The Effects of Personality and Simulated Negotiation on Negotiation Effectiveness

Abstract

This research sought to determine what, if any, effect the primary personality characteristics exhibited by contract negotiators have on negotiation outcome. Additionally, this research sought to determine what, if any, effect the buyer's engaging in preparatory mock negotiation has on negotiation outcome. If it were found that certain personality characteristics or buyer-seller personality similarity/dissimilarity correlated significantly with desirable negotiation outcomes, then knowledge of those characteristics or similarity/dissimilarity and their respective correlations with negotiation outcomes could enhance negotiator selection, training, and effectiveness in DOD. These data were then processed and analyzed using established statistical methods. Based on these analyses, it could be concluded neither that personality characteristics exhibited by the negotiators, nor that the buyer's engaging in preparatory mock negotiation affected negotiation outcomes significantly.

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Document Details

Document Type
Technical Report
Publication Date
Dec 01, 1978
Accession Number
ADA066357

Entities

People

  • John D. Mullen

Organizations

  • Naval Postgraduate School

Tags

Communities of Interest

  • Energy and Power Technologies
  • Space
  • Weapons Technologies

DTIC Thesaurus Topics

  • Acquisition
  • Business Administration
  • Contract Administration
  • Contracts
  • Data Analysis
  • Data Processing
  • Department Of Defense
  • Education
  • Employment
  • Government Procurement
  • Governments
  • Military Acquisition
  • Personality
  • Personnel Management
  • Procurement
  • Training
  • United States Government

Readers

  • Government Contracting/Procurement.
  • Psychometric Testing or Psychological Assessment.
  • Team-Based Human-Centered Cognitive Task Decision Making and Information Performance.