The Impact of Language and Culture on International Business Negotiations: A Conceptual Study of Nigerian Entrepreneurs

Abstract

In the age of global trade, business negotiations today are more complex than ever, as language and cultural barriers canimpact the outcome of international negotiations. Andfor entrepreneurs in Nigeria, these issues are compounded, especially when it comes to foreign partners. Thearticle is a conceptual analysis of how language and culture influence international business negotiations using Nigerian entrepreneurs as afocal point. Based on important concepts from the cross-cultural communication and cultural intelligence fields, the paper develops a theoretical model which connects linguistic acumen and cultural sensitivity with negotiation strategies andnegotiation performance. One unique aspect of this study is the Nigerian environmentin which it is situated and the implications presented can benefit entrepreneurs facing various contextual settings abroad. Implications include methods forimproving cultural intelligence, employing flexible communication styles and gaining cross-cultural competence in order to negotiate effectively. The study offers relevant insights to Nigerian entrepreneurs, international business practitioners andpolicymakers as they confront the intricacies of inter-country negotiations in a highly globalized world.