Personal Characteristics of Air Force Contract Negotiators.

Abstract

This research resulted in a rank-ordered list of 27 personal characteristics in terms of relative importance of each characteristic to a successful Air Force contract negotiator. Surveys were sent to three major Air Force Systems Command organizations and distributed to selected experienced negotiators. The 27 personal characteristics were scored by each respondent as to the importance of each characteristic to a successful negotiator. These findings were then correlated among the three organizations to determine if there was a consistent rank-ordering. The results did show high correlation. An overall rank-ordered list was derived for possible use in the selection and training of Department of Defense contract negotiators. (Author)

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Document Details

Document Type
Technical Report
Publication Date
Jun 01, 1977
Accession Number
ADA045213

Entities

People

  • James G. Bearden
  • John C. Chipman

Organizations

  • Air Force Institute of Technology

Tags

Communities of Interest

  • Weapons Technologies

DTIC Thesaurus Topics

  • Air Force
  • Business Administration
  • Contractors
  • Contracts
  • Department Of Defense
  • Education
  • Engineering
  • Government Procurement
  • Governments
  • Literature Surveys
  • New York
  • Personality
  • Personnel Management
  • Procurement
  • Psychology
  • Social Psychology
  • Training

Readers

  • Auditory Neuroscience/Auditory Physiology.
  • Defense Financial Management and Audit.
  • Psychometric Testing or Psychological Assessment.