Dissertation
Behavioural Procurement: Training and Preparation for Negotiations in a Disruptive Environment
University of the Sunshine Coast, Queensland
Doctor of Philosophy, University of the Sunshine Coast, Queensland
2023
DOI:
https://doi.org/10.25907/00768
Abstract
This research, which employed a mixed-methods design conducted in two stages, argues for a contingency-type approach to negotiation training and preparation in a disruptive environment. It demonstrated that non-quantitative non-project-related negotiation training supports double-loop learning and thus enables buyers and procurement organisations to learn. The detailed contributions are threefold. First, non-quantitative negotiation training, with its fit to “indeterminacy”, is better suited to large European manufacturing firms’ complex, dynamic and uncertain environment to support buyers’ reflection and buyers’ contribution to a change in negotiation preparation routines, meaning the superiority of improvisations and creativity over instrumentality. Still, face-to-face training remains the most effective format to influence buyers’ reflective practices compared to hybrid and digital modalities, signalling that transformation for training formats is yet not complete. Second, buyers’ characteristics, such as cognitive abilities, intrinsic motivation and openness to new experiences, support buyers’ reflective practices the most. In comparison, targets and culture negatively influence buyers’ negotiating training transfer, indicating that buyers fear the measurement and externalisation of performance. Additionally, practice and feedback, needs and interests’ analysis and the structure of the negotiating team are the three critical factors significantly supporting negotiation preparation, emphasising the importance of social interaction. Third, fixed work processes and regulations restraining flexibility in negotiator preparation and organisational routines changes to respond to Volatility, Uncertainty, Complexity and Ambiguity (VUCA) and COVID-19. Therefore, firms must balance control indicators such as quality gates and supervisory support and coaching loops to respond to challenges, not to nip creative and improvisations in the bud. Additionally, giving more flexibility to buyers with dominant and influencing personalities will support the routines change in procurement organisation.
Overall, the developed conceptual model and research results can be used in theory and in procurement practice to address the problem of the effectiveness of individual and organisational negotiation learning, allowing greater benefits of training to be realised.
Details
- Title
- Behavioural Procurement: Training and Preparation for Negotiations in a Disruptive Environment
- Authors
- Kristina Sisyuk - University of the Sunshine Coast, Queensland, School of Law and Society
- Contributors
- Peter Innes (Supervisor) - University of the Sunshine Coast, Queensland, Engage Research Lab
- Awarding institution
- University of the Sunshine Coast, Queensland
- Degree awarded
- Doctor of Philosophy
- Publisher
- University of the Sunshine Coast, Queensland
- DOI
- 10.25907/00768
- Organisation Unit
- University of the Sunshine Coast, Queensland; Engage Research Lab; School of Law and Society
- Language
- English
- Record Identifier
- 99743698702621
- Output Type
- Dissertation
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