Publication:
Communication apprehension and contract negotiations

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Authors
Batt, Daniel C.
Subjects
Advisors
Thomas, Gail Fann
Lamm, David V.
Date of Issue
1996-12
Date
December, 1996
Publisher
Monterey, California. Naval Postgraduate School
Language
en_US
Abstract
Little research exists in the area of the effects of CA on contract negotiations. This study explores communication apprehension as it relates to contract negotiations. First, it identifies levels of communication apprehension among contract negotiators. Second, it identifies the variables that affect one's CA level prior to and during contract negotiations those factors or situations that raise or lower one's CA level including preparation, technical support, changes, and opponents' attitude. Third, it identifies how to assist those with a high CA level by citing various techniques used to lower one's CA level.
Type
Thesis
Description
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Format
xiv, 116 p.
Citation
Distribution Statement
Approved for public release; distribution is unlimited.
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