In some of my posts about negotiation, I wrote how the culture of people from Asian region and from Latin America affect their business negotiation. Today, I am going to write about the the effect of African culture on negotiation. This is important because it provides a guide to those who will like to do business in that Continent. For the purpose of disclosure, I am from the African Continent.
Africa, my continent of origin, is the least developed Continent in the world. The lack of economic development leaves the continent with very high level of unemployment rate. It is known that natality rate of Africa is high. However, many adults are unemployed with only a few able to sustain the whole family members. As a result of tradition, Africans generally live together and consider helping others as a norm. This means that those who have better condition should help those in bad shape. Another factor that complicates the situation is that there is no organized society, no social security, and governments are generally dysfunctional. In this condition, each African has to protect and meet all the needs of his family members. This condition puts any African under a lot of stress.
The high level of desperation in which an African is found makes him or her think only for the short term or immediate satisfaction of his needs. Therefore, when negotiating with an African, you must first prepare a long-term plan or project. The plan has to be explained to an African in a way he or she should understand so you can get the best out of him. You should work him through how this plan will play out. You should let him see how he should be transformed and his problems solved in a long-term.
I hope this post will help clarify some myths relating to doing business with Africans or in Africa.
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