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

V

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