Negotiating in public sector procurement: a systematic literature review

Kelly, Stephen; Polychronakis, Yiannis; Israilidis, John

Abstract

The paper synthesises and consolidates the current public sector negotiation literature to establish a coherent platform through which to inform new policies and directions that will be needed as we move into a more flexible, dynamic, and changing regulatory environment. We perform an extensive and systematic literature review of 116 papers. Descriptive findings show that the trajectory of research in this field is broadly on the rise, however, studies are largely atheoretical with the majority of the research being non-empirical, i.e., modelling or conceptual in nature. From a thematic analysis, six themes are emerging from our work with an emphasis on the efficiency of the negotiation process, the impact of laws and the role of individual negotiators.

Citation

Kelly, S., Polychronakis, Y., & Israilidis, J. (2023, April). Negotiating in public sector procurement: a systematic literature review. Paper presented at The 32nd Annual International Purchasing and Supply Education and Research Association Conference, Barcelona

• Presentation Conference Type: Conference Paper (unpublished)
• Conference Name: The 32nd Annual International Purchasing and Supply Education and Research Association Conference
• Conference Location: Barcelona
• Start Date: Apr 3, 2023
• End Date: Apr 5, 2023
• Deposit Date: Jun 23, 2023
• Publisher URL: https://ipsera.com/event-4853474