Interrogating the Effectiveness of Negotiation as a Tool to Achieving Procurement Objectives: A Study of the Federal Airport Authority of Nigeria (FAAN).

Okohue, Pamela (2020) Interrogating the Effectiveness of Negotiation as a Tool to Achieving Procurement Objectives: A Study of the Federal Airport Authority of Nigeria (FAAN). Masters thesis, Griffith College.

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Negotiation means conferring with another to agree on issues. In Procurement, Negotiation refers to the process of reaching an agreement between the buyer and seller which involves a binding contract. It can be seen as the act of discussion or engagement with another person to reach a compromise over a given issue. Negotiation in procurement helps the buyer and sellers of goods and service to arrive at a compromise through which a binding agreement is established. When negotiation strategies are properly implemented in a Public Entity, it provides the best way to value goods and services while working with the consent of the public to create a cost-friendly government. This Study interrogated the role of Negotiation in Public Procurement with a focus on Federal Airport Authority of Nigeria (FAAN), with the Objective to; examine the variables that influenced negotiating procedures and the performance of effective procurement, investigate the degree of applicability of negotiation in the public procurement procedure, and determine the key negotiation requirement for procurement function in a public enterprise. The study is guided by pragmatic philosophical orientation; it adopted the mix survey method in data collection and analysis, thus, qualitative and quantitative data were collected through structured and semi-structure interview. The study found that, the Procurement policy of FAAN is a major guide to negotiation, and political consideration is a determinant of negotiation, there is a significant relationship between Negotiation and Procurement, that emotion does not determine Effective Negotiation rather discipline, iron guts, good knowledge of the product and Procurement policy of the Organization is a basic technique for effective negotiation. The following recommendations were made; the management of FAAN through the Ministry of transport should ensure that knowledge and antecedence of effective negotiation skill are major considerations in recruitment into the procurement department of FAAN. Negotiation process should precede all procurements in Public enterprise like FAAN. The government and policy makers should enact enabling laws that will make negotiation compulsory practice in procurement. There should be periodic training on negotiation for the staff of the procurement department. This will enable the staff to develop the skill, and iron guts required for effective negotiation which will lead to efficient procurement.

Item Type: Thesis (Masters)
Uncontrolled Keywords: Procurement Objectives, Federal Airport Authority of Nigeria (FAAN).
Subjects: H Social Sciences > H Social Sciences (General)
H Social Sciences > HM Sociology
Divisions: Graduate Business School > Master of Science in International Procurement and Supply Management
Depositing User: Ms Tehseen Faisal
Date Deposited: 17 Jul 2021 12:36
Last Modified: 17 Jul 2021 12:39

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