Get 20M+ Full-Text Papers For Less Than $1.50/day. Start a 14-Day Trial for You or Your Team.

Learn More →

Procurement professionals' perceptions of skills and attributes of procurement negotiators: a cross-sectional survey in Tanzania

Procurement professionals' perceptions of skills and attributes of procurement negotiators: a... This paper analyzes procurement negotiators' skills and attributes by considering perceptions of procurement professionals in Tanzania.Design/methodology/approachThis study employed a cross-sectional research design in which procurement professionals' opinions were collected through questionnaires. The study proposed that the skills and attributes of procurement negotiators are necessary for negotiation proceedings, and they were tested through confirmatory factor analysis.FindingsFindings suggest that listening skills, persuasion skills, communication skills and planning skills are all important skills that contribute to overall procurement negotiation skills. Furthermore, trust, flexibility, honesty and emotion are statistically determined to be necessary attributes for procurement negotiators. All of the observed variables were statistically significant (p < 0.001) and contributed positively to explaining the skills and attributes of procurement negotiators.Research limitations/implicationsThe sample included only respondents from a single country. This may affect the generalization of results as there is a variation in institutional regulatory compliance governing public procurement undertakings in different countries. Also, the study did not include the outcome of negotiation proceedings and relied only on opinions collected from the procurement professionals in Tanzania.Practical implicationsThis study's findings provide suggestions for practitioners on the necessary skills and attributes of procurement negotiators that might be well considered when appointing members of negotiation teams for procurement deals.Originality/valueThis paper adds value to the existing literature on the necessary skills and attributes of members of negotiation teams for procurement undertakings in the public sector. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Journal of Public Sector Management Emerald Publishing

Procurement professionals' perceptions of skills and attributes of procurement negotiators: a cross-sectional survey in Tanzania

Download PDF
16 pages

Loading next page...
 
/lp/emerald-publishing/procurement-professionals-perceptions-of-skills-and-attributes-of-IMfVEhCeRB
Publisher
Emerald Publishing
Copyright
© Emerald Publishing Limited
ISSN
0951-3558
DOI
10.1108/ijpsm-12-2020-0331
Publisher site
See Article on Publisher Site

Abstract

This paper analyzes procurement negotiators' skills and attributes by considering perceptions of procurement professionals in Tanzania.Design/methodology/approachThis study employed a cross-sectional research design in which procurement professionals' opinions were collected through questionnaires. The study proposed that the skills and attributes of procurement negotiators are necessary for negotiation proceedings, and they were tested through confirmatory factor analysis.FindingsFindings suggest that listening skills, persuasion skills, communication skills and planning skills are all important skills that contribute to overall procurement negotiation skills. Furthermore, trust, flexibility, honesty and emotion are statistically determined to be necessary attributes for procurement negotiators. All of the observed variables were statistically significant (p < 0.001) and contributed positively to explaining the skills and attributes of procurement negotiators.Research limitations/implicationsThe sample included only respondents from a single country. This may affect the generalization of results as there is a variation in institutional regulatory compliance governing public procurement undertakings in different countries. Also, the study did not include the outcome of negotiation proceedings and relied only on opinions collected from the procurement professionals in Tanzania.Practical implicationsThis study's findings provide suggestions for practitioners on the necessary skills and attributes of procurement negotiators that might be well considered when appointing members of negotiation teams for procurement deals.Originality/valueThis paper adds value to the existing literature on the necessary skills and attributes of members of negotiation teams for procurement undertakings in the public sector.

Journal

International Journal of Public Sector Management – Emerald Publishing

Published: Jan 3, 2022

Keywords: Procurement professionals; Procurement negotiations; Skills; Attributes; Tanzania

