Earticle

초록

영어

Korea had many chances to acquire the required defense technology and to manufacture components by offset program. The number of available offset items and its proportion have been increasing sinse the revision of the relevant regulations in 2009. To make full advantage of these changes, it is important to implement offset negotiations strategically. Many organizations are proactive to participate in the offset negotiation process. In this research, we analyze the offset negotiation process with two-level game theory and derive some influence factors as they may affect the negotiator's. Based on the results, we propose some negotiation strategies to help offset negotiators make progress it favorably. As the conclusion, we propose that a systematic definition of the offset negotiation process should consist of four stages: planning, implementation, mediation, and agreement.

목차

Abstract
 1. 서론
 2. 양면게임이론
  2.1 개념과 의의
  2.2 윈셋의 결정
 3. 절충교역협상의 영향요인
  3.1 절충교역의 협상과정
  3.2 윈셋의 영향요인
 4. 절충교역의 협상전략
  4.1 사업추진의 협조
  4.2 성과지향 업무추진
  4.3 인센티브의 제공
  4.4 경쟁상황의 조성
  4.5 협상과정의 종합
 5. 결론
 참고문헌

키워드

저자

• 홍석수 [ Hong, Seok Soo | 국방기술품질원 기술평가팀 연구원 ] 교신저자
• 이재석 [ Lee, Jae Seok | 국방기술품질원 기술평가팀 선임연구원 ]
• 정태윤 [ Joung, Tae Yun | 국방기술품질원 기술평가팀 선임기술원 ]

참고문헌

발행기관

간행물

표지보기 관심저널 등록

• 간행물명

  한국방위산업학회지 [Journal of the Korean Association of Defense Industry Studies]

• 간기

  연3회

• pISSN

  1738-6144

• 수록기간

  2000~2025

• 등재여부

  KCI 등재

• 십진분류

  KDC 390 DDC 355