Identification of Personal Characteristics of Air Force Contract Negotiators.

Abstract

This thesis focuses on the problem of identifying and rank-ordering the most important characteristics of Air Force contract Negotiators. It addresses the underlying issue that the selection process for Air Force contract negotiators may be improved by identifying important personal characteristics of negotiators. The literature in the negotiation area was reviewed and then the Delphi technique for data collection was examined. The most important personal characteristics contract negotiators identified in this effort were drawn from active duty Air Force procurement personnel serving in ASD. A consensus about the most important background variables was reached using two rounds of questionnaires. Among the conclusions of this research is a contention that the Air Force needs to look at other characteristics besides education and experience when selecting their negotiators. Further, it is suggested that Air Force policy for procurement personnel needs to be modified so as to give the negotiator a distinct AFSC within the procurement career field.

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Document Details

Document Type
Technical Report
Publication Date
Sep 01, 1976
Accession Number
ADA032362

Entities

People

  • Russell V. Whitley
  • Theodore J. Novak Jr.

Organizations

  • Air Force Institute of Technology

Tags

Communities of Interest

  • Biomedical
  • Weapons Technologies

DTIC Thesaurus Topics

  • Air Force
  • Air Force Procurement
  • Business Administration
  • Civilian Personnel
  • Commerce
  • Contractors
  • Contracts
  • Delphi Method
  • Education
  • Government Procurement
  • Governments
  • Industrial Engineering
  • Logistics Management
  • Management Personnel
  • Negotiations
  • Personnel Management
  • Procurement

Readers

  • Aerospace logistics and air mobility.
  • Naval Personnel Management
  • Psychometric Testing or Psychological Assessment.