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dc.contributor.advisorThomas, Gail Fann
dc.contributor.advisorLamm, David V.
dc.contributor.authorBatt, Daniel C.
dc.dateDecember, 1996
dc.date.accessioned2013-04-30T22:03:50Z
dc.date.available2013-04-30T22:03:50Z
dc.date.issued1996-12
dc.identifier.urihttp://hdl.handle.net/10945/31953
dc.description.abstractLittle 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.en_US
dc.description.urihttp://archive.org/details/communicationppr1094531953
dc.format.extentxiv, 116 p.en_US
dc.language.isoen_US
dc.publisherMonterey, California. Naval Postgraduate Schoolen_US
dc.titleCommunication apprehension and contract negotiationsen_US
dc.typeThesisen_US
dc.description.recognitionNAen_US
dc.description.serviceU.S. Marine Corps (U.S.M.C.) authoren_US
etd.thesisdegree.nameM.S. in Managementen_US
etd.thesisdegree.levelMastersen_US
etd.thesisdegree.disciplineManagementen_US
etd.thesisdegree.grantorNaval Postgraduate Schoolen_US
dc.description.distributionstatementApproved for public release; distribution is unlimited.


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