Culture and business networks: International business negotiations with Arab managers

Priyan Khakhar and Hussain Gulzar Rammal

International Business Review, 2013, vol. 22, issue 3, 578-590

Abstract: The Arab world is an important economic region due to its natural resources, geographic location and political influence. However, limited attention has been paid to researching and understanding the way business is conducted in this region. We address this gap by exploring the key socio-economic, cultural and political factors that influence the negotiation process between Arab and non-Arab managers. Semi-structured interviews were conducted with 30 Arab managers in Lebanon with experience in international business. The findings of the study show that: Arab negotiators place emphasis on building relationships and use referent power (wasta); the political uncertainty influences the bargaining power of the Arab negotiators and political volatility in the country influences the Arab managers’ use of time during negotiations.

Keywords: Arab world; International business negotiations; National culture; Political instability; Time sensitivity; Wasta (search for similar items in EconPapers)
Date: 2013
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Citations: View citations in EconPapers (19)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:iburev:v:22:y:2013:i:3:p:578-590

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DOI: 10.1016/j.ibusrev.2012.08.002

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