Date of Award


Document Type


Degree Name

Master of Science


Acquisition Reform is changing the way the government contracts for needed goods and services. The commercial marketplace is becoming a significant source not only of goods and services, but also of ideas as to how the government can improve its contracting and acquisition functions. This research investigates the impact of this change of focus (to the commercial marketplace) on the GS-1102 series government contract negotiator. This thesis examines whether two theories-boundary spanning and supply management-can help understand the changing the role of the government contract negotiator. This research effort also reviews a list of commercial practices recommended by experts as practices government contract negotiators should adopt. This study investigates whether the theories and expert-recommended activities are consistent with each other and with the current duties of the government contract negotiator. Results are tentative, as befits a preliminary research effort. Nevertheless, both the theories and the expert-recommended activities initially appear consistent with each other and with the current job responsibilities of the government negotiator. This apparent consistency suggests the theories could be helpful in understanding the changes taking place in the job of the government contract negotiator.

AFIT Designator


DTIC Accession Number



Presented to the Faculty of the Graduate School of Logistics and Acquisition Management of the Air Force Institute of Technology