NEGOTIATION MANAGEMENT AND ORGANISATIONAL PERFORMANCE IN LOCAL GOVERNMENT. A CASE STUDY OF HOIMA DISTRICT LOCAL GOVERNMENT.

Table of Content

Table

DEDICATION

DECLARATION

APPROVAL

CHAPTER ONE 1

INTRODUCTION 1

1.0 Background of the study 1

1.1 Problem statement 4

1.2 Purpose of the study 4

1.3. Objectives of the study

1.4 Research questions 4

1.5.1 Geographical scope

1.5.2 Time scope

1.5.3 Content scope

16. Significance of the study 5

1.7 The Conceptuual Frame Work 6

CHAPTER TWO 8

LITERATURE REVIEW 8

2.0 Introduction 8

2. 1. Theoretical revjen~ 8

2.1.1 Negotiation 8

2.2 The Impact of Negotiation Management on Organizational performance 9

2.2.1 Negotiation techniques 11

2.2.2 Relationship between Negotjatio~ Management and organizational

performance 12

2.3 Basic concepts of negotiation management 13

2.3.1~ 13

2.3.2 Distributive Strate~es 14

2.4 Negotia~jo~ Approaches 14

2.4.1 Structural Approach 15

2.4.2 Strategic Approach 15

2.5 Organization performance Management 16

2.6 Reasons for managing organizational performance .17

2.7 Public sector performance in modernization agenda 17

CHAPTER THREE 18

METHODOLOGY 18

3.0 Introduction 18

3.1 Research Design 18

3.2 Study Population~ 18

3.3 Sampling Techniques 18

3.4 Sample size 19

3.5 Data Collection 20

3.6 Data Collection Jnstrumei~ts 20

3.7 Data Processing 20

3.8 Data Analysis 21

3.9 Editing 21

3.10 Ethic& Comnsideration 21

3.11 Limitations of the study 21

CHAPTER FOUR 23

PRESENTATION ANALYSIS AND INTERpRETATION OF FINDINGS 23

4.0 Introductioi~ 23

CHAPTER FIVE

SUMMARY, CONCLUSION AND RECOMMENDATIONS 34

5.0 Introductjoii

5.1 Summ~y of the findi~g5

5.2 Conclusion

5.3 Recommendations 36

Appendix I: Questionn~re 37

REFERENCES 41