Simulated Negotiations: A Measure of Their Effectiveness on Negotiated Outcome

Abstract

This research sought to determine what, if any, effect the buyer's engaging in preparatory simulated negotiation has on the negotiation outcome. If it were found that the buyer's engaging in preparatory simulated negotiation resulted in a significantly improved negotiation outcome during the actual negotiation, then the conduct of such preparatory simulated negotiation in DOD could enhance negotiator effectiveness. Toward making this determination, 139 negotiations involving students, Government, and industry participants were conducted at three schools, four DOD activities and four defense contractors's facilities. The data collected from these negotiations included not only the prices negotiated, but also a qualitative assessment based on the respondents' answers to questionnaires. These data were then processed and analyzed using established statistical methods. Based on these analyses, it was concluded that buyers engaging in preparatory mock negotiation improved the negotiation outcome.

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Document Details

Document Type
Technical Report
Publication Date
Dec 01, 1991
Accession Number
ADA246017

Entities

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  • Robert J. Bennett

Organizations

  • Naval Postgraduate School

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  • Weapons Technologies

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  • Acquisition
  • Commerce
  • Contract Administration
  • Contracts
  • Data Analysis
  • Department Of Defense
  • Employment
  • Experimental Design
  • Government Procurement
  • Governments
  • Management Personnel
  • Military Acquisition
  • Personnel Management
  • Psychology
  • Students
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  • United States

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