References

  • Cultivating university brand ambassadorship behaviour among students of higher education institutions in Tanzania
    Amani, D.
  • Interactions fostering trust and contract combinations in local public services provision
    Argento, D.; Peda, P.
  • Commercial negotiation skills
    Ashcroft, S.
  • The effect of negotiation practices on the relationship between suppliers and customers
    Atkin, T.S.; Rinehart, L.M.
  • Cultural practices in sales negotiations: insights from Igbo traders
    Attoh, U.; Ajeyomi, A.
  • The adoption of soft skills in supply chain and understanding their current role in supply chain management skills agenda: a UK perspective
    Bak, O.; Jordan, C.; Midgley, J.
  • Factors influencing negotiation in the sourcing process between partners in e-procurement: a focus on actors
    Bakar, N.A.; Peszynski, K.
  • Purchasing and supply management (PSM) competencies: current and future requirements
    Bals, L.; Schulze, H.; Kelly, S.; Stek, K.
  • Firm resources and sustained competitive advantage
    Barney, J.B.
  • Structural equation modelling: adjudging model fit
    Barrett, P.
  • Public procurement skills requirement framework for local government system in Uganda: perception from professionals
    Basheka, B.C.
  • Investment in human capital: a theoretical analysis
    Becker, G.S.
  • Let's make a deal: a dynamic exercise for practicing negotiation skills
    Beenen, G.; Barbuto, J.E.
  • The problem with human capital theory: a Marxian critique
    Bowles, S.; Gintis, H.
  • Emotion and the art of negotiation: how to use your feelings to your advantage
    Brooks, A.W.
  • Analysis of the relationship between managerial competences and the performance of procurement management units in public sector: the structural equation modelling approach
    Changalima, I.A.; Ismail, I.J.
  • Procurement planning as a strategic tool for public procurement effectiveness: experience from selected public procuring entities in Dodoma city, Tanzania
    Changalima, I.A.; Mushi, G.O.; Mwaiseje, S.S.
  • Factors that drive purchasing performance in engineering, procurement and construction companies
    Chavan, G.; Chaudhuri, R.
  • Negotiation skills: keys to business excellence in the 21st century?
    Chebet, W.T.; Rotich, J.K.; Kurgat, A.
  • A negotiation optimization strategy of collaborative procurement with supply chain based on multi-agent system
    Chen, C.; Xu, C.
  • Characteristics of successful procurement negotiators
    Cichosz, I.
  • Promoting honesty in negotiation: an exercise in practical ethics
    Cramton, P.C.; Dees, J.G.
  • Coefficient alpha and the internal structure of tests
    Cronbach, L.J.
  • My current thoughts on coefficient alpha and successor procedures
    Cronbach, L.J.; Shavelson, R.J.
  • Core skills requirement and competencies expected of quantity surveyors: perspectives from quantity surveyors, allied professionals and clients in Nigeria
    Dada, J.O.; Jagboro, G.O.
  • Psychological contract and customers' brand loyalty: the influence of brand commitment in Tanzanian banking industry
    David, A.
  • Using experiments to compare the predictive power of models of multilateral negotiations
    Deck, C.A.; Thomas, C.J.
  • The role of supplier quality in e-procurement negotiation
    Delina, R.; Michňová, M.; Húska, P.; Spišák, J.
  • Performance management in social impact bonds: how an outcomes-based approach shapes hybrid partnerships
    Dixon, R.
  • From paper to pixels: using Google Forms for collaboration and assessment
    Djenno, M.; Insua, G.M.; Pho, A.
  • Flexibility in negotiation and mediation
    Druckman, D.; Mitchell, C.
  • Gender in negotiation: preparing public administrators for the 21st century workplace
    D'Agostino, M.; Levine, H.; Sabharwal, M.
  • A review of private investment in Tanzania's power generation sector
    Eberhard, A.; Gratwick, K.; Kariuki, L.
  • Skill measurement in official statistics: recent developments in the UK and the rest of Europe
