Exploring the Corollary of National Feelings on International Business Negotiations: A perspective of Tanzania Business practice

Abstract

This paper aim to explore the practices of Tanzanian business negotiators during negotiation process. Specifically the paper aims to address the following; to explore the relationship between nationalism and practice of international business negotiations, to explore the relationship between national identity and practice of international business negotiations and to analyze the relationship between national pride and practice of international business negotiations. The data are drawn from a survey of Tanzania business negotiators and analyzed by using multivariate analysis particular exploratory factor analysis. The results suggest that national feelings need to be taken into account by Tanzanian negotiators. Study come in concluding that national political interest, national development vision, foreign investor influences’, negotiator’s value, national interest precedence and national dignity has implication on national feeling for business negotiator. This paper suggests that our supposition about national feelings might have enduring value, even though there is some evidence to suggest that Tanzania negotiating styles are changing.