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.
PDF Url : ADA326618
Report Date : DEC 1996
Pagination or Media Count : 131
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 one's CA level prior to and during contract negotiations those factors or situations that raise or lower one's 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 one's CA level.
Descriptors : *CONTRACT ADMINISTRATION, *NEGOTIATIONS, ATTITUDES(PSYCHOLOGY), THESES, ANXIETY, EMOTIONS.
Subject Categories : Administration and Management
Distribution Statement : APPROVED FOR PUBLIC RELEASE