Simulated negotiations: a measure of their effectiveness on negotiated outcome
Bennett, Robert John
Lamm, David V.
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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.
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