Accession Number:

ADA326618

Title:

Communication Apprehension and Contract Negotiations.

Descriptive Note:

Master's thesis,

Corporate Author:

NAVAL POSTGRADUATE SCHOOL MONTEREY CA

Personal Author(s):

• Batt, Daniel C.

Report Date:

1996-12-01

Pagination or Media Count:

131.0

Abstract:

Little research exists in the area of the effects of CA on contract negotiations. This study explores communication apprehension as it relates to contract negotiations. First, it identifies levels of communication apprehension among contract negotiators. Second, it identifies the variables that affect ones CA level prior to and during contract negotiations those factors or situations that raise or lower ones CA level including preparation, technical support, changes, and opponents attitude. Third, it identifies how to assist those with a high CA level by citing various techniques used to lower ones CA level.

Descriptors:

• *CONTRACT ADMINISTRATION
• *NEGOTIATIONS
• ATTITUDES(PSYCHOLOGY)
• THESES
• ANXIETY
• EMOTIONS

Subject Categories:

• Administration and Management
• Psychology

Distribution Statement:

APPROVED FOR PUBLIC RELEASE