Negotiating with Managers in a Multicultural Context: The Unique Case of Dubai

Haruka Marufuji ()
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Haruka Marufuji: The University of Manchester

Chapter 18 in The Palgrave Handbook of Cross-Cultural Business Negotiation, 2019, pp 403-435 from Springer

Abstract: Abstract While there are some interesting documentations of the Middle Eastern region’s approach to business negotiations, limited attention has been given to negotiations taking place in Dubai, a unique city where traditional Islamic culture and modern western influences collide. With expatriates dominating management seats in Dubai’s multinational corporations, one would think that the negotiation style changes according to the negotiator’s nationality; however, the real dealmakers are often the local Emiratis who have a firm stake in the business through government regulations. We explain the history and the unique culture of the United Arab Emirates that have created the negotiation style of the city of Dubai and explore them in the context of its multicultural business environment. A discussion of Middle Eastern negotiation and business practices is then provided, based on Salacuse’s (1998) model of ten factors in negotiation influenced by culture. Suggestions for best practices as well as recommendations made by active business negotiators in Dubai are also included.

Keywords: Cultural dimension; Dubai; Emirati; Expatriates; Middle Eastern negotiation; Multicultural; Negotiation factors (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_18

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DOI: 10.1007/978-3-030-00277-0_18

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