A Research Report Submitted in Partial Fulfillment of the Requirements for an Award Degree of Master of Science in Procurement and Supply Chain Management (MSc – PSCM) of Mzumbe University
The main aim of the study was to assess the roles of negotiation skills in purchasing contract management in the public sector in Tanzania, The case of PSSSF. The study had four objectives which are identifying the nature of negotiation undertaking to influence effective purchasing contact management at PSSSF, assessing the role of soft negotiation skills towards effective purchasing contract management at PSSSF, examining the role of hard negotiation skills towards effective purchasing contract management at PSSSF and identifying the challenges facing negotiations in the public procurement. This study was purely case study. The study was centered at PSSSF Dodoma headquarters. Convenient sampling technique was utilized to recruit 49 respondents as sample size. The study’s data was obtained through questionnaires, interview as well as documentary review. Data analysis was done through central tendency (mean and standard deviation) as well multiple regression modal was used to test the relationship of the variables. In business, negotiation skills are important in both informal day-to-day interactions and formal transactions such as negotiating conditions of sale, lease, service delivery, and other legal contracts. Good negotiations contribute significantly to business success. It has been noted that the most used negotiation techniques are distributive and integrative techniques only. Also the soft skills which are applied at PSSSF are communication, integrity as well as verbal and non-verbal communication. They help to show trust and learn their counterpart stand point. Moreover the hard skills which are being applied during negotiation are analytical / financial, computer literacy, legal skills as well as product / service Technic ability. As the result, negotiation has led to quality and quantity of goods, services or works, timely delivery and effective payment Modality as far contract management is concerned. However , there are challenges facing negotiations at PSSSF which are time for negotiations with suppliers or contractors is too short, at most of the time negotiators are not well prepared for negotiations.