    Elias, P.; McKnight, A.
  • Training procurement personnel in negotiating skills
    Farmer, D.
  • Offer and veto: an experimental comparison of two negotiation procedures
    Filzmoser, M.; Gettinger, J.R.
  • Negotiation, email, and internet reverse auctions: how sourcing mechanisms deployed by buyers affect suppliers' trust
    Gattiker, T.F.; Huang, X.; Schwarz, J.L.
  • Customers' perceptions of and satisfaction with medicine retail outlet services in Addis Ababa, Ethiopia: a cross-sectional study
    Gebregeorgise, D.T.; Mohammed, T.A.; Redi, Z.S.; Sporrong, S.K.
  • A model of negotiation issue–based tactics in business-to-business sales negotiations
    Geiger, I.
  • State education as high-yield investment: human capital theory in European policy discourse
    Gillies, D.
  • World-class purchasing skills: an empirical investigation
    Giunipero, L.C.; Pearcy, D.H.
  • Procurement under public scrutiny: auctions versus negotiations
    Gretschko, V.; Wambach, A.
  • Paying a price: culture, trust, and negotiation consequences
    Gunia, B.C.; Brett, J.M.; Nandkeolyar, A.K.; Kamdar, D.
  • A mathematical model with flexible negotiation strategies for agent based negotiations in dynamic e-commerce environments
    Haleema, P.K.; Iyengar, N.C.S.N.
  • Competencies and criteria for successful negotiations
    Helmold, M.; Helmold, M.; Dathe, T.; Hummel, F.; Terry, B.; Pieper, J.
  • The importance of procurement negotiations for project success
    Hoezen, M.; Volker, L.
  • Structural equation modelling: guidelines for determining model fit
    Hooper, D.; Coughlan, J.; Mullen, M.R.
  • Cutoff criteria for fit indexes in covariance structure analysis: conventional criteria versus new alternatives
    Hu, L.T.; Bentler, P.M.
  • Procurement issues in Malaysia
    Hui, W.S.; Othman, R.; Omar, N.H.; Rahman, R.A.; Haron, N.H.
  • Ethical procurement practices and performance of public procuring entities in Tanzania: empirical evidences from Moshi district council
    Israel, B.; Mchopa, A.D.; Mwaiseje, S.; Mashene, A.
  • Entrepreneurial orientation and performance: the interaction effect of customer capital
    Jalali, A.; Jaafar, M.; Ramayah, T.
  • Procurement reform in the Philippines: the impact of elite capture and informal bureaucracy
    Jones, D.S.
  • Public's perception and satisfaction on the roles and services provided by pharmacists-cross sectional survey in Sultanate of Oman
    Jose, J.; Al Shukili, M.N.; Jimmy, B.
  • Cross-sectional studies – what are they good for?
    Kesmodel, U.S.
  • How it is done: procurement cycle and procedures
    Khan, N.
  • Confirmatory and exploratory factor analysis for validating the phlegm pattern questionnaire for healthy subjects
    Kim, H.; Ku, B.; Kim, J.Y.; Park, Y.J.; Park, Y.B.
  • Interpersonal trust within negotiations: meta analytic evidence, critical contingencies, and directions for future research
    Kong, D.T.; Dirks, K.T.; Ferrin, D.L.
  • What skills are needed to be a humanitarian logistician?
    Kovács, G.; Tatham, P.; Larson, P.D.
  • Designers' professional identity: personal attributes and design skills
    Kunrath, K.; Cash, P.; Kleinsmann, M.
  • The impact of digitization on tactical procurement and its risks management
    Layaq, M.W.; Goudz, A.; Noche, B.; Atif, M.
  • Firm-specific human capital: a skill-weights approach
    Lazear, E.P.
  • Role of trust in integrative negotiations
    Lopez-Fresno, P.; Savolainen, T.; Miranda, S.
  • Examining the effects of post tender negotiation in UK's public sector procurements: an empirical study
    Manso, P.F.; Nikas, A.
  • Contribution of procurement capacity of public agencies to attainment of procurement objectives in infrastructure procurement
    Manu, P.; Asiedu, R.O.; Mahamadu, A.-M.; Olomolaiye, P.O.; Booth, C.; Manu, E.; Ajayi, S.; Agyekum, K.
  • The women and peace hypothesis? The effect of opponent negotiators' gender on the evaluation of compromise solutions in the Israeli-Palestinian conflict
    Maoz, I.
