What do business managers value when they negotiate? Empirical evidence from the Arabian Gulf

Alexandre Bachkirov ()
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Alexandre Bachkirov: Sultan Qaboos University

International Journal of Business and Management, 2015, vol. 3, issue 3, 1-11

Abstract: Social psychological outcomes subjectively valued by Middle Eastern Arab business negotiators were explored through a qualitative interview-based study. Participants included 15 business managers from various organizations in the Muscat metropolitan area of Oman for whom negotiation constitutes an essential part of the job. The semi-structured format of the interviews ensured consistency and flexibility in the data collection. Analysis of the narratives showed that the subjective value structure includes the following components: balance and moderation, concern for the negotiation outcomes of the counterpart, the motivation to create a win-win situation, honesty, patience, trust and trustworthiness. Managerial implications for the practice of cross-cultural negotiations are discussed.

Keywords: negotiation; social psychological outcomes; subjective value; honesty; patience; trust (search for similar items in EconPapers)
JEL-codes: M16 (search for similar items in EconPapers)
Date: 2015
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Persistent link: https://EconPapers.repec.org/RePEc:sek:jijobm:v:3:y:2015:i:3:p:1-11

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