Accession Number : ADA258203


Title :   Examination of Psychological Type and Preferred Negotiation Tactics and Strategies of Contract Negotiators


Descriptive Note : Master's thesis


Corporate Author : AIR FORCE INST OF TECH WRIGHT-PATTERSON AFB OH SCHOOL OF SYSTEMS AND LOGISTICS


Personal Author(s) : Hebert, John P ; Meade, Alan J


Full Text : https://apps.dtic.mil/dtic/tr/fulltext/u2/a258203.pdf


Report Date : Sep 1992


Pagination or Media Count : 175


Abstract : This research identified the psychological types of government and industry contract negotiators and determined whether their preference for using negotiation tactics and strategies were correlated with their respective psychological types. A survey consisting of the Myers-Briggs Type Indicator (MBTI) and a questionnaire concerning use of negotiation tactics and strategies was mailed to 2,000 contracting professionals of the National Contract Management Association (NCMA). During May and June 1992, 627 usable surveys were received. The MBTI results were paired with the responses to the negotiation tactics and strategies questionnaire. These results were analyzed on a microcomputer using the DBase IV, Excel, and Statistix software packages to calculate mean, standard deviation, chi-square, and comparisons of means with test of hypothesis (z-test). Analysis of the data concludes that industry negotiators use tactics and strategies more frequently than government negotiators. Statistically significant differences were noted between industry and government negotiators on 20 out of 33 tactics and five out of eleven strategies. Statistically significant differences were noted between personality functional types.


Descriptors :   *CONTRACTS , *MANAGEMENT , *SURVEYS , *NEGOTIATIONS , INDUSTRIES , COMPARISON , STANDARDS , PSYCHOLOGY , QUESTIONNAIRES , PERSONALITY , BARGAINING , STANDARD DEVIATION , INDICATORS , MICROCOMPUTERS , RESPONSE , THESES , ORGANIZATIONS , STRATEGY


Subject Categories : Administration and Management
      Personnel Management and Labor Relations
      Test Facilities, Equipment and Methods


Distribution Statement : APPROVED FOR PUBLIC RELEASE