Earticle

초록

영어

Selecting the best supplier in weapon systems research and development(R&D) is one of the most important steps for program success. The R&D program is awarded to the company considering both the firm’s technology capability and pricing. The government uses Negotiation Process (NP) to select the best supplier. So, we need a systematic approach in negotiation to select the best supplier. The purpose of the paper is to use and analyze the NP using game theory that is being used widely in various areas. The paper says that NP in weapon systems R&D has many problems to be solved for efficient and successful program management. These problems are as follows: limited time, confusion in economic acquisition, poor preparation of strategies and alternatives, poor analysis of the company, excessive focus on short-term outcome, and poor methods in making sure of satisfactory performance. This paper shows that game-theoretic approach can aid in preparing for negotiation, setting up strategies, and analyzing the environment and results of the NP. Currently, there already are existing data that proves that the game-theoretic approach (equilibrium) can be useful in analyzing the NP.
Based on the study adapting game theory, this paper proposes many alternatives to improve the NP in weapon systems R&D. These alternatives include the necessity of setting-up effective strategies before negotiation,
flexibility to change game rule, adoption of multi-suppliers, and so on. This study contributes in a systematic approach toward successful NP in weapon systems R&D. In addition, this study can be applied to various areas such as non-weapon systems R&D and core technology R&D.

목차

Abstract
 1. 서론
  1.1 연구배경 및 목적
  1.2 사업자 선정 절차 및 중요성
  1.3 선행연구
 2. 협상과 게임이론
  2.1 협상의 구성요소와 성공조건
  2.2 연구개발사업의 협상과정 및 문제점
  2.3 게임 이론
 3. 게임이론 관점에서의 협상분석
  3.1 게임모형 Ⅰ (동시게임)
  3.2 게임모형 Ⅱ (순차게임)
  3.3 게임모형 Ⅲ (주인-대리인 게임)
 4. 개선방안
  4.1 실효성 있는 협상전략 수립
  4.2 사업 특성에 맞는 성과기반계약제도 활용
  4.3 게임자체를 변경할 수 있어야 한다
  4.4 융통성 있는 협상 대안 준비
 5. 결론
  5.1 연구요약 및 기대효과
  5.2 연구의 한계 및 과제
 참고문헌

키워드

저자

• 장희선 [ Jang, Hee Seon | 방위사업청 방산지원과 국산화계획담당 ] 교신저자

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