An Analysis of the Effect of Simulated Negotiation on Final Negotiated Results.
Abstract
The prime objective of the thesis was to determine the effect of simulation on negotiated outcomes in DoD procurement. The objective was separated into three sub-objectives: To compile a raw data base composed of results obtained from negotiations; To draw general conclusions based upon the data obtained; and, To apply the results obtained after testing the data to the contract negotiation procedures and policies as they exist today. A secondary objective was to measure the effects personal background variables may have on negotiation outcomes.
Document Details
- Document Type
- Technical Report
- Publication Date
- Mar 07, 1973
- Accession Number
- AD0760093
Entities
People
- Robert C. Brosius
- Steven R. Erickson
Organizations
- Air Force Institute of Technology