Accession Number:

ADA246552

Title:

Negotiations: Experienced vs. Inexperienced Negotiators

Descriptive Note:

Master's thesis

Corporate Author:

NAVAL POSTGRADUATE SCHOOL MONTEREY CA

Personal Author(s):

Report Date:

1990-12-01

Pagination or Media Count:

189.0

Abstract:

The negotiation process is one of conflict resolution. It is a process whereby parties come together and attempt to reach an agreement that is of mutual benefit to each and that will establish the framework for future business transactions. With an unlimited number of variables and possibilities, a negotiation can be a labyrinthine process of eternal frustration, or it can be as simple as the spoken word and a handshake. However, one common factor binds all negotiations the participants are there to strike a bargain. Negotiation is the route to that agreement. The purpose of this thesis is to examine the negotiation process from the standpoints of experienced and inexperienced negotiators, and to compare the ethics, tactics, and strategies used by each group.

Subject Categories:

  • Administration and Management
  • Psychology

Distribution Statement:

APPROVED FOR PUBLIC RELEASE