Negotiation as a Tool for the Survival of Business Organization

Ehiabhi Andrew Tafamel () and Omoyebagbe Rosaline Dania
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Ehiabhi Andrew Tafamel: University of Benin, Nigeria
Omoyebagbe Rosaline Dania: University of Benin, Nigeria

Annals of the University of Petrosani, Economics, 2018, vol. 18, issue 1, 261-274

Abstract: The purpose of this study was to examine negotiation as a tool for the survival of organization. The objective of the study was to examine the influence of higher authority, power of legitimacy, collaboration negotiation and competing negotiation on the survival of business organization. The study adopted a survey research design through the administration of structured questionnaires to employee of Mouka Foam and Agen Long Pan Industry in Benin City of Edo State. The data were analyzed using Cronbach Alpha test, multiple least square regression and Heteroskedasticity diagnostic test. The empirical findings from the multiple regression techniques revealed that higher authority has a significant negative influence on business survival at 99% level of confidence. Power of legitimacy has a significant positive influence on business survival at 99% level of confidence. Collaboration negotiation has a significant positive influence on business survival at 99% level of confidence. Competing negotiation has an insignificant negative influence on business survival. The study therefore recommended that management should be guided on the use of higher authority during negotiation because it’s negatively influence survival of business organization.

Keywords: survival of business organization; the use of higher authority; power of legitimacy; competing negotiation; collaboration negotiation (search for similar items in EconPapers)
Date: 2018
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