論權力在談判中之運用─理論與個案探討

Abstract

中文摘要 權力在人群組織活動中扮演非常重要的角色。在分工的組織生活中，處處可以感受到規範與制度性權力的存在。從權力觀點分析人群組織行為，常常可以有更深層的洞察。而人群社會互動關係中，為爭奪資源及利益的分配，必然產生衝突與合作的競合關係。隨著文明的演進，除非少數以暴力方式解決問題外，大多係以談判方式解決。談判是將各種不同觀點整合成一個共同觀點的共同決策過程。在權力不對稱的談判過程中，透過權力妥適的戰略及戰術運用，可以使弱方面對強方時亦可以獲得較佳之談判結果。 本論文經由對權力概念的理論與實務運用探討，結合談判理論模型及策略與戰術分析，研究了四個重要的個案。研究發現談判過程中權力的運用成敗，決定談判結果的得與失。本研究之目地係透過對權力概念的進一步瞭解，及其在人際間、組織間以及國家間所扮演的角色，探討其在各種談判過程的運用。除了瞭解權力本質之外，透過理論與實務之探討，瞭解如何運用權力於談判。並在案例分析中得到進一步的洞察，以便在實務工作中得到幫助。 本論文先行探討權力的本質，說明權力概念的各種理論，權力的特性、變形與結合運用。繼而論述談判之理論類型、策略與戰術。權力在談判中之策略及戰術運用，最後則以權力及談判策略及戰術理論，深入分析慕尼黑協定談判、古巴危機談判、美國與加拿大自由貿易協定以及兩岸間ECFA談判。 經由對於權力本質的探討，以及談判模式及策略理論研析，再以上述四個案例深入分析，發現對於實務談判者從事談判工作時，可以更深入瞭解在談判中如何以最好的方式運用權力，獲致有利的談判結果。弱方可以經由良好的策略及技巧的談判戰術，資源的有效動員，與第三方結盟或其他策略運用增強己方權力，從而改變對己方不利的權力關係。而強方在瞭解權力本質後，將更能有效的運用權力於談判。經由利益交換及創造，不僅強方本身獲取比談判前更多資源，而弱方也能獲得比未談判前更多的利益。達到各方都贏的談判。 關鍵字：權力;談判;策略;戰術;慕尼黑協定;古巴危機;自由貿易協定；經濟合作架構協議

THESIS ABSTRACT Executive MBA Program in Senior Public Administration College of Management National Taiwan University NAME： Huang , Chien-Liang MONTH/YEAR：January, 2010 ADVISER：Professor Chen, Chia-Shen TITLE：The Application of Power in Negotiation─The Study of Theories and Cases Power plays a very important role in human society, which includes organizational behavior and negotiation process. In an institutional society with division of labor, the existence of norms and institutional power is ubiquitous.To analyze the organizational behavior via the lens of power often brings us some deeper insights. The social interaction of people in the competition for resources and the distribution of benefits would inevitably produce a competing relationship of conflict and cooperation. As the civilization evolved, most of the conflicting problems were solved through the negotiations except few being settled by the violent means. Negotiation is a joint decision making process which integrates a variety of different viewpoints into a consensus. In an asymmetric power negotiation, the weaker parties could negotiate a better outcome through the effective use of power strategies and tactics. In this thesis, four important cases have been probed by using the analytical framework of the concept of power in theory and practice, combining the theoretical models and negotiation strategies and tactics. It is found that the gains or the losses of the outcome were decided by success or failure of the use of power in the negotiation process. The purpose of the present study is to explore the role of power, which played in the interpersonal, inter-organizational as well as international relationship, and to explore its application in various negotiation processes. One can learn how to use the power in the negotiation process through the exploration of theory and practice. It is hoped that further insights could be gained and applied for the real works. This thesis first probes the nature of power and illustrates the power concepts in various theories, features of power, and the use of power in its deformation and combination of forms. Then, the discussions touch upon the types of negotiation theory, strategy and tactics and the strategic and tactical use of power in the negotiation process. Finally, the theories of power and the negotiation strategies and tactics are used to analyze the Munich Agreement negotiation, the Cuban Missile Crisis negotiation, the US and Canada FTA consultations as well as the Cross-strait ECFA talks. Through the exploration of the nature of power, the studies of the theories of negotiation models and strategies and in-depth analysis of the above-mentioned four cases, we found that those who engaged in the practical negotiation could learn how to negotiate further and apply the power in the best way to obtain a favorable outcome. The weaker party could enhance its own power through the effective use of negotiation strategies and skills, the effective mobilization of resources and the third party alliances or the other strategies so as to change its own weaker power position. The stronger party would apply power more effectively in the negotiation while understanding the nature of power. Through the exchange and creation of interests, not only the stronger party could gain more interests than the pre-negotiation, the weaker party could also get more benefits than those without negotiation and reached an all parties win negotiation. Keywords: power;negotiation;strategy;tactics;Munich Agreement;the Cuban Crisis;FTA;ECFA