MAKERERE UNIVERSITY

MAKERERE UNIVERSITY BUSINESS SCHOOL

ACADEMIC YEAR 2021/2022, SEMESTER ONE
COURSE OUTLINE
PROGRAMME : Bachelor of Procurement and Supplies Management (BPSM)
YEAR OF STUDY : Two
COURSE UNIT : Procurement Business Negotiations (PBN)
COURSE CODE : PSM2102

FACILITATORS
1. Dr. Kalubanga Matthew +256 704 810579 mkalubanga@mubs.ac.ug
2. Ms. Nantongo Nabiira +256 706 339432 nnabiira@mubs.ac.ug
3. Mr. Aliganyira Fredrick +256 701 864857 faliganyira@mubs.ac.ug
4. Ms. Nyakeishiki Beatrice +256 774 594948 bnyakeishiki@mubs.ac.ug
5. Ms. Lwantanga Nynnet +256 751 582874 nlwantanga@mubs.ac.ug
6. Mr. Makepu Ngobi Joel Jinja Campus jmakepu@mubs.ac.ug
7. Ms. Watera Sarah Jinja Campus swatera@mubs.ac.ug
8. Mr. Katusabe Justus Mbarara Campus jkatusabe@mubs.ac.ug
9. Ms. Nabimanya Rossette Mbarara Campus rnabimanya@mubs.ac.ug
10. Mr. Manana Peter Mbale Campus pmanana@mubs.ac.ug
11. Ms. Isaburu Viola Arua Campus visaburu@mubs.ac.ug
12. Ms. Alwayo Flavia Bella Arua Campus balwayo@mubs.ac.ug

Face-to-face lectures
Group A: Thursday 1pm – 3pm & Friday 3pm – 5pm. [Block 5 RM1]
Group B: Thursday 5:30pm – 7:30 pm & Friday 7:30pm – 9:30pm [Block 4 RM1]

Online lectures:
Group A: Monday 8am – 10am & Tuesday 8am – 10am.
Group B: Wednesday 5:30pm – 7:30 pm & Thursday 7:30pm – 9:30pm

Course introduction
One of the most vital skills required in procurement is the ability to negotiate contracts
effectively in a wide range of settings, over large and small issues. This course is designed to
equip the learner with negotiation skills in procurement and supply chain management within
organizations. The course is designed to provide students with the ability to apply a variety of
theories relating to negotiation in respect of preparation, planning and participating in the
negotiation process. By the end of this course, students should be able to plan and prepare to
undertake negotiations, and also to understand how they would be able to assess effectiveness of
negotiations.

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Course Objectives
The aim of this course is to provide participants with the skills and knowledge needed for
successful negotiations, including:
 Understanding the principles and dynamics of the negotiation process and how to avoid
the common traps in negotiation
 Identify the critical skills essential for negotiation of procurement contracts
 Developing win-win strategies based on analysis of the other parties’ needs
 Identifying and actively working on their own negotiation strengths and weaknesses

Course Outcomes
By the end of this course students will be able to:
 Understand the main models and processes of negotiation
 Plan and manage a negotiation with a supplier
 Apply the appropriate persuasion skills to achieve the optimum output
 Identify and negotiate key contract variables
 Recognize the importance of personal attributes and behavior during a negotiation
 Assess the impact of external environmental factors on the negotiation process.
 Demonstrate their ability to prepare and plan for an effective negotiation process
 Evaluate the impact of cultural factors and aspects on the negotiation process
 Describe the basic concepts of negotiation ethics, e – negotiation and telephone
negotiation.
 Evaluate the role and impact of the contemporary issues on the negotiation performance

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COURSE CONTENT
### Topic Content Hours Teaching method Facilitator (s)
One The Concept of  Introduction 8 hours  Straight face-to-face Ms Nantongo N.
Negotiation  Definition of key terms in negotiation (Weeks 1 lectures
 Content of negotiation & 2)  Online lectures
 When to negotiate  Group discussions
 Approaches to negotiation  Class discussions
 Negotiation tactics
 Importance of negotiation in the
procurement process.
Two The Negotiation  Key stages in the negotiation process: 4 hours  Straight face-to-face Dr Kalubanga M.
Process pre – negotiation (planning & (Week 3) lectures
preparing for negotiation, developing  Online lectures
a BATNA), actual negotiation, post  Group discussions
negotiation  Class discussions
 Ratification in negotiations: meaning,
relevance and applications.
Three Support Tools for  SWOT Analysis 8 hours  Straight face-to-face Mr. Aliganyira F.
Negotiation  Breakeven Analysis (Weeks 4 lectures
 Cost and Price Analysis & 5)  Online lectures
 Industry and Market Analysis  Group discussions
 Kraljic Matrix  Class discussions
 Learning Curve
 Stakeholder Management
Four Factors that affect  Negotiation variables 4 hours  Straight face-to-face Ms. Lwantanga N.
negotiation  Factors that influence negotiations (Weeks 6) lectures
and their outcomes  Online lectures
 Power and Influence in Commercial  Group discussions
Negotiations  Class discussions
 Factors that weaken negotiation
positions

