상은 비즈니스 과정의 하나로서 광범위하게 사용되고 있다. 정보 기술의 발달로 가시적인 국경이 없어지고 국제화가 가속화되는 현실 속에서 협상의 필요성이 크게 증가하고 있으며 그 역할이 더 중요시 되고 있다. 본 연구에서는 기존연구에서 다루지 않았던 실제 기업 간 기술거래 현장에서 이루어지고 있는 기술거래결과에 영향을 주는 협상기법, 협상기술 등에 대해 구체적으로 분석하고 연구하고자 한다. 본 연구는 연구의 목적을 달성하기 위하여 실증분석을 통해 협상자의 협상력(협상자의 자질, 경험 및 협상력), 기술거래자의 경영 및 기술능력(기술제공자의 기술력, 거래경험 및 조직의 결속력), 기술거래 환경분석력(상대국가의 문화 및 산업정책, 시장특성 인식) 등의 변수가 요인을 설명하는 것으로 규명되었으며 규명된 독립변수가 종속변수인 기술거래 계약의 결과에 정(+)의 영향을 미치는 것으로 분석되었다. 이와 같은 분석결과를 실무에 활용한다면 기술거래협상에 있어서 좋은 협상 결과를 기대할 수 있을 것이며 나아가 무역이나 통상 등 협상에도 좀 더 유리하고 수익을 창출하는 협상 진행과 결과를 달성할 수 있을 것이다.

영어초록

A company needs to keep on acquiring novel technologies to remain and become more competitive. Securing the intellectual property right (IPR) for the new technologies is no less important. Although one develops new technology investing lots of times and efforts, the one’s effort would be useless if he has no patent for the technology. This case happens frequently. These days, legal actions against IPR infringement increase. While companies specialized in IPR infringement called ‘Patent Troll’ increase, it is the best timing to acquire the IPR. The basic discipline of technology business is acquiring the IPR. Of course, the business includes the know-how of the technology; however, IPR means the security of technology dealing with. Technology business happens between a company having technology and the other company desiring the technology. Acquiring a right technology and securing good conditions using the technology is necessary, and it is dependent on the bargaining power. Then how does the negotiation influence on the technology business? How to negotiate decides the conclusion of a contract, and influence on the profit and loss of the company. Moreover, it can defend the claims those may happen while carrying out the contract.
Negotiation is widely used as a process of business. In the globalized world, the importance of negotiation is ever increasing. The ability to lead negotiation to success becomes more and more important. Negotiation is regarded as a process in which the total profit is divided and shared. In the process one may take more than the other. For this reason, the research about the factors leading negotiation to success is necessary. However, considering the importance of negotiation skill, the research on this topic has made little progress. In a rapidly changing negotiation environment, enhancing negotiation skill is needed to secure corporate and/or national competitiveness. Now, an empirical research on factors effecting on the result of negotiation could provide a meaningful insight for negotiators and negotiation researchers.
Also, this research focuses on how the skill of negotiator (qualities, judgment and leadership, and conversation skills), management and technology ability (technical skills, technology business experience of technology exporter, interest of management), and company situation in the opposite nation (information about difference of tradition, culture of technology exported nation, policy on the exported technology, and market character) influence on the result of negotiation.
While validating the measurements, negotiator’s skill (character, judgment and leadership, and conversation skills), management and technology ability (experience of technology exporter, business experience, cohesion), and situation in the negotiation countries (culture and industry policy, market character) are regarded as positive factors effecting on result of negotiation for technology transactions.
In addition, as a result of comparisons of standardized coefficient β values, which indicate independent variables’ effects on dependent variables, corporate environment of the negotiation partner’s country is the strongest factor in negotiation power. Following corporate environment are management’s interest in technology trades, management and technology competency, and negotiators’ understanding and proficiency. This result is expected to provide enterprises and negotiators a meaningful insight. Making good use of negotiation techniques and developing negotiation competencies will bring greater bargaining power.

참고자료

· 없음