NEGOTIATION GOAL SETTING AND MANAGERIAL SUCCESS OF PHARMACEUTICAL COMPANIES IN SOUTH-SOUTH, NIGERIA.

Abstract

The study ascertained the relationship between communication stye and managerial success of pharmaceutical companies in south-south, Nigeria. The objectives of the study were to examined the relationship between communication stye and measures of managerial success (team retention and leadership) in pharmaceutical companies in south-south, Nigeria. The study was anchored on Resource-Based View (RBV) theory. The study adopted cross-sectional research design. The target population of the study was three hundred and thirty-three (333) managers consisting of pharmaceutical companies operating in south-south, Nigeria. The sample size of the study consisted of 182 managers were engaged for the study. Structured questionnaire was used as the main instrument for the collection of primary data. To establish the validity of the instrument, copies of the questionnaire was submitted to experts in Office and Information Management Department of Ignatius Ajuru University of Education, Port Harcourt. Their comments were used to validate the final copy of the instrument that was administered. Thus, Cronbach alpha was used to ascertain the reliability of the instrument. A total of one hundred and eighty-two (182) copies of the questionnaire were administered with the assistance of two trained research assistants. The number and rate of questionnaire retrieved was one hundred and seventy-nine (179) copies. Pearson’s Product Moment Correlation Coefficient was used for the analysis through the aid of Statistical Package for Social Sciences (SPSS). It was found that communication stye has a significant positive relationship with managers who are apply constructive communication style are better positioned to achieve organisational objectives, maintain productive workplace relationships, enhance, foster cooperation, integrative outcomes and overall operational performance. The study recommended that managers should receive regular training on effective communication skills, including active listening, constructive feedback, persuasive communication, emotional intelligence, and conflict-sensitive communication, to enhance employee relationships and improve managerial success.