A Fly That Has No Counselor Will Follow the Corpse to the Grave: Nigerian Culture’s Influence on Negotiation

Authors

  • Samuel A. Spralls III Central Michigan University
  • Obinna Obilo Central Michigan University
  • Michael Garver Central Michigan University
  • Richard Divine Central Michigan University

DOI:

https://doi.org/10.33423/jabe.v21i5.2272

Keywords:

Business, Economics, Cross-cultural Negotiations, International Business Negotiations, Negotiating with the Nigerians, Negotiation orientation, Negotiating Tendencies, Negotiating Style, Negotiator’s Profile, Nigerians, Nigeria, global economic advantages, Nigerian Culture’s

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.

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Published

2019-09-25

How to Cite

Spralls III, S. A., Obilo, O., Garver, M., & Divine, R. (2019). 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, 21(5). https://doi.org/10.33423/jabe.v21i5.2272

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Section

Articles