Abstract
The aim of this study was to investigate the influence of strategic negotiation on the performance of Devolved systems of governments in Kenya, the study adopted a cross-sectional survey design using both quantitative and qualitative approaches. The target population for this study consisted of the 47 county governments in Kenya, the sample size comprised of 10 counties namely; Garissa, Kisii, Nyamira, Narok, Marsabit, Murang’a, Bomet, Nairobi, Kiambu, and Homa Bay, and the respondents ware specifically employees working under finance and procurement department. The study utilized stratified random sampling to pick 186 respondents from the finance and procurement departments. Descriptive and inferential statistics were aided by Statistical Packages for Social Sciences version 24. Hypothesis testing was carried out using multiple regression analysis and standard F tests. The study concluded that strategic negotiation practice has a moderate positive correlation with the performance of devolved systems of government in Kenya using the Pearson correlation coefficient. The study found out that if the management could adopt strategic negotiation, it could increase the performance of devolved systems of government. The study further, therefore, concluded that devolved systems of government strategically have adopted the use of negotiations for various reasons such as to obtain fair prices for the specified quality of the item, agree on delivery period, decide on the packaging, packing, and method of transportation, agree on the payment terms and many other reasons.
Highlights
Strategic negotiation is crucial for the success of Devolved systems of governments
The research was motivated by the fact that there is a problem in Devolved systems of governments, there is a clear indication that the Devolved systems of government do not engage in strategic negotiation with their supplier for instance a case of Kiambu county where the county government didn’t leverage on strategic negotiation practice, whereby the devolved system procured a pipette for artificial insemination that costs Sh30 at an inflated cost of Sh875 per piece (Odhiambo, 2015) this clearly shows that the county government never negotiated with the supplier
The study concludes that Devolved systems of government strategically have adopted the use negotiations for various reasons such as to obtain fair prices for the specified quality of item, agree on delivery period, decide on the packaging, packing and method of transportation, agree on the payment terms and many other reasons
Summary
Strategic negotiation is crucial for the success of Devolved systems of governments. Several studies have been carried out on how strategic negotiation can positively impact on performance of an organization, for instance according to Mbogo et al (2019) on effect of negotiation strategy on the performance of commercial banks concluded that at negotiation strategy had a significant and positive influence on performance of commercial banks it’s of paramount importance that firms adopt the right negotiation strategy such as a collaborative approach which will result in win-win outcome from both parties, the overall improvement of performance in the organization.Lysons and Farrington (2006) pointed out that negotiation helps an organization obtain a fair price for the specified quality of the item, agree on the delivery period, decide on the packaging, packing and method of transportation, agree on the payment terms, agree on the liability for claims and damages, discuss incentives e.g. discounts, bonus clause, decide on the frequency of progress reports and agree on the common methods of inspection, time and place of inspection, nature and type of test certificates. Strategic negotiation often results in concessions made by both buyer and supplier in achieving acceptable levels of price and quality and the Carren Chepng’etich, International Journal of Research in Business & Social Science 9(7)(2020), Special Issue, 233-238 reliable, timely delivery of the product or service (Golicic et al, 2008).
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