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

Bachkirov, Alexandre

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