African Journal of
Business Management

  • Abbreviation: Afr. J. Bus. Manage.
  • Language: English
  • ISSN: 1993-8233
  • DOI: 10.5897/AJBM
  • Start Year: 2007
  • Published Articles: 4071

Article in Press

Competence of African negotiators in managing and mending business deals

Ahmad Mtengwa Burhan

  •  Received: 18 July 2017
  •  Accepted: 17 October 2017
The ability of negotiators to demonstrate negotiations competence to facilitate business deals is very essential. Researchers argue that, for a negotiator to be able to facilitate a business deal, one need to have competencies and other personal characteristics that are essential for performing the required functions. This paper is of the view that, the nominal growth performance of African business manifested by the rise of total merchandise trade with the world from $251 billion in 1996 to $1,151 billion is a result of competence of African negotiators. This paper employed a descriptive approach and the target population is comprised of global and local firms operating in East Africa. The marketers as business practitioners were considered appropriate as they are directly involved in the international business transaction. Factor analysis was used to analyze the collected data. Finally, this paper showed that competence of African negotiators in the ability to manage and mend business deals is based on their ability to analyze business negotiation environment, core competence of business practice in negotiations and competence of negotiations skills.

Keywords: Negotiation, African business negotiators, capability of analysis of business negotiation environment, core competence of business practice in negotiations, competence of negotiations skills