Simulated negotiations: a measure of their effectiveness on negotiated outcome
Bennett, Robert John
Lamm, David V.
MetadataShow full item record
This research sought to determine what, if any, effect the buyer's engaging in preparatory simulated negotiations has on the negotiation outcome. If it were found that the buyer's engaging in preparatory simulated negotiation resulted in a significantly improved negotiation outcome during the actual negotiation, then the conduct of such preparatory simulated negotiation in DoD could enhance negotiator effectiveness. Toward making this determination, 139 negotiations involving students, Government, and industry participants were conducted at three schools, four DoD activities and four defense contractor facilities. The data collected from these negotiations included not only the prices negotiated, but also a qualitative assessment based on the respondents' answers to questionnaires. These data were then processed and analyzed using established statistical methods. Based on these analyses, it was concluded that buyers engaging in preparatory mock negotiation improved the negotiation outcome.
Approved for public release; distribution is unlimited
Showing items related by title, author, creator and subject.
FitzPatrick, Brian S. (Monterey, California. Naval Postgraduate School, 2001-09);This thesis analyzes the performance of midshipman at the United States Naval Academy who attended preparatory school prior to admission. Multivariate models are developed to estimate the effect of a preparatory school ...
Sist, Arno J. (Monterey, California. Naval Postgraduate School, 1994-06);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 ...
Johnston, John M.; Bornstein, Paul A. (Monterey, California: U.S. Naval Postgraduate School, 1964);The essential elements of a negotiation are examined. The formulation and solution of basic games are discussed. The negotiation process is formulated as a game in order to demonstrate the value of Game Theory in providing ...