Insights Into The Negotiation Strategies and Tactics Employed By U.S. Air Force Contract Negotiators
Start Date
4-1988 8:00 AM
Description
Negotiation of contract terms, conditions, and prices is an oft-used but little studied activity in the Department of Defense (DoD). Several recent research projects undertaken by graduate students and faculty at the Air Force Institute of Technology have focused on learning more about the negotiation process as practiced by Government (primarily Air Force) contract negotiators. This paper summarizes some of the more interesting findings of two of these research efforts in the area of strategies and tactics employed during negotiations.
Insights Into The Negotiation Strategies and Tactics Employed By U.S. Air Force Contract Negotiators
Negotiation of contract terms, conditions, and prices is an oft-used but little studied activity in the Department of Defense (DoD). Several recent research projects undertaken by graduate students and faculty at the Air Force Institute of Technology have focused on learning more about the negotiation process as practiced by Government (primarily Air Force) contract negotiators. This paper summarizes some of the more interesting findings of two of these research efforts in the area of strategies and tactics employed during negotiations.
Comments
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