Journal of
Marketing Development and Competitiveness
Scholar Gateway
Abstracts prior to volume 5(1) have been archived!Issue 5(1), October 2010 -- Paper AbstractsGirard (p. 9-22)Cooper (p. 23-32)Kunz-Osborne (p. 33-41)Coulmas-Law (p.42-46)Stasio (p. 47-56)Albert-Valette-Florence (p.57-63)Zhang-Rauch (p. 64-70)Alam-Yasin (p. 71-78)Mattare-Monahan-Shah (p. 79-94)Nonis-Hudson-Hunt (p. 95-106) 
JOURNAL OF APPLIED BUSINESS AND ECONOMICS
A Traveler to Distant Places Should Make No Enemies: Toward Understanding
Nigerian Negotiating Style
Author(s): Samuel A. Spralls III, Patrick Okonkwo, Obasi H. Akan
Citation: Samuel A. Spralls III, Patrick Okonkwo, Obasi H. Akan, (2011) "A Traveler to Distant Places Should Make No Enemies: Toward Understanding Nigerian Negotiating Style," Journal of Applied Business and Economics, Vol. 12, Iss. 3, pp. 11 - 25
Article Type: Research paper
Publisher: North American Business Press
Abstract:
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?
