Learning Styles of Government and Industry Negotiators: An Analysis

摘要

This research sought to identify and compare the predominant learning styles ofGovernment versus Industry negotiators using the Kolb Learning Style Inventory. Additionally it sought to identify and analyze differences and similarities between Government Procuring Contracting Officers (PCOS) and Administrative Contracting Officers (ACOs), Government versus Industry negotiators, and by variances due to educational background. The Kolb Learning Style Inventory is a self descriptive questionnaire designed to measure individual emphasis on four learning abilities: concrete experience (CE), reflective observation (RO), abstract conceptualization (AC), and active experimentation (AE). A total of 473 Government and 153 Industry contract negotiators responded to a survey which was designed to allow analysis based on age, education, experience, and negotiation authority. Results for Government and Industry were presented separately, then compared. Based upon these analyses, it was concluded that Government PCOs are Convergers (favor CE and AE), ACOs are Accommodators (favor CE and AE), and Industry negotiators are Assimilators (favor AC and RO). As education, experience, age, and negotiation authority increase so do preferences for active (AE) and abstract (AC) learning traits. Negotiation, Learning cycle, Experimental learning, Abstract conceptualization, Reflective observation, Active experimentation, Concrete experience, Converger, Accommodator, Assimilator, Diverger.