Effects of negotiation - Transaction cost and M&A among specific-parties

소개

협상론에 대한 영문보고서입니다. 조직행동론적 관점에서 협상의 효과를 2개의 Case를 통해서 2개의 Proposition으로 제시했습니다. 기본 framework는 직접 구상했구요, 몇몇 논문과 서적, 기사등... reference는 뒤에 첨부해 두었습니다.
조직의 performance가 우호적or비우호적 상황 하에서 몇가지 고려사항과 더불어 협상에 의해서 어떤 결과가 도출되는가에 대한 내용입니다.

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목차

- Introduction
- Theoretical Surroundings
- Effects of Negotiation
- Effects of Negotiation in cooperative situations
- Effects of Negotiation in non-cooperative situation
- Discussion & Limitation
- Conclusion
References

본문내용

So, I think, in this process, negotiation is always needed to firms. And I believe that effects of negotiation are affected by situation. So, I divide two situations, cooperative and non-cooperative, and concern in this situation negotiation bring how results of firm.
Proportion 1.
When negotiation is progressed in cooperative situation, the likelihood of successful negotiation is increased.
Proportion 2.
When negotiation is progressed in non-cooperative situation, the likelihood of specific-transaction relationship is likely to destruct relationship.
Figure 1.
business decision situation and performance process through negotiation and concerning factors
( De Dreu, Koole(2000) & De Dreu, Weingart(2000) & Bazerman, Curhan(2000) )
Effects of negotiation in cooperative situations

Case 1 : Exxon-mobile

The goal or definition of M&A means Merger and Acquisition. 2 over firms are combining essentially and legally or one firm purchase others firms, in order to get managerial rights or expansion of firm size and business area. To conduct M&A, firm must negotiate related other about method and trade-off in M&A and from now on business direction. Results of M&A have synergy effects.

Present Exxon corp. is founded in a part of Standard Oil company and Trust in 1882 by John, D. Rockeffeller. After this, at the last 20th century, Exxon undertook mobile, it has present name that is Exxon-mobile, the largest Refinery company in the world.

참고자료

· http://www.boeing.com
· http://www.seri.org
· 김익수. 기업경제학 강의 노트
· Fortune. 1998.08.03 ranking change in world petroleum industry
· . 글로벌 경영-글로벌 경쟁시대의 국제경영. 박영사. 2000
· 삼성경제연구소. 세계 산업재편의 신조류와 대응방안 연구보고서. 1997. 07
· Kolb D. & Williams J. 2001.6. 협상의 기술 : 이면협상의 역학관계 (Breakthrough Bargaining). 서강 하버드 비즈니스 리뷰. P.127-138