The Effects of Personality and Simulated Negotiation on Negotiation Effectiveness

reportActive / Technical Report | Accession Number: ADA066357 | Open PDF

Abstract:

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.

Author(s):
Mullen, John D.
Author Organization(s):
NAVAL POSTGRADUATE SCHOOL MONTEREY CA
Descriptive Note:
Master's thesis
Pagination:
0126

Security Markings

DOCUMENT & CONTEXTUAL SUMMARY

Distribution:
Approved For Public Release
Distribution Statement:
Approved For Public Release; Distribution Is Unlimited.

RECORD

Collection: TR
Identifying Numbers
Monitor Series:
NPS
 Subject Terms
Joint Capability Areas:
JCA_5_Command and Control; JCA_4.5_Operational Contract Support; JCA_4.5.1_Contract Support Integration; JCA_6.4.1_Secure Information Exchange; JCA_5.3_Planning; JCA_1_Force Support; JCA_1.2.7_Experimentation; JCA_5.2_Understand; JCA_6_Net Centric; JCA_6.4_Information Assurance; JCA_1.2_Force Preparation; JCA_4.2_Supply; JCA_2_Battlespace Awareness; JCA_4.2.3_Manage Global Supplier Networks; JCA_5.2.3_Share Knowledge and Situational Awareness; JCA_2.3_Processing and Exploitation; JCA_5.6.3_Assess Achievement of Objectives; JCA_5.6_Monitor; JCA_1.2.5_Lessons Learned; JCA_1.2.1_Training; JCA_1.2.3_Educating
Communities of Interest:
Weapons Technologies
Descriptor(s):
*CONTRACTS, *GOVERNMENT PROCUREMENT, *PERSONALITY, *BARGAINING, DEPARTMENT OF DEFENSE, THESES, STATISTICAL ANALYSIS, AIR FORCE PROCUREMENT, POLITICAL NEGOTIATIONS
Field(s)/Group(s):
Government and Political Science, Psychology, Logistics, Military Facilities and Supplies
Keyword(s):
NEGOTIATION, CONTRACT NEGOTIATIONS
Report Date:
1978 Dec 01