Experienced versus inexperienced negotiators
Loading...
Authors
Stanley, Mark E.
Subjects
Advisors
Stone, Mark W.
Adams, Rebecca J.
Date of Issue
1995-06
Date
June 1995
Publisher
Monterey, California. Naval Postgraduate School
Language
en_US
Abstract
This research continues the work started by Patrick James Fitzsimmons in studying how experienced and inexperienced negotiators view and employ strategy, tactics, and ethics in pursuing their interests. The research was based on mock negotiations held at The Naval Postgraduate School for third quarter students studying Acquisition and Contract Management Generally, the study found both experienced and inexperienced negotiators assume a cooperative approach to the negotiation process with the inexperienced group being a bit less flexible in their bargaining positions. There was no discernible differences in the ethical perspectives between the two groups. Generally the findings of this study corroborate the findings of Fitzsimmons' thesis.
Type
Thesis
Description
Series/Report No
Department
Management
Organization
Identifiers
NPS Report Number
Sponsors
Funding
NA
Format
117 p.
Citation
Distribution Statement
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.