A Fly That Has No Counselor Will Follow the Corpse to the Grave: Nigerian Culture’s Influence on Negotiation
Journal of Applied Business and Economics, 2019
Posted: 26 May 2020
Date Written: September 25, 2019
Abstract
Gaining global economic advantages in the current era involves transcending national borders and forming collaborative business relationships within frontier markets such as Nigeria. The negotiations mandated by these relationships are highly culturally-dependent as such, foreign entities must learn the Nigerian negotiating style before engaging in business within the nation. We thus present, in this research, a profile of the Nigerian negotiating style. We empirically test a previously published series of propositions on the Nigerian negotiation profile and find that even though higher status negotiators are desired, informal and collectivistic/consensus-driven negotiations that result in complex agreements are preferred.
Keywords: International Business Negotiations, Cross-cultural Negotiations, Negotiating with the Nigerians, Negotiation orientation, Negotiating Tendencies, Negotiating Style, Negotiator’s Profile
JEL Classification: M
Suggested Citation: Suggested Citation