TABLE OF CONTENTS
DECLARATION .............................................................................................................................. i
APPROVAL ................................................................................................................................... ii
DEDICATION ............................................................................................................................... iii
ACKNOWLEDGEMENT .............................................................................................................. iv
CHAPTER ONE ............................................................................................................................ 1
INTRODUCTION ......................................................................................................................... 1
1.0 Introduction ............................................................................................................................... 1
1.1 Back ground to the study ............................................................................................................ I
1.2 Statement of the Problem .......................................................................................................... 3
1.3 Purpose of the study .................................................................................................................. 3
1.4 Objectives of the study .............................................................................................................. 3
1.5 Research questions ................................................................................................................... .4
1.6 Scope of the study ...................................................................................................................... 4
1.7 Significance of the study .......................................................................................................... .4
1.8 Conceptual frame work ............................................................................................................. 5
CHAPTER TWO ........................................................................................................................... 6
LITERATURE REVIEW ............................................................................................................. 6
2.0 Introduction ............................................................................................................................... 6
2.1 Challenges encountered by negotiators in business .................................................................. 6
2.2 Strategies to ensure effective negotiation ................................................................................ 10
2.3 The relationship between negotiations management and organizational performance ........... 13
CHAPTER THREE ..................................................................................................................... 17
METHODOLOGY ...................................................................................................................... 17
1.0 Introduction ............................................................................................................................. 17
3.1 Research design ....................................................................................................................... 17
3.2 Research population ................................................................................................................ 17
3.3 Sample frame work .................................................................................................................. 17
3.4 Data collection methods .......................................................................................................... 18
3.4. I Questionnaires ..................................................................................................................... 18
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3.5 Data processing and analysis ................................................................................................... 19
3.6 Sample population ................................................................................................................... 19
3.7 Validity and reliability of the instruments ............................................................................... 19
3.8 Ethical Considerations ............................................................................................................. 19
3.9 Limitations of the study and their solutions ............................................................................ 20
CHAPTER FOUR ....................................................................................................................... 21
PRESENTATION, INTERPRETATION AND ANALYSIS OF FINDINGS ....................... 21
4.0 Introduction ............................................................................................................................. 21
4.1 Demographic characteristics .................................................................................................... 21
4.2 Challenges encountered by negotiators in business ................................................................ 23
4.3 Strategies for effective negotiation .......................................................................................... 27
4.4 The relationship between negotiations and organizations performance .................................. 28
CHAPTER FIVE ......................................................................................................................... 32
5.1 Discussion of findings: ............................................................................................................ 32
5.2 Summary of the findings ......................................................................................................... 33
5.3 Conclusion ............................................................................................................................... 34
5.4 Recommendations ................................................................................................................... 34
5.5 Areas for further research ........................................................................................................ 35
REFERENCES .............................................................................................................................. 35
APPENDICES .............................................................................................................................. 38
APPENDIX I: QUESTIONNAIRE ............................................................................................. 38
RESEARCH INSTRUMENT: QUESTIONNARE ....................................................................... 38
APPENDIX JI ................................................................................................................................ 42
INTERVIEW GUIDE .................................................................................................................... 42
APPENDIX III: ESTIMATED TIME FRAME ........................................................................... .43
APPENDIX IV: ESTIMATED RESEARCH BUDGET ............................................................. .44