Evaluating the Impact of Negotiation Team Competency on the Performance of Construction Procurement Contracts: Insights from Dodoma City Council

Abstract

Negotiation has consequently improved the quality and quantity of goods, services, or works hence person's ability and skills to negotiation is crucial for both formal and informal business transactions. This study assessed the influence of negotiation team skills and competence on the performance of procurement contract. The study employed a cross-sectional research design where data were collected form Dodoma city employees which included; engineers, Procurement unit, user departments, persons involved in procurement contracts Negotiation and heads of departments. Interview; questionnaire and document review used for collecting; qualitative and quantitative data. The analysis of qualitative data was through content analysis were themes and quotes established to respond to study objectives. Quantitative data were analyzed through descriptive and inferential statistics whereby results were presented using mean, SD, frequencies, percepts and regression. The findings show that negotiation skills and competencies had a positive statistically significance to the performance of procurement contracts. The study reveals that for successful negotiation, the negotiation team must possess good communication skills, technical skills and contracting skills which helps effective procurement contract negotiation and result to good performance of procurement contracts. The study recommends for, procuring entities to equip selected negotiation team through training on negotiation knowledge, skills and attitude.