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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Fitzsimmons, Patrick J. (Monterey, California: Naval Postgraduate School, 1990-12);The negotiation process is one of conflict resolution. It is a process whereby parties come together and attempt to reach an agreement that is of mutual benefit to each and that will establish the framework for future ...
Theodosiou, Ioannis E. (Monterey, California. Naval Postgraduate School, 2006-06);This research examines the interaction of groups in the environment of international contract negotiations. The thesis addresses psychological aspects of negotiation, such as roles of social relationships, egocentrism, ...
Bennett, Robert John (Monterey, California. Naval Postgraduate School, 1991-12);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 ...