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Five Effective  Qualities of a good negotiator 8 hours  Straight face-to-face Ms. Nantongo N.
Behaviour for  Why people are ineffective (Weeks 7 lectures Ms. Lwantanga N.
Negotiation negotiators & 8)  Online lectures
 Non-Verbal Communication during  Group discussions
Negotiation  Class discussions
 Conflict Management in Negotiation
 Types of Conflicts in Negotiation
 Conflict Handling Styles
Six Evaluation of  Why Evaluate Negotiation 4 hours  Straight face-to-face Mr. Aliganyira F.
Negotiation Performance? (Week 9) lectures
 Aspects to Be Evaluated / Evaluation  Online lectures
Criteria  Group discussions
 Negotiation Evaluation Checklist  Class discussions
 Improving on Negotiation
Performance
Seven Negotiation in an  Defining international negotiations 6 hours  Straight face-to-face Ms. Nyakeishiki B.
International  Key considerations (factors) for (Weeks lectures Dr. Kalubanga M.
Context successful international negotiations. 10 & 11)  Online lectures
 Cross cultural negotiations  Group discussions
 Dos and Don’ts in international  Class discussions
Negotiations
 Addressing government concerns
when negotiating in an international
context
 Negotiating decisions and managing
conflict (s) in multicultural teams
 Strategies for successful cross-
cultural negotiations
 Ethical considerations in cross-
cultural/International procurement
negotiations

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Eight Online negotiation 
Definition of online negotiations 4 hours  Straight face-to-face Ms. Nyakeishiki B.
versus Telephone 
Online negotiation process (Week 11 lectures
negotiation 
Support tools for online negotiation & 12)  Online lectures

Advantages and disadvantages of  Group discussions
online negotiation  Class discussions
 Ethical considerations in online
negotiations
 Other considerations (other than
ethics) in online negotiation
 Telephone negotiations/negotiating
on phone
 Advantages and disadvantages of
telephone negotiations
COURSE REVIEW AND EVALUATION 4 hours Dr Kalubanga M.
(13th Ms. Nantongo N.
Week) Mr. Aliganyira F.
Ms. Nyakeishiki B.
Ms. Lwantanga N.

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Mode of Assessment
Coursework test 1 Due at the end of 6th week 15%
Coursework test 2 Due at the end of 9th week 15%
Final (Written) Examination At semester end 70 %
Total 100 %
More information about assessment and examination modes.
(a) Course work Tests (overall total score will be out of 30%)
Students will:
• Attend class tests
• Attend to in class assessment/ quizzes
• Individual take home assignments
(b) End of semester exam (total score will be out of 100% but recomputed to out of 70%)
The end-semester exam will cover the entire course materials and the respective literature
given/indicated (textbooks, reader and handouts). In the exam, all the course content will be
tested. Students who will not have attained the 50% minimum score (required pass mark) will
fail the course and will have to retake the course when next offered.
Examinations administration and inspection
Examinations administration and inspection will be carried out in accordance with the provisions
of Makerere University Business School exam regulations

Key reference text books

1. Kenneth Lysons & Brian Farrington, (2006), Purchasing and Supply Chain
Management, (Seventh Edition), Pearson Education Limited
2. Kenneth Lysons & Michael Gillingham, (2003), Purchasing and Supply Chain
Management, (Sixth Edition), Pearson Education Limited
3. CIPS Manual on Negotiating and Contracting in Procurement and Supply.

Other references (including scholarly research articles)

4. Arjan. J. Van Weele, (2005), Purchasing & Supply Chain Management – Analysis,
Strategy, Planning and Practice, (Fourth Edition), Thomson Learning
5. Brian J. Dietmeyer and Rob Kaplan (2004) Strategic Negotiation: A Breakthrough 4-
Step Process for Effective Business Negotiation Dearborn Financial Publishing
SBN: 0793183049
6. Jeanne M Bret (2007) Negotiating Globally. John Wiley & Sons, Inc
7. Peter Baily, David Farmer, David Jessop & David Jones, (1998), Purchasing, Principles
and Management, (Eighth Edition), Pearson Education Limited
8. Peter Baily, David Farmer, David Jessop & David Jones, (2006), Purchasing, Principles
and Management, (Ninth Edition), Pearson Education Limited
9. Students are requested to make use of the internet and magazines like procurement news,
supply management (CIPS) to keep in touch with changes and current affairs in
purchasing

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