策略談判人員職能模型之研究：看奧會模式談判歷程

Abstract

摘要 各行各業甚至體育界都有需要談判的時候。眾所周知的例子就是我國體壇目前使用的「奧會模式」。奧會模式是當年國際談判的產物，適用於奧林匹克活動架構下的所有體育運動組織。本研究旨在經由奧會模式談判歷程的觀點來探討策略談判人員的職能，進而建構策略談判人員職能模型。本研究訪談了參與奧會模式及體育事務談判的人員，以及參與加入世界貿易組織、亞太經濟合作會議，和經濟合作發展組織等國際組織談判的相關人員，強化本研究有關談判資料的內容。 本研究結論得出建構策略談判人員職能模型，計可涵括十二項主要職能如下：(1)行動導向，此一職能讓談判者能達成目標並訂定務實可行的解決方案；(2)主動性：談判人員應自動自發，並瞭解自己的優缺點，能採取主動達成組織目標；(3)人際關係影響力，發展人際網絡暨夥伴關係，具備說服他人的能力；(4)認知能力促使談判人員得以判斷分析組織優勢及劣勢，開發相關領域的技術、專業及管理知能；(5)彈性與適應性使談判人員隨時迎接變化，調整行為與作業方式，因應變動和意外挑戰；(6)溝通技巧協助談判人員有條不紊的表達意見及事實；(7)衝突管理能力使談判人員得以正面具建設性的態度解決衝突、紛爭及歧見；(8)管理技巧與領導統禦能力促使能與他人協調並評量進度；(9)開發他人能力得以激發並教導團隊成員達成目標；(10)建構團隊能力使談判人員有能力打造及管理團隊；(11)個人特性有助於談判的進行；(12)公共關係有助於與媒體建立良好關係及促進溝通的效益。

ABSTRACT Negotiation happens in all walks of life, even in sport community. The very example in sport affairs is the currently implemented “Olympic Mode”, which is the product of negotiation that applies to all sports organizations under the roof of the Olympic Movement. This study attempts to explore the competencies of a strategic negotiator from the perspective of Olympic Mode, and to build the competency model for strategic negotiator. Interviews with experienced negotiators in the said Olympic Mode and sport issues, as well as in accession to World Trade Organization (WTO), Asia Pacific Economic Cooperation (APEC) or other international organizations, such as Organization for Economic Cooperation and Development (OECD) to consolidate the data for negotiation.

The study concluded with the competency model for strategic negotiator built on basis of the general competencies of negotiator in twelve major competencies: (1) action orientation, enabling a negotiator to accomplish the goals and work out practical and feasible solutions; (2) initiative: the negotiator shall be self-motivated and recognize own strengths and weakness and take initiative to accomplish organizational goals; (3) relational influence: to develop networks and partnership and persuade others; (4) cognitive ability allows the negotiator to diagnose and analyze the organizational advantage and disadvantage and to develop technical, professional and managerial expertise in related subjects; (5) flexibility and adaptability enable the negotiator to remain open to change, and adapt behavior and work methods in response to the change or unexpected challenges; (6) communication sills will help the negotiator to effectively express ideas and facts in organized manner; (7) conflict management allows the negotiator to resolve conflict, confrontations and disagreement in a positive and constructive manner; (8) managerial skills and leadership help the negotiator to coordinate with others and evaluate the progress; (9) developing others can motivate and coach teammate toward goal accomplishment; (10) team building allows the negotiator to build a workforce and manage group process; (11) personal effectiveness can facilitate the undertakings of negotiation; (12) public relations can establish the rapport with media and facilitate communication with media and press.

Keywords: negotiation, competency, competency model, Olympic Movement, Olympic Mode