  • Limitations of human capital theory
    Marginson, S.
  • Negotiation as an interpersonal skill: generalizability of negotiation outcomes and tactics across contexts at the individual and collective levels
    Martin-Raugh, M.P.; Kyllonen, P.C.; Hao, J.; Bacall, A.; Becker, D.; Kurzum, C.; Yang, Z.; Yan, F.; Barnwell, P.
  • Tender process and value for money in Tanzania public procurement
    Matto, M.C.; Ame, A.M.; Nsimbila, P.M.
  • Increased cooperation through immediate post contractual negotiation
    Meijers, S.J.; Dorée, A.G.; Boes, H.
  • The impact of price negotiations on public procurement prices and access to 8 innovative cancer medicines in a middle-income country—the case of Mexico
    Moye-Holz, D.; van Dijk, J.P.; Reijneveld, S.A.; Hogerzeil, H.V.
  • Practical procurement skill, theory and techniques
    Mufutau, G.O.
  • Competitive negotiation tactics and Kraljic portfolio category in SCM
    Narsimhan, S.; Ungarala, D.P.
  • Quantity surveyors and skills required for procurement management
    Oke, A.E.; Ogunsemi, D.R.; Adeyelu, M.F.
  • Emotion and negotiation
    Olekalns, M.
  • With feeling: how emotions shape negotiation
    Olekalns, M.; Druckman, D.; Martinovsky, B.
  • Principles and tactics of negotiation
    Oncol, J.
  • Negotiation throughout flexible and interactive tradeoffs applied to construction procurement
    Palha, R.P.
  • Compliance with procurement plans and the achievement of value for money in public procurement
    Panga, F.P.; Mchopa, A.D.; Kazungu, I.
  • A review of the role of human capital in the organization
    Pasban, M.; Nojedeh, S.H.
  • Persuasion in business negotiations: strategic orientations and rhetorical argumentation
    Peleckis, K.; Peleckiene, V.
  • An appraisal of investment vehicles in the Tanzania's electricity sector
    Peng, D.; Poudineh, R.
  • Honesty in negotiation
    Provis, C.
  • Confirmatory factor analysis as a tool in research using questionnaires: a critique
    Prudon, P.
  • Online survey tools: a case study of Google Forms online
    Raju, N.V.; Harinarayana, N.S.
  • Good listening skills make efficient business sense
    Rane, D.B.
  • Procurement contract management in the local government authorities (LGAs) in Tanzania: a transaction cost approach
    Rasheli, G.A.
  • Public procurement of consulting services: evidence and comparison with private companies
    Roodhooft, F.; Van den Abbeele, A.
  • Picking on the new kid: firm newness and deception in buyer–supplier negotiations
    Rottenburger, J.R.; Kaufmann, L.
  • Cronbach's alpha: a tool for assessing the reliability of scales
    Santos, J.R.A.
  • Methodology series module 3: cross-sectional studies
    Setia, M.S.
  • Evaluating effectiveness of emotional intelligence in negotiations
    Singh, P.
  • The influence of emotions on information processing and persuasion: a differential appraisals perspective
    Stavraki, M.; Lamprinakos, G.; Briñol, P.; Petty, R.E.; Karantinou, K.; Díaz, D.
  • On the ethics of deception in negotiation
    Strudler, A.
  • Human capital theory: a holistic criticism
    Tan, E.
  • The changing role of procurement: developing professional effectiveness
    Tassabehji, R.; Moorhouse, A.
  • Best alternatives to Cronbach's alpha reliability in realistic conditions: congeneric and asymmetrical measurements
    Trizano-Hermosilla, I.; Alvarado, J.M.
  • The interpersonal effects of anger and happiness in negotiations
    van Kleef, G.A.; De Dreu, C.K.W.; Manstead, A.S.R.
  • Negotiation processes: an integrated perspective
    Vetschera, R.
  • Direct sourcing or agent sourcing? Contract negotiation in procurement outsourcing
    Wang, Y.; Niu, B.; Guo, P.; Song, J.-S.
  • Self-regulated learning perceptions of foreign language learners: a cross-sectional study
    Yüce, E.
  • Negotiation complexity: a review and an integrative model
    Zhang, H.; Zhang, K.; Warsitzka, M.; Trötschel, R.
  • ‘The art of negotiation’ leadership skills required for negotiation in time of crisis
    Zohar, I.