Accession Number:

ADA282771

Title:

Learning Styles of Government and Industry Negotiators: An Analysis

Descriptive Note:

Master's thesis

Corporate Author:

NAVAL POSTGRADUATE SCHOOL MONTEREY CA

Personal Author(s):

• Hayward, John A.

Report Date:

1994-06-01

Pagination or Media Count:

159.0

Abstract:

This research sought to identify and compare the predominant learning styles of Government versus Industry negotiators using the Kolb Learning Style Inventory. Additionally it sought to identify and analyze differences and similarities between Government Procuring Contracting Officers PCOS and Administrative Contracting Officers ACOs, Government versus Industry negotiators, and by variances due to educational background. The Kolb Learning Style Inventory is a self descriptive questionnaire designed to measure individual emphasis on four learning abilities concrete experience CE, reflective observation RO, abstract conceptualization AC, and active experimentation AE. A total of 473 Government and 153 Industry contract negotiators responded to a survey which was designed to allow analysis based on age, education, experience, and negotiation authority. Results for Government and Industry were presented separately, then compared. Based upon these analyses, it was concluded that Government PCOs are Convergers favor CE and AE , ACOs are Accommodators favor CE and AE, and Industry negotiators are Assimilators favor AC and RO. As education, experience, age, and negotiation authority increase so do preferences for active AE and abstract AC learning traits.

Descriptors:

• *INDUSTRIES
• *GOVERNMENT PROCUREMENT
• *CONTRACT ADMINISTRATION
• *LEARNING
• *NEGOTIATIONS
• CONTRACTS
• EDUCATION
• SKILLS
• OBSERVATION
• DEMOGRAPHY
• AGING(PHYSIOLOGY)
• THESES
• ABSTRACTS
• SURVEYS
• INVENTORY
• MILITARY PROCUREMENT
• QUESTIONNAIRES

Subject Categories:

• Administration and Management
• Economics and Cost Analysis
• Psychology

Distribution Statement:

APPROVED FOR PUBLIC RELEASE