学会誌・資料 Journal

日本知財学会誌 第7巻第2号掲載

交渉学研究に基づく,戦略的提携における交渉人材の育成
Development for a Negotiator in the Strategic Alliance in Accordance with the Research for Negotiation Theory


一色 正彦
Masahiko Isshiki

日本知財学会誌 Vol.7 No.2 p.45-53(2010-11-20)
Journal of Intellectual Property Association of Japan Vol.7 No.2 p.45-53(2010-11-20))

<要旨>
産官学,企業間,コンテンツビジネス等の事業分野における戦略的提携では,利害関係の対立や条件の相違という問題を解決し,創造的選択肢を生み出せる交渉が成功の鍵となる.このような交渉においては,立案した戦略的な交渉シナリオを実現できる人材の育成が重要である.本稿では,交渉学研究に基づく,交渉人材の育成について,育成の方法論と実施例,および継続学習意欲の分析例を紹介する.そして,交渉人材の育成に関する課題と今後の可能性について,論じたい.
<Abstract>
When it comes to the strategic alliance in the field among Industry, Academia, and Government, between the corporations, and in the field of the contents business, key factor for success to solve the problem on conflict between its advantage and disadvantage and its own favorable provisions is on how the creative options can be made between the parties in such negotiation. In this kind of negotiation, it is an important to develop a negotiator to realize a strategic scenario for the negotiation in advance. This thesis shows an example of the methodology and development for a negotiator in accordance with negotiation theory and considers the existing concerned subjects and the future possibility in relation to development for a negotiator.

<キーワード>
交渉学,人材育成,戦略的提携,創造的選択肢,学習意欲
<Keywords >
Negotiation Theory, Development of person, Strategic alliance, Creative Option, the will to learn