Learning styles of government and industry negotiators: an analysis
Hayward, John Alan
Lamm, David V.
Adams, Rebecca J.
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This research sought to identify and compare the predominant learning styles of Government versus Industry negotiators using the Kolb Learning Style Inventory. Additionally it sought to identify and analyze differences and similarities between Government Procuring Contracting Officers (PCOS) and Administrative Contracting Officers (ACOs), Government versus Industry negotiators, and by variances due to educational background. The Kolb Learning Style Inventory is a self descriptive iuestionnaire designed to measure individual emphasis on four learning abilities: concrete experience (CE), reflective observation (RO), abstract conceptualization (AC), and active experimentation (AE). A total of 473 Government and 153 Industry contract negotiators responded to a survey which was designed to allow analysis based on age, education, experience, and negotiation authority. Results for Govemnnet and Industry were presented separately, then compared. Based upon these analyses, it was concluded that Governmnet PCOs are Convergers (favor CE and AE), ACOs are Accommodators (favor CE and AE), and Industry negotiators are Assimilators (favor AC and RO). As education, experience, age, and negotiation authority increase so do preferences for active (AE) and abstract (AC) learning traits.
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