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
      Psychology

Distribution Statement : APPROVED FOR PUBLIC RELEASE