Influence of Culture on Negotiation Style

Rukevwe Juliet Olughor

Abstract: This study empirically examines the influence of organizational culture on negotiation style. The focus was on university students with experience in Business and Business managers in Lagos and Ibadan metropolitan using the Organizational Culture Inventory (OCI) designed to measure three cultural dimensions: constructive; passive defensive; and aggressive defensive. The study adopted a survey research design to explore the impact. Primary data was collected through questionnaire administration from230 respondents. Results indicate that the value of constructive for negotiation style 0.446 significant at r= 0.01 % which shows the high significance of the relations. The value for passive defensive is 0.437 (r= 0.01 %). While value for aggressive defensive 0.373 with r=0.01 %. As all the values of organizational culture have significant positive impact on Negotiation styles.

Keywords: Organizational culture, constructive, passive defensive, aggressive defensive, Negotiation style