Negotiation and Procurement Performance in Uganda: A Case Study of Kabale Municipality.
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Date
2022
Authors
Journal Title
Journal ISSN
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Publisher
Kabale University
Abstract
The study assessed negotiation and procurement performance in Uganda a study of Kabale Municipality. The objectives of the study were; to find out the effect of collaborative negotiations on the procurement performance of Kabale Municipal Council, to establish the effect of compromising negotiations on the procurement performance of Kabale Municipal Council, and to find out the effect of competitive negotiations on procurement performance of Ka bale Municipal Council. A case study design was used and data was collected using questionnaires and interviews. The study findings on the effects of collaborative negotiations on the procurement performance of Kabale Municipal Council were; collaborative negotiation strategy is consistent with the ideals of developing long-term buyer-supplier relationships, collaborative negotiators strive to build trust as part of their relationship with other negotiators, collaborative negotiation highlight the desire for both parties to benefit and are open to exploring new ways for that to be accomplished, collaborative negotiation strategies are willing to making concessions and collaborative tactics foster higher levels of cooperation. The study results on the effects of compromising negotiations on the procurement performance of Kabale Municipal Council were; compromising reduces the strain of negotiating, compromising often involves splitting the difference, and compromising negotiations leads to mutual benefit. The study results from findings on the effects of competitive negotiations on the procurement performance of Kabale Municipal Council were; a competitive negotiation is more focused on a short-term win, competitive negotiation strategies are less likely to concede, and competitive tactics often seek to use intimidation and aggressive threats to drive the other party to make concessions. The study recommended that Kabale Municipal Council should employ qualified staff in procurement departments who will manage the negotiation process with the suppliers to purchase the quality products the municipal council uses.
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Keywords
Negotiation, Procurement, Performance, Uganda, Kabale Municipality
Citation
Tayebwa, Newbold (2022). Negotiation and Procurement Performance in Uganda: A Case Study of Kabale Municipality. Kabale: Kabale University.