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Negotiating with Managers from Iran

In: The Palgrave Handbook of Cross-Cultural Business Negotiation

Author

Listed:
  • Masoud Karami

    (Queenstown Resort College)

  • Alan J. Dubinsky

    (Purdue University)

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.

Suggested Citation

  • Masoud Karami & Alan J. Dubinsky, 2019. "Negotiating with Managers from Iran," Springer Books, in: Mohammad Ayub Khan & Noam Ebner (ed.), The Palgrave Handbook of Cross-Cultural Business Negotiation, chapter 11, pages 241-265, Springer.
    • Handle: RePEc:spr:sprchp:978-3-030-00277-0_11
    DOI: 10.1007/978-3-030-00277-0_11
    as

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