Analysis of Negotiation Effectiveness within Aeronautical Systems Division of Air Force Systems Command.

Abstract

This research examined effectiveness in the negotiation process within the Aeronautical Systems Division (ASD) of the Air Force Systems Command. The goals of ASD contract negotiations were identified along with the aids and constraints to effective contract negotiations. In addition, several factors which may impact negotiation effectiveness were analyzed to determine their applicability to ASD contract negotiations. The survey questionnaire was used to gather data from a random sample of 141 ASD contract negotiators and their supervisors. The negotiation personnel graded a list of possible goals and lists of aids and constraints to effective negotiation using a one to five Likert scale. The average scores were used to rank order the data for the total sample and for subgroups within the sample. For analysis, the data were sorted by position, age, and negotiation experience. The respondents also answered questions regarding factors identified by negotiation experts which may impact negotiation effectiveness.

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Document Details

Document Type
Technical Report
Publication Date
Sep 01, 1987
Accession Number
ADA188096

Entities

People

  • William R. Horton

Organizations

  • Air Force Institute of Technology

Tags

Communities of Interest

  • Human Systems
  • Materials and Manufacturing Processes
  • Weapons Technologies

DTIC Thesaurus Topics

  • Abstracts
  • Air Force
  • Business Administration
  • Commerce
  • Contracts
  • Data Analysis
  • Department Of Defense
  • Employment
  • Human Behavior
  • Law
  • Literature Surveys
  • Management Personnel
  • Negotiations
  • Organizational Structure
  • Personnel Management
  • Students
  • Test And Evaluation

Readers

  • Library and Information Science
  • Organizational Psychology.