Skilled Negotiation and Implementation of Business Transaction Agreements in Uganda: A Critical Review Using a Financial Management Approach
Authors
Mr. Oboth Alex
Lecturer, Department of Business Administration, Faculty of Business and Management (FBM), International University of East African (IUEA), Kampala, Uganda (UG)
Mr. Wasike David
Lecturer at the Department of Public Administration, Faculty of Business and Management, at the International University of East Africa (IUEA). Doctoral Student at the Faculty of Business and Management (BAM) at Uganda Martyrs University (UMU)-Kampala, Researcher on the SDGs Tracking Project under The World Association for Sustainable Development (WASD). (UG)
Article Information
DOI: 10.51583/IJLTEMAS.2025.1411000023
Subject Category: Financial Management
Volume/Issue: 14/11 | Page No: 236-243
Publication Timeline
Submitted: 2025-12-03
Published: 2025-12-02
Abstract
Negotiation and implementation of business transaction agreements are crucial for enhancing financial performance and sustainability of firms in Uganda. Business transactions, whether public procurement contracts, private-sector collaborations, or investment agreements, require careful negotiation to optimize resource allocation, reduce risk, and maximize returns. This review examines the processes, challenges, and outcomes of business negotiations in Uganda using a financial management lens. It emphasizes how budgeting, cash flow management, cost-benefit analysis, risk assessment, and performance monitoring influence both negotiation strategies and contract implementation. Drawing from financial management theories, transaction cost economics, and negotiation scholarship, the review highlights gaps in financial literacy, institutional enforcement, and professional negotiation capacity among Ugandan firms and SMEs. Case studies from agriculture, oil and gas, and public procurement illustrate common negotiation pitfalls, including misaligned financial expectations, weak due diligence, and lack of monitoring mechanisms. The review concludes that integrating financial management principles into negotiation and contract execution strengthens compliance, reduces disputes, enhances profitability, and fosters sustainable business relationships.
Keywords
Negotiation, Business Transaction Agreements, Financial Management, Contract Implementation, Risk Management, Uganda, Governance, Transaction Costs, Investment, Performance Monitoring
Downloads
References
1. ACODE. (2019). Strengthening Contract Negotiation Capacity in Uganda. Kampala. [Google Scholar] [Crossref]
2. Bowen, G. (2009). Document Analysis as a Qualitative Research Method. Qualitative Research Journal, 9(2), 27–40. [Google Scholar] [Crossref]
3. Brynard, P., Hanekom, S., & Brynard, D. (2014). Introduction to Research. Pretoria: Van Schaik. [Google Scholar] [Crossref]
4. Coase, R. (1937). The Nature of the Firm. Economica, 4(16), 386–405. [Google Scholar] [Crossref]
5. Fisher, R., Ury, W., & Patton, B. (2011). Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books. [Google Scholar] [Crossref]
6. Global Witness. (2010). Don’t Get Fooled Again: Uganda’s Oil Contracts. London. [Google Scholar] [Crossref]
7. Hart, O., & Holmström, B. (2016). Contracts as Reference Points. Econometrica, 84(2), 333–359. [Google Scholar] [Crossref]
8. IGG. (2021). Annual Report of the Inspectorate of Government. Kampala. [Google Scholar] [Crossref]
9. Jensen, M., & Meckling, W. (1976). Theory of the Firm: Managerial Behavior, Agency Costs and Ownership Structure. Journal of Financial Economics, 3, 305–360. [Google Scholar] [Crossref]
10. Kashambuzi, R. (2016). The Petroleum Industry and the Future of Uganda. Kampala. [Google Scholar] [Crossref]
11. Kjaer, A. M. (2014). Political Settlements and Productive Sector Policies. DIIS Working Paper. [Google Scholar] [Crossref]
12. Kuteesa, A., & Ssenkubuge, I. (2020). Governance and Procurement Outcomes in Uganda. Journal of African Public Administration, 5(1), 45–62. [Google Scholar] [Crossref]
13. Lewicki, R., Barry, B., & Saunders, D. (2021). Negotiation. McGraw-Hill. [Google Scholar] [Crossref]
14. Ministry of Local Government (MoLG). (2019). Local Government Performance Assessment Report. Kampala. [Google Scholar] [Crossref]
15. PPDA. (2020). Annual Statistical Report on Public Procurement. Kampala. [Google Scholar] [Crossref]
16. Raiffa, H. (1982). The Art and Science of Negotiation. Harvard University Press. [Google Scholar] [Crossref]
17. Williamson, O. (1985). The Economic Institutions of Capitalism. Free Press. [Google Scholar] [Crossref]
18. World Bank. (2023). Uganda Country Economic Memorandum. Washington, DC. [Google Scholar] [Crossref]
Metrics
Views & Downloads
Similar Articles
- "Towards GDP to GEP-Centric Model: A Proposed GEP Index Framework and Its Application in Haryana"
- Physicochemical Analysis of Petroleum Products in Selected Depots in Calabar Metropolis Cross River State and The Effects on Motor Engine
- Impact of Employee Welfare Measures on Workforce Well-Being in SBI: Insights from the Public Banking Sector
- Problem of Small-Scale Farmers in Agricutlure Sector in Tirunelveli Taluk
- Globalization, Economic Development, and Ecological Footprint in Tunisia: A QARDL Approach