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

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.