PDF가 표시되지 않으면 여기를 클릭하여 다운로드

1
곽노성/한국 협상학 교육의 현재: 현황평가와 미래 발전방향/협상연구/2000/6/143~154// Google Scholar ›
2
곽노성/Kellogg의 협상전략 Workshop 소개: 평가와 교훈/협상연구/2003/9/117~126// Google Scholar ›
3
박헌준/협상교육: 경험적 학습을 통한 협상능력 개발/협상연구/2000/6/129~142// Google Scholar ›
4
협상론/이달곤/법문사./2005/~/// Google Scholar ›
5
조기숙/한국대학의 협상강의안(syllabus)분석/협상연구/2002/8/129~145// Google Scholar ›
6
이지석/협상전문가 보호 육성해야: 세계화시대 뛰어난 협상가 절실, 협상팀 실증분석 노하우 계승필요/조선닷컴/2007/~// Google Scholar ›
7
/2007년 올해 인기를 끌고 있는 직업 BEST 10/조선닷컴/2007/~// Google Scholar ›
8
/미국의 한미 FTA 재협상 요구는 상식 밖이다/조선일보/2007/~// Google Scholar ›
9
/대우조선 매각 본계약 한 달 연기/조선닷컴/2008/~// Google Scholar ›
10
Adair, W. L/The Nego- tiation Dance: Time, Culture, and Behavioral Sequences in Negotiation/Organization Science/2005/16/33~51// Google Scholar ›
11
Adair, W. L/Negotiation Behavior When Cultures Collide: The United States and Japan/Journal of Applied Psychology/2001/86/371~385// Google Scholar ›
12
Allred,K.G./Influence of Anger and Compassion on Negotiation Performance/Organizational Behavior and Human Deci- sion Processes/1997/70/175~187// Google Scholar ›
13
Anderson, C/Affect from the Top Down: How Powerful Indivi- dual’s Positive affect shapes negotiations/Organizational Behavior and Human Deci- sion Processes/2004/95/125~139// Google Scholar ›
14
Ball,S.B./An Evaluation of Learning in the Bilateral Winner’s Curse/Organizational Behavior and Human Decision Processes/1991/48/1~22// Google Scholar ›
15
Barry, B/Affect in Dyadic Negotiation: A Model and Proposi- tions/Organizational Behavior and Human Decision Processes/1996/67/127~143// Google Scholar ›
16
Judgment in Managerial Decision Making/Bazerman,M.H/New York: John Wiley & Sons/1998/~/// Google Scholar ›
17
Negotiating in Organizations/Bazerman,M.H./San Francisco, CA, Sage/1983/~/// Google Scholar ›
18
Bazerman,M.H./Integrative Bargaining on a Com- petitive Market/Organizational Behavior and Human Decision Processes/1985/35/394~313// Google Scholar ›
19
Negotia- ting Rationally/Bazerman,M.H./NY: Free Press/1992/~/// Google Scholar ›
20
Bazerman,M.H./The Effects of Agents and Mediators on Nego- tiation Outcomes/Organizational Behavior and Human Decision Processes/1992/53/55~73// Google Scholar ›
21
Bereby-Meyer,Y./When Performance Goals Deter Performance: Transfer of Skills in Inte- grative Negotiations/Organizational Behavior and Human Decision Processes/2004/93/142~154// Google Scholar ›
22
Blount,S./Framing the Game: Examining Frame Choice in Bar- gaining/Organizational Behavior and Human Decision Processes/2000/81/43~71// Google Scholar ›
23
Blount,S./The Price Is Right - or Is It? A Reference Point Model of Two-Party Price Negotiations/Organizational Behavior and Human Decision Processes/1996/68/1~12// Google Scholar ›
24
Bottom,W/Negotiator Risk: Sources of Uncertainty and the Impact of Reference Points on Negotiated Agreements/Organi- zational Behavior and Human Decision Processes/1998/76/89~112// Google Scholar ›
25
Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries/Brett,J.M/San Francisco, CA: Jossey-Bass./2001/~/// Google Scholar ›
26
Brett,J.M./Inter- and Intracultural Negotiations: U.S. and Japanese Negotiators/Academy of Management Journal/1998/41/495~509// Google Scholar ›
27
Burton,L/Ethical Discontinuities in Public- Private Sector Negotiation/Journal of Policy Analysis and Management/1990/9/23~40// Google Scholar ›
28
Carnevale, P. J/Time Pressure and Strategic Choice in Mediation/Organizational Behavior and Human Deci- sion Processes/1988/42/111~133// Google Scholar ›
29
Carnevale, P. J. D/The Influence of Positive and Visual Access on the Discovery of Integrative Solutions in Bilateral Negotiation/Organizational Behavior and Human Decision Processes/1986/37/1~13// Google Scholar ›
30
