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dc.contributor.advisorLamm, David V.
dc.contributor.authorBennett, Robert John
dc.dateDecember 1991
dc.date.accessioned2013-02-15T23:33:53Z
dc.date.available2013-02-15T23:33:53Z
dc.date.issued1991-12
dc.identifier.urihttp://hdl.handle.net/10945/28535
dc.descriptionApproved for public release; distribution is unlimiteden_US
dc.description.abstractThis 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.en_US
dc.description.urihttp://archive.org/details/simulatednegotia00benn
dc.format.extent190 p.en_US
dc.language.isoen_US
dc.publisherMonterey, California. Naval Postgraduate Schoolen_US
dc.rightsThis publication is a work of the U.S. Government as defined in Title 17, United States Code, Section 101. As such, it is in the public domain, and under the provisions of Title 17, United States Code, Section 105, may not be copyrighted.en_US
dc.titleSimulated negotiations: a measure of their effectiveness on negotiated outcomeen_US
dc.typeThesisen_US
dc.contributor.secondreaderZirschky, Stephen
dc.contributor.corporateNaval Postgraduate School (U.S.)
dc.contributor.departmentDepartment of Administrative Sciences
dc.subject.authorNegotiationen_US
dc.subject.authorSimulated negotiationen_US
dc.subject.authorMock negotiationen_US
dc.subject.authorNegotiation effectivenessen_US
dc.subject.authorPreparation for negotiationen_US
dc.subject.authorRole-playingen_US
dc.description.serviceLieutenant, United States Navyen_US
etd.thesisdegree.nameM.S. in Managementen_US
etd.thesisdegree.levelMastersen_US
etd.thesisdegree.disciplineManagementen_US
etd.thesisdegree.grantorNaval Postgraduate Schoolen_US


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