Personal Characteristics of Air Force Contract Negotiators.

This research resulted in a rank-ordered list of 27 personal characteristics in terms of relative importance of each characteristic to a successful Air Force contract negotiator. Surveys were sent to three major Air Force Systems Command organizations and distributed to selected experienced negotiators. The 27 personal characteristics were scored by each respondent as to the importance of each characteristic to a successful negotiator. These findings were then correlated among the three organizations to determine if there was a consistent rank-ordering. The results did show high correlation. An overall rank-ordered list was derived for possible use in the selection and training of Department of Defense contract negotiators. (Author)