NEGOTIATION SITE SELECTION AND ITS IMPACT ON THE OUTCOME OF PURCHASER-SUPPLIER AGREEMENTS

This study investigates the effects of Negotiation sites on purchaser-supplier agreements in the Kenyan private sector. The population of interest for this study was private Supermarkets in Kenya. Data collection was undertaken by surveying several supermarkets in Kenya. A stratified random sampling method was used. The study targeted 100 procurement managers from the supermarkets, out of which after sampling 50 were issued with questionnaires. To ensure the reliability of the questionnaire, test- retest method was used. Descriptive statistics was used. A correlation analysis was also used to determine the relationship between gender and choice of negotiation site. From the findings, many purchasing personnel mostly preferred home turf. This is due to the advantages that accompany the home venue. Neutral place was second and at far the suppliers’ premises (away) was preferred. The choice of venue to hold procurement negotiation entirely lies to both purchaser and supplier. The two should come into an agreement