Experienced Versus Inexperienced Negotiators.

Abstract

This research continues the work started by Patrick James Fitzsimmons in studying how experienced and inexperienced negotiators view and employ strategy, tactics, and ethics in pursuing their interests. The research was based on mock negotiations held at The Naval Postgraduate School for third quarter students studying Acquisition and Contract Management Generally, the study found both experienced and inexperienced negotiators assume a cooperative approach to the negotiation process with the inexperienced group being a bit less flexible in their bargaining positions. There was no discernible differences in the ethical perspectives between the two groups. Generally the findings of this study corroborate the findings of Fitzsimmons' thesis.

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Document Details

Document Type
Technical Report
Publication Date
Jun 01, 1995
Accession Number
ADA302786

Entities

People

  • Mark E. Stanley

Organizations

  • Naval Postgraduate School

Tags

Communities of Interest

  • Weapons Technologies

DTIC Thesaurus Topics

  • Acquisition
  • Agreements
  • Bargaining
  • Business Administration
  • California
  • Contracts
  • Education
  • Government Procurement
  • Governments
  • Information Exchange
  • Language
  • Negotiations
  • New York
  • Procurement
  • Statistical Analysis
  • Students
  • Training

Fields of Study

  • Psychology

Readers

  • Brain and Cognitive Science; Experimental Psychology; Cognitive Neuroscience
  • Military History of the United States in the 20th Century.
  • Organizational Psychology.