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

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  • Alexandre Bachkirov

    (Sultan Qaboos University)

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.

Suggested Citation

  • Alexandre Bachkirov, 2015. "What do business managers value when they negotiate? Empirical evidence from the Arabian Gulf," International Journal of Business and Management, International Institute of Social and Economic Sciences, vol. 3(3), pages 1-11, August.
    • Handle: RePEc:sek:jijobm:v:3:y:2015:i:3:p:1-11
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    References listed on IDEAS

    as
    1. Robertson, Christopher J. & Al-Khatib, Jamal A. & Al-Habib, Mohammed & Lanoue, Darryl, 2001. "Beliefs about work in the Middle East and the convergence versus divergence of values," Journal of World Business, Elsevier, vol. 36(3), pages 223-244, October.
    2. Novemsky, Nathan & Schweitzer, Maurice E., 2004. "What makes negotiators happy? The differential effects of internal and external social comparisons on negotiator satisfaction," Organizational Behavior and Human Decision Processes, Elsevier, vol. 95(2), pages 186-197, November.
    3. Tinsley, Catherine H. & O'Connor, Kathleen M. & Sullivan, Brandon A., 2002. "Tough guys finish last: the perils of a distributive reputation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 88(2), pages 621-642, July.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    negotiation; social psychological outcomes; subjective value; honesty; patience; trust;
    All these keywords.

    JEL classification:

    • M16 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - International Business Administration

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