Experienced versus inexperienced negotiators
Stanley, Mark E.
Stone, Mark W.
Adams, Rebecca J.
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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.
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