Negotiating with Global Managers and Entrepreneurs in sub-Saharan Africa - Nigeria: An Analysis of Nonverbal Behavior in Intercultural Business Communication

This study provides a critical analysis of nonverbal behavior in intercultural communication between Nigerians and Non-Nigerians during business transactions. Findings from survey of more than one hundred respondents (Nigerian business men and women) residing in Nigeria and in the United States over a period of eight months (2011–2012) were interpreted and analyzed. Specific nonverbal communication variables of the study included silence, non-verbal feedback, facial expressions, voice volume, gestures, and eye contact. The survey comprised of demographics and ended questions, and was pilot-tested by a sample of business people of multiple ethnicity and gender. Using survey and face-to-face interviews, this research expands research on specific behaviors of Nigerian non-verbal communication in the larger African context. It identifies unique nonverbal symbols essential for effective business negotiation in Nigeria, and provides appropriate culture-specific recommendations for communicating cross-culturally and nonverbally with Nigerians during interpersonal and group negotiations. Finally, the study stresses the significance of enculturation in Nigeria by identifying adjustment strategies associated with nonverbal behavior in cross-cultural business negotiations.