Examination of Psychological Type and Preferred Negotiation Tactics and Strategies of Contract Negotiators

Author

John P. Hebert
Alan J. Meade

Date of Award

9-1992

Document Type

Thesis

Degree Name

Master of Science

First Advisor

William C. Pursch, PhD

Second Advisor

T. Scott Graham, PhD

Third Advisor

Dennis E. Campbell, PhD

Abstract

This research identified the psychological types of government and industry contract negotiators and determined whether their preference for using negotiation tactics and strategies were correlated with their respective psychological types. A survey consisting of the Myers-Briggs Type Indicator (MBTI) and a questionnaire concerning use of negotiation tactics and strategies was mailed to 2,000 contracting professionals of the National Contract Management Association (NCMA). During May and June 1992, 627 usable surveys were received. The MBTI results were paired with the responses to the negotiation tactics and strategies questionnaire. These results were analyzed on a microcomputer using the DBase IV, Excel, and Statistix software packages to calculate mean, standard deviation, chi-square, and comparisons of means with test of hypothesis (z-test). Analysis of the data concludes that industry negotiators use tactics and strategies more frequently than government negotiators. Statistically significant differences were noted between industry and government negotiators on 20 out of 33 tactics and five out of eleven strategies. Statistically significant differences were noted between personality functional types.

AFIT Designator

AFIT-GCM-LSM-92S-5

DTIC Accession Number

ADA258203

Comments

The authors' Vita pages are omitted.

Presented to the Faculty of the School of Systems and Logistics

Recommended Citation

Hebert, John P. and Meade, Alan J., "Examination of Psychological Type and Preferred Negotiation Tactics and Strategies of Contract Negotiators" (1992). Theses and Dissertations. 7394.
https://scholar.afit.edu/etd/7394