Analysis of Strategy and Tactics Employed in Contract Negotiations.
Abstract
The study conducted in exploration into the awareness and agreement among procurement personnel regarding strategy and tactics employed in Air Force contract negotiations. The proposition concerning agreement among upper and lower level managers with ragard to strategy was supported statistically, but not practically. A higher level of agreement was indicated, however, among upper level managers than lower level managers. Additional research is recommended into the impact which managers of other functional areas interfacing with procurement managers have on the strategic issues bearing on contract negotiations. (Modified author abstract)
Document Details
- Document Type
- Technical Report
- Publication Date
- Aug 01, 1974
- Accession Number
- AD0785957
Entities
People
- Harvey A. Marshall
- Robert J. Pratt
Organizations
- Air Force Institute of Technology