Carroll, J. S/Negotiator Cognitions: A Descrip- tive Approach to Negotiator’ Understanding of Their Opponents/Organizational Behavior and Human Decision Processes/1988/41/352~370// Google Scholar ›
31
Cho, N., Kim, S/A Qua- litative Ethnographical Study on the Inter- national Negotiations of Korean Enterprises: Focusing on Cases of Cross-Cultural Nego- tiations/1st International Conference on Trade & Business Negotiations in East Asia, Hangjou, China/2004//~/ Google Scholar ›
32
Influence, The Psychology of Persuasion/Cialdini,R.B/NY:Quill./1993/~/// Google Scholar ›
33
Clyman,D.R/Measures of Joint Perfor- mance in Dyadic Mixed-Motive Negotiations/Organizational Behavior and Human Deci- sion Processes/1995/64/38~48// Google Scholar ›
34
Curhan, J. R/What Do People Value When They Nego- tiate?: Mappinf the Domain of Subjective Value in Negotiation/Journal of Personality and Social Pshychology/2006/91/493~512// Google Scholar ›
35
Cutcher-Gershenfeld,J.E/The impact of economic performance of a transformation in workplace relations/Industrial and Labor Relations Review/1991/44/241~260// Google Scholar ›
36
De Dreu, C. K. W/Effects of Gain- Loss Frames in Negotiation: Loss Aversion, Mismatching, and Frame Adoption/Organi- zational Behavior and Human Decision Processes/1994/60/90~107// Google Scholar ›
37
De Dreu, C. K. W/The Influence of Power on the Information Search, Impression Formation, and Demands in Negotiation/Journal of Experimental Social Psychology/2004/40/303~319// Google Scholar ›
38
Diekmann, K. A/Descriptive and Prescriptive Use of Previous Purchase Price in Nego- tiations/Organizational Behavior and Human Decision Processes/1996/66/179~191// Google Scholar ›
39
Dunning, D/Why People Fail to Recognize Their Own Incompetence/Current Directions in Psychological Science/2003/12/83~87// Google Scholar ›
40
Fells,R.E/Overcoming the Dilemmas in Walton and McKersie's Mixed Bargaining Strategy/Industrial Relations/1998/53/1~26// Google Scholar ›
41
Getting to Yes: Negotiating Agreement Without Giving In/Fisher, R/Boston: Houghton & Mifflin./1981/Ury, W.~/// Google Scholar ›
42
Getting to Yes: Negotiating Agreement Without Giving In/Fisher, R/NY: Penguin Books./1991/~/// Google Scholar ›
43
Gelfand, M. J/Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures/Organizational Behavior and Human Decision Processes/1999/79/248~269// Google Scholar ›
44
Gelfand, M. J/Cultural Perspective on Negotiation: Progress, Pitfalls, and Prospects/Applied Psychology: An Inter- national Review//49/62~99// Google Scholar ›
45
Gelfand, M. J/Cul- ture and Egocentric Perceptions of Fairness in Conflict and Negotiation/Journal of Applied Psychology/2002/87/833~845// Google Scholar ›
46
Graham, J. L/Exploration of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States/Manage- ment Science/1994/40/72~95// Google Scholar ›
47
Greenhalgh L/Negotiator Relationships: Construct Mea- surement, and Demonstration of their Impact on the Process and Outcomes of Negotiation/Group Decision and Nego- tiation/1998/7/465~489// Google Scholar ›
48
Harinck, F/The Impact of Conflict Issues on Fixed-Pie Perceptions, Problem Solving, and Integrative Outcomes in Negotiation/Organizational Behavior and Human Decision Processes/2000/81/329~358// Google Scholar ›
49
Harris, K. L/Chilling and Hasening: The Influence of Third- Party Power and Interests on Negotiation/Organizational Behavior and Human Deci- sion Processes/1990/47/138~160// Google Scholar ›
50
Harvard Business Essentials, Negotiation//Boston, MA: Harvard Business School Publishing//~/// Google Scholar ›
51
Kahneman,D/Reference Points, Anchors, Norms, and Mixed Feelings/Organizational Behavior and Human Decision Processes/1992/51/296~312// Google Scholar ›
52
Kim, M/A Study of Negotiation Strategy Based on ‘Sasang’ Typology/Paper presented at Korean Association of Negotiation Studies/2004/~// Google Scholar ›
53
