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

In: The Palgrave Handbook of Cross-Cultural Business Negotiation

Author

Listed:
  • Haruka Marufuji

    (The University of Manchester
    The University of Manchester Middle East Center)

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.

Suggested Citation

  • Haruka Marufuji, 2019. "Negotiating with Managers in a Multicultural Context: The Unique Case of Dubai," Springer Books, in: Mohammad Ayub Khan & Noam Ebner (ed.), The Palgrave Handbook of Cross-Cultural Business Negotiation, chapter 18, pages 403-435, Springer.
    • Handle: RePEc:spr:sprchp:978-3-030-00277-0_18
    DOI: 10.1007/978-3-030-00277-0_18
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