Preparation for Business Negotiation at the Livestock Auction Market in Tanzania: The Case of Maasai Livestock Traders

Abstract

This chapter focuses on how Maasai traders prepare for business negotiations at the livestock auction market. The Maasai community live in the forest, rearing their animals; they are characterised by less education and appear to be bound by their traditional practices. The current study utilised a qualitative method; interviews and focus group discussions were employed for data collection from the livestock auction market with a focus on the techniques that Maasai livestock traders use in preparation for business negotiations. Content qualitative analytical technique was used for data analysis. Four issues emerged as important for pre-negotiation, namely goal setting, advice from others, seeking assistance and apprenticeship. In general, the study shows that livestock keepers prepare young learners to master the art of negotiations through an apprenticeship approach. Additionally, the study has implications for business development services (BDS) and institutions that offer negotiation training to include the practices of the Indigenous societies in their courses, either as short courses or long-term programmes.

Citation

Nandonde, F.A. (2023), "Preparation for Business Negotiation at the Livestock Auction Market in Tanzania: The Case of Maasai Livestock Traders", Adeola, O. (Ed.) Casebook of Indigenous Business Practices in Africa, Emerald Publishing Limited, Leeds, pp. 41-51. https://doi.org/10.1108/978-1-80455-762-420231007