The Effects of Personality and Simulated Negotiation on Negotiation Effectiveness
NAVAL POSTGRADUATE SCHOOL MONTEREY CA
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This research sought to determine what, if any, effect the primary personality characteristics exhibited by contract negotiators have on negotiation outcome. Additionally, this research sought to determine what, if any, effect the buyers engaging in preparatory mock negotiation has on negotiation outcome. If it were found that certain personality characteristics or buyer-seller personality similaritydissimilarity correlated significantly with desirable negotiation outcomes, then knowledge of those characteristics or similaritydissimilarity and their respective correlations with negotiation outcomes could enhance negotiator selection, training, and effectiveness in DOD. These data were then processed and analyzed using established statistical methods. Based on these analyses, it could be concluded neither that personality characteristics exhibited by the negotiators, nor that the buyers engaging in preparatory mock negotiation affected negotiation outcomes significantly.
- Government and Political Science
- Logistics, Military Facilities and Supplies