Accession Number : ADA188096

Title :   Analysis of Negotiation Effectiveness within Aeronautical Systems Division of Air Force Systems Command.

Descriptive Note : Master's thesis,

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

Personal Author(s) : Horton, William R

PDF Url : ADA188096

Report Date : Sep 1987

Pagination or Media Count : 143

Abstract : This research examined effectiveness in the negotiation process within the Aeronautical Systems Division (ASD) of the Air Force Systems Command. The goals of ASD contract negotiations were identified along with the aids and constraints to effective contract negotiations. In addition, several factors which may impact negotiation effectiveness were analyzed to determine their applicability to ASD contract negotiations. The survey questionnaire was used to gather data from a random sample of 141 ASD contract negotiators and their supervisors. The negotiation personnel graded a list of possible goals and lists of aids and constraints to effective negotiation using a one to five Likert scale. The average scores were used to rank order the data for the total sample and for subgroups within the sample. For analysis, the data were sorted by position, age, and negotiation experience. The respondents also answered questions regarding factors identified by negotiation experts which may impact negotiation effectiveness.

Descriptors :   *AIR FORCE SYSTEMS COMMAND, *CONTRACT PROPOSALS, *BARGAINING, CONTRACT ADMINISTRATION, QUESTIONNAIRES, RANK ORDER STATISTICS, SUPERVISORS, SURVEYS, THESES, DATA ACQUISITION, MILITARY PROCUREMENT

Subject Categories : Administration and Management

Distribution Statement : APPROVED FOR PUBLIC RELEASE