Identification of negotiation tactics and strategies of Army negotiators
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Authors
Besch, Thomas M.
Subjects
Negotiation
Tactics
Strategies
Tactics
Strategies
Advisors
Lamm, David V.
Date of Issue
1992-12
Date
December 1992
Publisher
Monterey, California. Naval Postgraduate School
Language
en_US
Abstract
This research examines the tactics and strategies used most frequently by 138 Army negotiators randomly selected from throughout the continental United States. Respondents selected from 32 tactics those which they used most often, and those which they felt industry used most often against them. Respondents also rank ordered ten strategies according to the frequency in which they were used, and the order in which they preferred their use. The strategies were also examined for preference under five different contract situations. The survey questionnaire method was used to collect information of demographics, and negotiator's use of tactics and strategies. Frequency distributions, Kendall Tau, and the Spearman rank correlation tests were used to examine tactics and strategies for preference of use and to test for agreement. Analysis indicates that Army negotiators employ tactics and strategies that rely on statistical analysis, and negotiate in as professional and straightforward a manner as possible. However, evidence indicated that an adversarial relationship exists between Government and industry.
Type
Thesis
Description
Series/Report No
Department
Department of Administrative Sciences
Organization
Naval Postgraduate School
Identifiers
NPS Report Number
Sponsors
Funder
Format
102 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.