Communication Apprehension and Contract Negotiations.

Abstract

Little research exists in the area of the effects of CA on contract negotiations. This study explores communication apprehension as it relates to contract negotiations. First, it identifies levels of communication apprehension among contract negotiators. Second, it identifies the variables that affect one's CA level prior to and during contract negotiations those factors or situations that raise or lower one's CA level including preparation, technical support, changes, and opponents' attitude. Third, it identifies how to assist those with a high CA level by citing various techniques used to lower one's CA level.

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Document Details

Document Type
Technical Report
Publication Date
Dec 01, 1996
Accession Number
ADA326618

Entities

People

  • Daniel C. Batt

Organizations

  • Naval Postgraduate School

Tags

Communities of Interest

  • Human Systems

DTIC Thesaurus Topics

  • Air Force
  • Contract Administration
  • Contractors
  • Contracts
  • Education
  • Governments
  • Literature Surveys
  • Management Personnel
  • Negotiations
  • Personality
  • Personnel Management
  • Psychology
  • Social Sciences
  • Statistics
  • Students
  • Training
  • United States

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  • Strategic Security Studies
  • Systems Analysis and Design