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An exploratory study of attributes o...

Kelly, Alfred L.

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An exploratory study of attributes of successful negotiators of Foreign Military Sales.

Record Type:	Electronic resources : Monograph/item
Title/Author:	An exploratory study of attributes of successful negotiators of Foreign Military Sales./
Author:	Kelly, Alfred L.
Description:	149 p.
Notes:	Source: Dissertation Abstracts International, Volume: 75-12(E), Section: A.
Contained By:	Dissertation Abstracts International75-12A(E).
Subject:	Business administration. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3632728
ISBN:	9781321120929

An exploratory study of attributes of successful negotiators of Foreign Military Sales.
Kelly, Alfred L.

An exploratory study of attributes of successful negotiators of Foreign Military Sales. - 149 p.

Source: Dissertation Abstracts International, Volume: 75-12(E), Section: A.

Thesis (Ph.D.)--Capella University, 2014.

This item must not be sold to any third party vendors.

A six-year (2011-2016) Department of Defense Strategic Plan addressed the concerns of the United States President pertaining to a critical need for advancements in Foreign Military Sales (FMS) negotiations. The purpose of this study was to explore the role of culture, communication, cultural intelligence and personality/temperament in FMS negotiations. This study used a qualitative exploratory inquiry design to explore the lived experiences of fifteen FMS professionals. Interviews were voice recorded, transcribed by the researcher, authenticated by the research participants, and imported to NVivo 10 computer software program for analysis. The findings confirmed the importance of training for FMS negotiators in cultural awareness, communication, cultural intelligence, and personality/temperament. The study yielded several recommendations, including studying the people, and attending local program management reviews.

ISBN: 9781321120929Subjects--Topical Terms:

3168311
Business administration.

An exploratory study of attributes of successful negotiators of Foreign Military Sales.
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100 1 $a Kelly, Alfred L. $3 3178500
245 1 3 $a An exploratory study of attributes of successful negotiators of Foreign Military Sales.
300 $a 149 p.
500 $a Source: Dissertation Abstracts International, Volume: 75-12(E), Section: A.
500 $a Adviser: Charlotte E. Neuhauser.
502 $a Thesis (Ph.D.)--Capella University, 2014.
506 $a This item must not be sold to any third party vendors.
520 $a A six-year (2011-2016) Department of Defense Strategic Plan addressed the concerns of the United States President pertaining to a critical need for advancements in Foreign Military Sales (FMS) negotiations. The purpose of this study was to explore the role of culture, communication, cultural intelligence and personality/temperament in FMS negotiations. This study used a qualitative exploratory inquiry design to explore the lived experiences of fifteen FMS professionals. Interviews were voice recorded, transcribed by the researcher, authenticated by the research participants, and imported to NVivo 10 computer software program for analysis. The findings confirmed the importance of training for FMS negotiators in cultural awareness, communication, cultural intelligence, and personality/temperament. The study yielded several recommendations, including studying the people, and attending local program management reviews.
590 $a School code: 1351.
650 4 $a Business administration. $3 3168311
650 4 $a Business education. $3 543396
650 4 $a Communication. $3 524709
650 4 $a Commerce-Business. $3 3168423
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710 2 $a Capella University. $b School of Business and Technology. $3 1673949
773 0 $t Dissertation Abstracts International $g 75-12A(E).
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791 $a Ph.D.
792 $a 2014
793 $a English
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3632728