WHAT DO BUSINESS MANAGERS VALUE WHEN THEY NEGOTIATE? EMPIRICAL EVIDENCE FROM THE ARABIAN GULF

ALEXANDRE BACHKIROV

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.

Keywords:
negotiation, social psychological outcomes, subjective value, honesty, patience, trust

DOI: 10.20472/BM.2015.3.3.001

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APA citation:
ALEXANDRE BACHKIROV (2015). What do business managers value when they negotiate? Empirical evidence from the Arabian Gulf. International Journal of Business and Management, Vol. III(3), pp. 1-11. , DOI: 10.20472/BM.2015.3.3.001


Copyright © 2015, Alexandre Bachkirov et al, alexbach@squ.edu.om


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