Air Force Contract Negotiations: Importance, Roles, and Major Problems in the United States and Four NATO Countries

摘要

The objective of the study was to ascertain the role and importance of the contract negotiation function as perceived by Air Force acquisition personnel. Special emphasis was placed on negotiation skills in domestic negotiations and on negotiation peculiarities in the overseas environment. The survey population was divided into three groups: negotiators, supervisors, and users. Personnel at four AFSC product divisions (AD, ASD, ESD, SD) were surveyed. Their perception is that the negotiator function is to hold down prices and ensure desired products are delivered on time. Among the wide variety of obstacles to negotiation objectives are: excessively rigid time schedules, work overloads, and loss of skilled negotiators. Survey respondents feel that Air Force negotiators need more experience and training to equal their counterparts in industry. The section on overseas NATO negotiation presents the effects of cultural aspects on contract negotiations. (Author)