Kim, P. H/Flattery May Get You Somewhere: The Strtegic Implications of Provisding Posotive vs. Negative Feedback about ability vs. ethicality in Negotiation/Organi- zational Behavior and Human Decision Processes/2003/90/225~243// Google Scholar ›
54
Kim P. H/Choosing the Path to Bargaining Power: An Em- pirical Comparison of BATNAs and Con- tributions in Negotiation/Journal of App- lied Psychology/2005/90/373~381// Google Scholar ›
55
Kim, P. H/Power Dynamics in Negotiation/Academy of Management Review/2005/30/799~822// Google Scholar ›
56
Kopelman, S/The Three Faces of Eve: Strategic Displays of Positive, Negative, and Neutral Emotions in Negotiations/Organizational Behavior and Human Decision Processes/2006/99/81~101// Google Scholar ›
57
Kramer, R. M/Self-Enhancement Biases and Nego- tiator Judgment: Effects of Self-Esteem and Mood/Organizational Behavior and Human Decision Processes/1993/56/110~133// Google Scholar ›
58
Negotiation/Lewicki, R. J/NY: McGraw- Hill/2005/~//5th ed/ Google Scholar ›
59
Essentials of negotiation/Lewicki, R. J/NY: McGraw-Hill/2006/~//4th ed/ Google Scholar ›
60
Lewicki, R. J/Models of Conflict, Negotiation and Third Party Intervention: A Review and Synthesis/Journal of Organizational Behavior/1992/13/209~252// Google Scholar ›
61
Maddux, W. W/Chameleons Bake Bigger Pies and Take Bigger Pieces: Strategic Behavioral Mimicry Facilitates Negotiation Outcomes/Journal of Experimental Social Psychology/2007/43/~// Google Scholar ›
62
Mannix, E. A/Negotiating Over Time: Impediments to Integrative Solutions/Organizational Behavior and Human Decision Processes/1995/62/241~251// Google Scholar ›
63
McEwen, C. A/Media- tion in Small Claims Court: Achieving Compliance Through Consent/Law and Society Review/1984/18/11~49// Google Scholar ›
64
Moore,D.A/The Unexpected Benefits of Final Deadlines in Negotiation/Journal of Experimental Social Psychology/2004/40/121~127// Google Scholar ›
65
Moore, D. A/Long and Short Routes to Success in Electronically Mediated Nego- tiations: Group Affiliations and Good Vibrations/Organizational Behavior and Human Decision Processes/1999/77/22~43// Google Scholar ›
66
The Dynamics of Bargaining Games, Englewood Cliffs/Murnighan, J. K/NJ: Prentice Hall/1991/~/// Google Scholar ›
67
Naquin, C. E/The Agony of Opportunity in Negotiation: Number of Negotiable Issues, Counterfactual Thinking, and Feelings of Satisfaction/Organizational Behavior and Human Decision Processes/2003/91/97~107// Google Scholar ›
68
Nash,J/The Bargaining Problem/Eco- nometrica/1950/18/155~162// Google Scholar ›
69
Nash,J/Two-Person Cooperative Games/Econometrica/1953/21/128~140// Google Scholar ›
70
O'Connor, K. M/Distri- butive Spirals: Negotiation Impasses and the Moderating Role of Disputant Self- Efficacy/Organizational Behavior and Human Decision Processes/2001/84/148~176// Google Scholar ›
71
O'Connor, K. M/Negotiator's Bargaining Histories and Their Effects on Future Negotiation Performance/Journal of Applied Psychology/2005/90/350~362// Google Scholar ›
72
Oliver, R. L/Outcome Satisfaction in Negotiation: A Test of Expectancy Disconfirmation/Or- ganizational Behavior and Human Decision Processes/1994/60/252~275// Google Scholar ›
73
Park, H/Negotiation Edu- cation: Developing Negotiation Skills through Learning by Doing/Negotiation Studies/2002/6/~// Google Scholar ›
74
박헌준/협상상황과 정보공유가 협상성과에 미치는 영향에 관한 실증 연구/인사·조직연구/2002/10(2)/173~210/한국인사·조직학회/ Google Scholar ›
75
Peterson, E/Negotiation Teamwork: The Impact of Information Dis- tribution and Accountability on Performance Depends on the Relationship among Team Members/Organizational Behavior and Human Decision Processes/1997/72/364~383// Google Scholar ›
76
Pillutla, M. M/Fairness, Anger, and Spite: Emotional Rejections of Ultimatum Offers/Organi- zational Behavior and Human Decision Processes/1996/68/208~224// Google Scholar ›
