IDEAS home Printed from https://ideas.repec.org/a/pet/annals/v18y2018i1p261-274.html
   My bibliography  Save this article

Negotiation as a Tool for the Survival of Business Organization

Author

Listed:
  • Ehiabhi Andrew Tafamel

    (University of Benin, Nigeria)

  • Omoyebagbe Rosaline Dania

    (University of Benin, Nigeria)

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.

Suggested Citation

  • Ehiabhi Andrew Tafamel & Omoyebagbe Rosaline Dania, 2018. "Negotiation as a Tool for the Survival of Business Organization," Annals of the University of Petrosani, Economics, University of Petrosani, Romania, vol. 18(1), pages 261-274.
    • Handle: RePEc:pet:annals:v:18:y:2018:i:1:p:261-274
    as

    Download full text from publisher

    File URL: https://www.upet.ro/annals/economics/pdf/2018/p1/Tafamel_Dania.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Hann Earl Kim & Johannes M. Pennings, 2009. "Innovation and Strategic Renewal in Mature Markets: A Study of the Tennis Racket Industry," Organization Science, INFORMS, vol. 20(2), pages 368-383, April.
    2. Alexander J. S. Colvin, 2013. "Participation Versus Procedures in Non-Union Dispute Resolution," Industrial Relations: A Journal of Economy and Society, Wiley Blackwell, vol. 52, pages 259-283, January.
    3. Toby E. Stuart, 2000. "Interorganizational alliances and the performance of firms: a study of growth and innovation rates in a high‐technology industry," Strategic Management Journal, Wiley Blackwell, vol. 21(8), pages 791-811, August.
    4. Tornikoski, Erno T. & Newbert, Scott L., 2007. "Exploring the determinants of organizational emergence: A legitimacy perspective," Journal of Business Venturing, Elsevier, vol. 22(2), pages 311-335, March.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Romeo V. Turcan, 2013. "International New Venture Legitimation: An Exploratory Study," Administrative Sciences, MDPI, vol. 3(4), pages 1-29, November.
    2. Henri A. Schildt & Markku V.J. Maula & Thomas Keil, 2005. "Explorative and Exploitative Learning from External Corporate Ventures," Entrepreneurship Theory and Practice, , vol. 29(4), pages 493-515, July.
    3. Jarle Aarstad & Olav Andreas Kvitastein & Stig-Erik Jakobsen, 2019. "What Drives Enterprise Product Innovation? Assessing How Regional, National, And International Inter-Firm Collaboration Complement Or Substitute For R&D Investments," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 23(05), pages 1-25, June.
    4. Annika Rickne, 2006. "Connectivity and Performance of Science-based Firms," Small Business Economics, Springer, vol. 26(4), pages 393-407, May.
    5. Kathryn Rudie Harrigan & Maria Chiara Guardo & Bo Cowgill, 2017. "Multiplicative-innovation synergies: tests in technological acquisitions," The Journal of Technology Transfer, Springer, vol. 42(5), pages 1212-1233, October.
    6. Tom Broekel & Matthias Brachert, 2015. "The structure and evolution of inter-sectoral technological complementarity in R&D in Germany from 1990 to 2011," Journal of Evolutionary Economics, Springer, vol. 25(4), pages 755-785, September.
    7. Vanhaverbeke, Wim & Li, Ying & Van de Vrande, Vareska, 2009. "The dual role of external corporate venturing in technological exploration," MPRA Paper 26488, University Library of Munich, Germany, revised 2010.
    8. Tomas Karlsson & Caroline Wigren, 2012. "Start-ups among university employees: the influence of legitimacy, human capital and social capital," The Journal of Technology Transfer, Springer, vol. 37(3), pages 297-312, June.
    9. Kang, Min-Ping & Mahoney, Joseph T. & Tan, Danchi, 2007. "Why Firms Make Unilateral Investments Specific to Other Firms: The Case of OEM Suppliers," Working Papers 07-0110, University of Illinois at Urbana-Champaign, College of Business.
    10. Tammy L. Madsen & Michael J. Leiblein, 2015. "What Factors Affect the Persistence of an Innovation Advantage?," Journal of Management Studies, Wiley Blackwell, vol. 52(8), pages 1097-1127, December.
    11. Dolores Gallardo-Vázquez & Luis Enrique Valdez-Juárez & José Luis Lizcano-Álvarez, 2019. "Corporate Social Responsibility and Intellectual Capital: Sources of Competitiveness and Legitimacy in Organizations’ Management Practices," Sustainability, MDPI, vol. 11(20), pages 1-29, October.
    12. Agata Sudolska & Justyna Łapińska, 2020. "Exploring Determinants of Innovation Capability in Manufacturing Companies Operating in Poland," Sustainability, MDPI, vol. 12(17), pages 1-21, August.
    13. Grant Savage & Michele Bunn & Barbara Gray & Qian Xiao & Sijun Wang & Elizabeth Wilson & Eric Williams, 2010. "Stakeholder Collaboration: Implications for Stakeholder Theory and Practice," Journal of Business Ethics, Springer, vol. 96(1), pages 21-26, August.
    14. Yenn-Ru Chen & Carl R. Chen & Chih-Kang Chu, 2014. "The Effect of Executive Stock Options on Corporate Innovative Activities," Financial Management, Financial Management Association International, vol. 43(2), pages 271-290, June.
    15. Xueying Tian & Chunyang Zhao & Xiaochun Ge, 2022. "Entrepreneurial Traits, Relational Capital, and Social Enterprise Performance: Regulatory Effects of Cognitive Legitimacy," Sustainability, MDPI, vol. 14(6), pages 1-22, March.
    16. Partanen, Jukka & Kohtamäki, Marko & Patel, Pankaj C. & Parida, Vinit, 2020. "Supply chain ambidexterity and manufacturing SME performance: The moderating roles of network capability and strategic information flow," International Journal of Production Economics, Elsevier, vol. 221(C).
    17. Donald F. Kuratko & Greg Fisher & James M. Bloodgood & Jeffrey S. Hornsby, 2017. "The paradox of new venture legitimation within an entrepreneurial ecosystem," Small Business Economics, Springer, vol. 49(1), pages 119-140, June.
    18. Thorgren, Sara & Wincent, Joakim & Eriksson, Jessica, 2011. "Too small or too large to trust your partners in multipartner alliances? The role of effort in initiating generalized exchanges," Scandinavian Journal of Management, Elsevier, vol. 27(1), pages 99-112, March.
    19. Romi Kher & Shu Yang & Scott L. Newbert, 2023. "Accelerating emergence: the causal (but contextual) effect of social impact accelerators on nascent for-profit social ventures," Small Business Economics, Springer, vol. 61(1), pages 389-413, June.
    20. Manuel Guisado-González & Jennifer González-Blanco & José Luis Coca-Pérez, 2019. "Exploration, exploitation, and firm age in alliance portfolios," Eurasian Business Review, Springer;Eurasia Business and Economics Society, vol. 9(4), pages 387-406, December.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pet:annals:v:18:y:2018:i:1:p:261-274. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Imola Driga (email available below). General contact details of provider: http://www.upet.ro/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.