An Appraisal of the Challenges and Limitations of Developing African Countries in Negotiations with Multinational Entities and Developed Nations: Proposed Interventions

Abstract

The paper takes a look at the limitations and challenges that negotiators of developing African countries encounter with multinational entities and developed nations. It identifies that negotiators of multinational and advanced economies appear to be very competitive and confrontational as against negotiators of developing African negotiators, who appear cooperative and collaborative, a soft-styled approach to negotiations, these disparities arise from power, network and resource imbalance. Some of the challenges encountered by African negotiators include aggressive demands, unilateralism and setting self-serving agendas, negative impact of demographic variables as well as intercultural challenges. Others include inadequate cultural intelligence, negotiating process fatigue, political interest and inadequate competent and experienced human resource and financial limitations among others. The Doha declaration points to the fact that weak nations such as African countries and partners, even though may appear as weaker actors can attain a successful negotiated outcome, when in strategic partnership and networks with identified mutual interest and benefits. The paper recommends the need for the establishment of a networked governance strategy, a more formidable one to the TRIPs network, which delivered a BATNA. Within the state and regional levels, African countries must consciously endeavor to provide their domestic institutions such as Foreign Ministries, Trade and Industry Ministries, national negotiation agencies, with the requisite capacities and expertise needed to be very effective and competitive. Good political well of governments is central in avoiding conflict of interest and corruption at the expense of the State for a BATNA. This would enable them to be better prepared with the requisite confidence, knowledge, and skills to negotiate for a better outcome with multinational corporations and nations.