77
Provis,C/Ethics, Deception and Labor Negotiation/Journal of Business Ethics/2000/28/145~158// Google Scholar ›
78
The Art and Science of Negotiation: How to Resolve Conflicts and Get the Best out of Bargaining/Raiffa,H//1982/~/// Google Scholar ›
79
Roemer,E/Managing Asymmetric Resource Dependence and Environmental Risk Rela- tionship by Real Options/Management Review/2004/15/89~106// Google Scholar ›
80
Rubinstein,A/Perfect Equilibrium in a Bargaining Model/Econometrica/1982/50/97~109// Google Scholar ›
81
Schweitzer, M. E/Promises and Lies: Restoring Violated Trust/Organizational Behavior and Human Decision Processes/2006/101/1~19// Google Scholar ›
82
Bargaining for Advantage/Shell,G.R/NY:Penguin Books./2006/~//2nd ed./ Google Scholar ›
83
Models of Man/Simon,H.A/New York:Wiley./1957/~/// Google Scholar ›
84
Difficult Conversations,How to Discuss What Matters Most/Stone,D./NY:Penguin Books./1999/~/// Google Scholar ›
85
Negotiations: Varieties, Contexts, Processes, and Social Order/Strauss,A/San Francisco, Jossey-Bass.//~/// Google Scholar ›
86
Susskind,L./What We Have Learned about Teaching Multiparty Negotiation/Negotiation Journal/2005//395~408// Google Scholar ›
87
Tenbrunsel, A. E/The Nego- tiation Matching Process: Relationships and Partner Selection/Organizational Behavior and Human Decision Processes/1999/80/252~283// Google Scholar ›
88
Thompson,L/Negotiation Behavior and Outcomes: Empirical Evidence and Theore- tical Issues/Psychological Bulletin/1990/108/515~532// Google Scholar ›
89
Thompson,L/Information Exchange in Negotiations/Journal of Experimental Social Psychology/1991/29/304~325// Google Scholar ›
90
Thompson,L/The Impact of Negotiation on Intergroup Relations/Journal of Experi- mental Social Psychology/1993/29/304~325// Google Scholar ›
91
The Mind and Heart of the Negotiator/Thompson,L/Upper Saddle River, NJ: Prentice Hall./2005/~//3rd ed/ Google Scholar ›
92
Thompson,L/The Big Bang: The Evolution of Negotiation Research/Academy of Management Executive/2004/18/113~117// Google Scholar ›
93
Thompson,L./The Bittersweet Feeling of Success: An Examination of Social Percenption in Negotiation/Journal of Experimental Social Psychology/1995/31/467~492// Google Scholar ›
94
Tinsley,C.H./Tough Guys finish last: The Perils of a Distributive Reputation/Organi- zational Behavior and Human Decision Processes/2002/88/621~642// Google Scholar ›
95
Tripp,T.M./An Eva- luation of Dependent Variables in Experi- mental Negotiation Studies: Impasse Rates and Pareto Efficiency/Organizational Behavior and Human Decision Processes/1992/51/273~295// Google Scholar ›
96
The Art of the Deal/Trump,D./NY:Random House./1992/~/// Google Scholar ›
97
Tversky,A./Rational Choice and the Framing of Decision/The Journal of Business/1986/59/251~278// Google Scholar ›
98
Getting Past No/Ury,W/NY: Bantam Books/1993/~/// Google Scholar ›
99
Valenzuela, A/The Role of Cultural Orientation in Bargaining Under Incomplete Information: Differences in Causal Attributions/Organi- zational Behavior and Human Decision Processes/2005/96/72~88// Google Scholar ›
100
Valley, K. L/A Matter of Trust: Effects of Communication on the Efficiency and Dis- tribution of Outcomes/Journal of Eco- nomic Behavior and Organizations/1998/34/211~238// Google Scholar ›
101
Van Kleef,G.A././Journal of Personality and Social Psychology/2006/91/124~142// Google Scholar ›
102
White,J.B./Face Threat Sen- sitivity in Negotiation: Roadblock to ag- reement and Joint Gain/Organizational Behavior and Human Decision Processes/2004/94/102~124// Google Scholar ›
103
White,S.B./Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, and Negotiator Aspirations/Organizational Be- havior and Human Decision Processes/1994/57/430~447// Google Scholar ›

협상교육, 무엇을 어떻게 가르칠 것인가: 미국 경영대학원의 협상교육 내용과 방법 분석을 통한 제언