A Traveler to Distant Places Should Make No Enemies: Toward Understanding Nigerian Negotiating Style

The literature on international business negotiations, particularly that focusing on cultural negotiating styles, largely ignores Africa. In Africa, Nigeria is poised to escape poverty, achieve sustained growth, and make rapid gains in living standards. As worldwide economic interdependence continue...

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Bibliographic Details
Published in:The journal of applied business and economics 2011-07, Vol.12 (3), p.11
Main Authors: Spralls, Samuel A, Okonkwo, Patrick, Akan, Obasi H
Format: Article
Language:English
Subjects:
Bargaining
Behavior
Collaboration
Cultural differences
Culture
Developing countries
Globalization
International business
LDCs
Negotiations
Studies
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Summary:The literature on international business negotiations, particularly that focusing on cultural negotiating styles, largely ignores Africa. In Africa, Nigeria is poised to escape poverty, achieve sustained growth, and make rapid gains in living standards. As worldwide economic interdependence continues to grow, collaborative agreements between companies in Nigeria and the U.S. will likely increase. A necessary precondition to the development of such agreements is the successful cross-cultural negotiation of the terms for their establishment. Drawing on a framework of African values and beliefs, we answer the question: What is the predominant Nigerian international business negotiator's profile?
ISSN:1499-691X