Negotiation Practices and Operational Performance of Independent Offices and Commissions in Kenya
Abstract
Aim: The study aimed to determine the effect of negotiation practices on the operational performance of independent offices and commissions in Kenya. Methods: A correlational research design was employed on a target population of 216 respondents comprising heads of procurement, procurement officers, and departmental heads from 16 independent offices and commissions in Kenya. A sample of 140 respondents was selected using Krejcie and Morgan’s sample table. Primary data were collected using a structured questionnaire. Validity was confirmed through expert opinion and factor correlations (r > .65), while reliability was affirmed through Cronbach’s alpha values (0.7 < α < 0.89). Data were analyzed using descriptive and inferential statistical techniques, including correlation and regression analysis. Results: The results revealed a strong positive correlation between negotiation practices and performance (r = .721, p < .001). The regression model explained 52.0% of the variance in operational performance (R² = .520, F(1,135) = 146.418, p < .001). All three sub-constructs of negotiation (terms of service, pricing, and styles & approaches) had significant positive effects on performance, with styles & approaches exhibiting the strongest effect (β = .315, p = .001), followed by pricing (β = .304, p = .001) and terms of service (β = .203, p = .010). Conclusion: The study establishes that negotiation practices, particularly structured styles and approaches, transparent pricing, and clear terms of service, are critical strategic drivers that significantly enhance operational performance in Kenya’s independent offices and commissions. Recommendations: Organizations should invest in developing structured negotiation frameworks, train staff on effective negotiation techniques, and adopt negotiation styles aligned with organizational objectives to enhance operational performance. Further research should explore the longitudinal effects of negotiation practices and the role of digital negotiation tools in improving procurement outcomes.