Examining the Effects of Post Tender Negotiation in UK's Public Sector Procurements: An Empirical Study

Manso, Peter Frimpong; Nikas, Athanasios

doi:10.1016/j.procs.2015.08.543

Cited by 3 publications

(5 citation statements)

References 17 publications

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“…This in turn will lead to the award of VfM contracts. The following is a quote by a participant; "I personally believe that when one adopts an arrogant posture during negotiations the outcome has always been a failure… I can say that this is not the case with this Local Authority as we have all become one family and thus enjoy harmonious atmosphere in our negotiations" [32]. Communications: The fieldwork established that during PTN, negotiating partners use electronic communication for most of their interactions and this leads to a creation of rapport among them.…”

Section: Discussion Of Findingsmentioning

confidence: 99%

“…Thus, while the direct face-to-face conversation during PTN cannot easily be discounted, recent development in communication during procurement activity such as e-tendering has allowed negotiations to be conducted without face-to-face conversation. Despite the availability of evidence of verbal communication and series of face-to-face meetings during negotiation [30], the use of electronic communication such as email and telephone were clearly evident in a detailed correspondence made available to the researchers for an application of PTN [32]. The extent to which such electronic communications contribute to rapport is an area for further studies as there is currently not enough research in this area to draw reasonable conclusions.…”

Section: Theory Of Multi-agent Collaborative Maintenance Platform-com...mentioning

confidence: 99%

“…Thus, a buyer recognizes the tendering process as an activity that facilitates such VfM procurement objective. The study also assumes that there are certain principles which govern the tendering process and these include the avoidance of unfair competition and protection of the tendering process' integrity [32]. Furthermore, the procuring institution's quests to overcome constraints in budgets and also make savings, oblige such institutions to negotiate at post tender stage.…”

Section: Conceptual Framework Of Social Motives and Their Influence O...mentioning

confidence: 99%

“…A proposed exploratory framework for PTN's maximization based on the assumption of the study has been developed and used as the model for the fieldwork [32]. The model illustrates that, as established theoretically from transaction cost economics, the potential exists for opportunistic behavior during business transaction.…”

Section: Proposed Exploratory Framework For Ptn's Maximizationmentioning

confidence: 99%

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The application of post tender negotiation procedure: a public sector procurement perspective in UK

Manso

Nikas

2022

IJISPM

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Post Tender Negotiation (PTN) procedure is part of the tendering process in procurement of goods and services. The procedure could be triggered if the initial tendering activity does not result in the selection of a supplier. This could be due to a lack of clear Value for Money (VfM) bidder. The PTN procedure is sparingly applied in the UK public sector procurement and the reasons adduced for this are based on ethical considerations. The UK Office of Government Procurement (OGP), formerly known as the Office for Government Commerce (OGC) and the European Union (EU) are the chief proponents of restricting the use of PTN to exceptional cases. The premise of their argument is that the buyer could unethically tilt her/his actions in the process of applying the PTN procedure to favor certain suppliers. It is the argument of this paper that buyers from the public sector in UK are being deprived of the procedure’s benefit and therefore, the restrictions should be relaxed. Evidence from this study suggests that the procedure could offer the opportunity for further clarifications of supplier’s bid. The study also identifies that, for PTN to be successful, factors ensuring success in negotiations including cooperation should be present.

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Section: Discussion Of Findingsmentioning

confidence: 99%

Section: Theory Of Multi-agent Collaborative Maintenance Platform-com...mentioning

confidence: 99%

Section: Conceptual Framework Of Social Motives and Their Influence O...mentioning

confidence: 99%

Section: Proposed Exploratory Framework For Ptn's Maximizationmentioning

confidence: 99%

See 2 more Smart Citations

The application of post tender negotiation procedure: a public sector procurement perspective in UK

Manso

Nikas

2022

IJISPM

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“…Despite the relevance of negotiations, studies show that the success of negotiations is dependent on several factors, including the friendly negotiation environment (Khan, 2018), trust (Bakar and Peszynski, 2010), supplier quality (Delina et al, 2020), tactics (Geiger, 2017) and the characteristics of negotiators (Cichosz, 2016). Communication, cooperation and interdependence are also crucial in negotiations (Manso and Nikas, 2015). Furthermore, a study conducted by Palha (2019) noted that limited information affects the success of negotiations, and Rottenburger and Kaufmann (2019) commented on the firm newness associated with deceit when negotiating.…”

Section: Introductionmentioning

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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Why tender when not required? On purchasing practices in the Norwegian petroleum industry

Engelseth

Suarishvili

Awaleh

2017

Supply Chain Forum: An International Journal

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Examining the Effects of Post Tender Negotiation in UK's Public Sector Procurements: An Empirical Study

Cited by 3 publications

References 17 publications

The application of post tender negotiation procedure: a public sector procurement perspective in UK

The application of post tender negotiation procedure: a public sector procurement perspective in UK

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

Why tender when not required? On purchasing practices in the Norwegian petroleum industry

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