Accession Number:

ADA160835

Title:

Identification of Negotiation Tactics and Strategies of Air Force Contract Negotiators

Descriptive Note:

Master's thesis

Corporate Author:

AIR FORCE INSTITUTE OF TECHNOLOGY WRIGHT-PATTERSON AFB OH SCHOOL OF SYSTEMS AND LOGISTICS

Report Date:

1985-09-01

Pagination or Media Count:

143.0

Abstract:

This thesis determined the negotiating tactics and strategies used most often by 278 Air Force Systems Command contract negotiators. The negotiators were also asked to rank the strategies by preference under five controlling variables contract type, dollar amount, type of action, type of program, and degree of competition. The survey questionnaire method was used to gather data from Air Force Systems Command buying divisions at Hanscom AFB MA, Eglin AFB FL, Wright-Patterson AFB-OH, and Los Angeles AFS CA. The data was analyzed using the Statistical Package for the Social Sciences SPSS software program employing Kendall-W Coefficient of Concordance and Kendall-Tau Rank Correlation Coefficient non-parametric statistical tests. The analysis of the negotiating tactics used by AFSC contract negotiators and those the respondents indicate defense contractors use implies the prevalence of an antagonistic negotiating atmosphere. Bottom Line strategy is the most frequently used and most preferred of the ten strategies presented. Fixed-price and low value contracts appear to influence the selection of Bottom Line strategy, while cost- reimbursement and high value contracts influence increased selection of Statistics and Participation strategies. Experience with sole source contracts were more extensive than with competitive contracts. Finally, a significant number of respondents had no experience with complex contracts types or large dollar value contracts.

Subject Categories:

  • Administration and Management

Distribution Statement:

APPROVED FOR PUBLIC RELEASE