Negotiating with Managers from Iran

Masoud Karami and Alan J. Dubinsky ()
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Masoud Karami: Queenstown Resort College
Alan J. Dubinsky: Purdue University

Chapter 11 in The Palgrave Handbook of Cross-Cultural Business Negotiation, 2019, pp 241-265 from Springer

Abstract: Abstract International business negotiation is markedly influenced by national cultures of negotiators. Iran, a country which has been under sanctions for decades, is currently opening its doors to foreign businesses. Considering the size of Iran’s market and its strategic importance in the Middle East, foreign firms have started to show keen interest in it. This chapter discusses how Iranian culture molds Iranian managers’ mindsets and affects their attitudes and negotiation behaviors. It then provides guidelines for foreign negotiators to assist them in fostering enhanced success in negotiations with Iranian managers.

Keywords: International business; Iran; National culture; Negotiation; Network; Relationship; Trust (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-00277-0_11

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DOI: 10.1007/978-3-030-00277-0_11

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