Experienced versus inexperienced negotiators
Stanley, Mark E.
Stone, Mark W.
Adams, Rebecca J.
MetadataShow full item record
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.
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.
Helzer, Erik G.; Myers, Christopher G.; Fahim, Christine; Sutcliffe, Kathleen M.; Abernathy, James H. (Association of American Medical Colleges, 2020-07);This initial, exploratory study on gender bias in collaborative medical decision making examined the degree to which physicians' reliance on a team member's patient care advice differs as a function of the gender of the ...
An Enterprise Model of Rising Ship Costs: Loss of Learning Due to Time between Ships and Labor Force Instability Summerville, Jessica R.; Cullis, Bethia L.; Druker, Eric R.; Rutledge, Gabriel B.; Braxton, Peter J.; Coleman, Richard L. (2007-04-01); NPS-AM-07-036Since the end of the Cold War, the perceived need for Navy ships has dropped, and so the shipbuilding budget has dropped. Seemingly coincidental with this budgetary pressure, and perversely aggravating the problem, ship ...
Mushayavanhu, Pinias Rabson (Monterey, California. Naval Postgraduate School, 1994-09);Almost all of the human resources management problems experienced in the Zimbabwean public sector today are related to the lack of qualified personnel. The expansion of government into "development" ...