Understanding and avoiding the contract negotiation impasse
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Authors
Sist, Arno J.
Subjects
NA
Advisors
Lamm, David V.
Adams, Rebecca J.
Date of Issue
1994-06
Date
June 1994
Publisher
Monterey, California. Naval Postgraduate School
Language
en_US
Abstract
Negotiation is an integral part of everyday life. It is a process whereby parties come together and attempt to reach an agreement that is of mutual benefit and that sets the framework for future dealings. While the goal of any contract negotiation is to reach an agreement .. there are instances when, for various reasons, negotiations reach an impasse. The consequences can be serious for both DOD and industry. If a negotiation associated with developing and/or fielding a major weapon system breaks down, DOD's ability to meet mission goals is adversely affected. Likewise, the impasse can threaten the fmancial health of the prospective prime contractor and associated subcontractors, weakening the defense industrial base. This thesis developed an understanding of the factors which contribute to the occurrence of a contract negotiation impasse, and how a knowledge of these factors may be utilized to avoid the impasse and improve the negotiation process. The research focused on DOD and defense industry practicing contract negotiators.
Type
Thesis
Description
Series/Report No
Department
Organization
Naval Postgraduate School (U.S.)
Identifiers
NPS Report Number
Sponsors
Funding
Format
143 p.
Citation
Distribution Statement
Approved for public release; distribution is unlimited.
Rights
This publication is a work of the U.S. Government as defined in Title 17, United States Code, Section 101. Copyright protection is not available for this work in the United States.