Presentation of the Letter of Offer and Acceptance to Iran for the F-16: A Case Study.
Abstract
The sheer dollar volume of the Foreign Military Sales (FMS) program coupled with the intricate methodology involving practically all levels of the Federal Government have increased the importance of properly managed FMS. In a previous thesis by Captain Robert Materna, in 1976, four problem factors were identified during the process of drawing up the Letter of Offer and Acceptance. This research attempts to validate that study using a case study approach involving the sale of 160 F-16s to Iran. During the research the problem factors were expanded to include three more developed by the authors. The details of the sale were described structured around various FMS phases and management tools. The negotiations were then analyzed by phase and specific problem factor to provide the reader an insight into the potential problems of an FMS sale. Finally, a series of recommendations were made to help future managers deal with some of the potential problem areas in FMS sales. The research concludes that further emphasis is still required in managing this important instrument of foreign policy. (Author)
Document Details
- Document Type
- Technical Report
- Publication Date
- Jun 01, 1979
- Accession Number
- ADA082234
Entities
People
- Gregory J. Niemiec
- James M. Mcclaughtery
Organizations
- Air Force Institute of Technology