Cultural Practices in Sales Negotiations: Insights from Igbo Traders

Attoh, Uche; Ajeyomi, Ademola

doi:10.1108/s1877-636120200000026008

Cited by 2 publications

(1 citation statement)

References 5 publications

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“…This finding implies that procurement negotiators should have persuasion skills for their day-to-day operations, as logical persuasion skills have been regarded as practical skills in commercial negotiations (Ashcroft, 2004). Since persuasion is necessary for sales negotiations (Attoh and Ajeyomi, 2020;Behrmann, 2016), by persuading the other party in a procurement negotiation session, procurement negotiators of the buying organizations may influence their opponents to accept their demands without affecting the main components of the contracts. Peleckis and Peleckiene (2015) suggest that one of the negotiators' competencies is persuasive speaking, which is crucial for achieving and concluding a deal without violence.…”

Section: The Confirmatory Factor Analysismentioning

confidence: 99%

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

Mwagike

Changalima

2021

IJPSM

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PurposeThis 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.

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