Examination of Negotiation Tactics and Strategies of Air Force Logistics Command Contract Negotiators

摘要

This research examined the use of negotiation strategies and tactics by ninety-two Air Force Logistics Command contract negotiators. Ten strategies and thirty-three tactics were ranked by the negotiators according to preference and frequency of use. The negotiators also indicated strategies preferred under five situational contract variables: contract type, dollar amount, type of action, type of program, and degree of competition. the survey questionnaire method was used to gather data from Air Force Logistics Command contracting organizations Wright-Patterson AFB OH. The data was analyzed using the Statistical Package for the Social Sciences (SPSS). Frequency distributions were analyzed by use of two non-parametric statistical tests: the Kendall-W Coefficient of Concordance and the Kendall-Tau Rank Correlation Coefficient. The Kendall-W tested for overall group consensus on tactic and strategy rankings. The Kendall-Tau tested agreement between paired ranking sets of tactics and strategies. The rankings of tactics and strategies by the AFLC contract negotiators were compared with the rankings by Air Force Systems Command negotiators from a previous study. Substantial similarities were found in these areas: the ranking of tactic use by Air Force and contractor negotiators; the overall strategy use and preference rankings; the strategies preferred under various contract situations. Differences between the two commands were found in the comparison of strategy rankings by groups withing demographic categories.