Accession Number : AD0785957

Title :   Analysis of Strategy and Tactics Employed in Contract Negotiations.

Descriptive Note : Master's thesis,

Corporate Author : AIR FORCE INST OF TECH WRIGHT-PATTERSON AFB OHIO SCHOOL OF SYSTEMS AND LOGISTICS

Personal Author(s) : Marshall,Harvey A. ; Pratt,Robert J.

Report Date : AUG 1974

Pagination or Media Count : 136

Abstract : The study conducted in exploration into the awareness and agreement among procurement personnel regarding strategy and tactics employed in Air Force contract negotiations. The proposition concerning agreement among upper and lower level managers with ragard to strategy was supported statistically, but not practically. A higher level of agreement was indicated, however, among upper level managers than lower level managers. Additional research is recommended into the impact which managers of other functional areas interfacing with procurement managers have on the strategic issues bearing on contract negotiations. (Modified author abstract)

Descriptors :   *Contracts, *Bargaining, Procurement, Agreements, Strategy, Management, Planning, Air Force, Supervisors, Mathematical models, Theses

Subject Categories : Administration and Management

Distribution Statement : APPROVED FOR PUBLIC RELEASE