ROLE OF NEGOTIATION IN BUYER SUPPLIER RELATIONSHIP IN THE NIGERIAN OIL AND GAS INDUSTRY

NWANKITI, Chinwe Onyemaechi
Aberdeen Business School
Aberdeen, Scotland. United Kingdom
chinwedoc@gmail.com
AIR, Carol
Aberdeen Business School
Aberdeen, Scotland. United Kingdom
ABSTRACT
The purpose of this study is to determine a better understanding of the role of negotiation in
buyer-supplier relationships in the Nigerian oil and gas industry. Despite the contribution of
negotiation in buyer-supplier relationships, opportunism is a major cause of failure in buyer-supplier
relationship. Therefore, this exploratory study employed extended literature review to investigate further,
the role negotiation plays in building supplier relationships and how it could be understood as a dialectical
process with focus on buyer- supplier relationships in oil and gas industry, key objectives of buyer- supplier
relationships, relationship building through buyer- supplier relationships and negotiation as an
improvement tool. This resulted in contribution of buyer-supplier relationship support in the oil and gas
industry and great role of negotiation as an ongoing organisational conversation for continuous
improvement in the entire oil and gas business network.
Keywords: Buyer-supplier relationship, negotiation, oil and gas industry, relationship building