Identification of negotiation tactics and strategies of Army negotiators
Besch, Thomas M.
Lamm, David V.
Adams, Rebecca J.
MetadataShow full item record
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.
RightsThis 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.
Showing items related by title, author, creator and subject.
Active shooter response: defensive tactics and tactical decision-making for elementary school teachers and staff Whitney, John A., IV (Monterey, California: Naval Postgraduate School, 2017-12);This study analyzes characteristics of Run, Hide, Fight and defensive tactics and tactical-based decision-making tools that can be modified and applied to enhance depth and breadth of preparedness. Specifically, the research ...
Highway security filling the void Russillo, Tracy S. (Monterey, California. Naval Postgraduate School, 2011-09);As a society dependent upon our highways, protecting them from the destructive tactics of terrorists is critical. If successfully attacked and destroyed, these critical highway infrastructures could isolate a community, ...
Two Taxonomies of Deception for Attacks on Information Systems Rowe, Neil C.; Rothstein, Hy S. (Monterey, California. Naval Postgraduate School, 2004-07);'Cyberwar' is information warfare directed at the software of information systems. It represents an increasing threat to our militaries and civilian infrastructures. Six principles of military deception are enumerated and ...