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Culture and business networks: International business negotiations with Arab managers

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dc.contributor.author Khakhar P.
dc.contributor.author Rammal H.G.
dc.contributor.editor
dc.date 2013
dc.date.accessioned 2017-09-07T07:51:31Z
dc.date.available 2017-09-07T07:51:31Z
dc.date.issued 2013
dc.identifier 10.1016/j.ibusrev.2012.08.002
dc.identifier.isbn
dc.identifier.issn 09695931
dc.identifier.uri http://hdl.handle.net/10938/12190
dc.description.abstract The Arab world is an important economic region due to its natural resources, geographic location and political influence. However, limited attention has been paid to researching and understanding the way business is conducted in this region. We address this gap by exploring the key socio-economic, cultural and political factors that influence the negotiation process between Arab and non-Arab managers. Semi-structured interviews were conducted with 30 Arab managers in Lebanon with experience in international business. The findings of the study show that: Arab negotiators place emphasis on building relationships and use referent power (wasta); the political uncertainty influences the bargaining power of the Arab negotiators and political volatility in the country influences the Arab managers' use of time during negotiations. © 2012 Elsevier Ltd.
dc.format.extent
dc.format.extent Pages: (578-590)
dc.language English
dc.publisher AMSTERDAM
dc.relation.ispartof Publication Name: International Business Review; Publication Year: 2013; Volume: 22; no. 3; Pages: (578-590);
dc.relation.ispartofseries
dc.relation.uri
dc.source Scopus
dc.subject.other
dc.title Culture and business networks: International business negotiations with Arab managers
dc.type Article
dc.contributor.affiliation Khakhar, P., Olayan School of Business, American University of Beirut, P.O. Box 11-0236, Riad El-Solh, Beirut 1107-2020, Lebanon
dc.contributor.affiliation Rammal, H.G., International Graduate School of Business, University of South Australia, GPO Box 2471, Adelaide, SA 5001, Australia
dc.contributor.authorAddress Khakhar, P.; Olayan School of Business, American University of Beirut, P.O. Box 11-0236, Riad El-Solh, Beirut 1107-2020, Lebanon; email: pk07@aub.edu.lb
dc.contributor.authorCorporate University: American University of Beirut; Faculty: Suliman S. Olayan School of Business; Department: School of Business;
dc.contributor.authorDepartment School of Business
dc.contributor.authorDivision
dc.contributor.authorEmail pk07@aub.edu.lb; hussain.rammal@unisa.edu.au
dc.contributor.faculty Suliman S. Olayan School of Business
dc.contributor.authorInitials Khakhar, P
dc.contributor.authorInitials Rammal, HG
dc.contributor.authorOrcidID
dc.contributor.authorReprintAddress Rammal, HG (reprint author), Univ S Australia, Int Grad Sch Business, GPO Box 2471, Adelaide, SA 5001, Australia.
dc.contributor.authorResearcherID
dc.contributor.authorUniversity American University of Beirut
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dc.description.citedCount
dc.description.citedTotWOSCount 1
dc.description.citedWOSCount 1
dc.format.extentCount 13
dc.identifier.articleNo
dc.identifier.coden
dc.identifier.pubmedID
dc.identifier.scopusID 84875528164
dc.identifier.url
dc.publisher.address PO BOX 211, 1000 AE AMSTERDAM, NETHERLANDS
dc.relation.ispartofConference
dc.relation.ispartofConferenceCode
dc.relation.ispartofConferenceDate
dc.relation.ispartofConferenceHosting
dc.relation.ispartofConferenceLoc
dc.relation.ispartofConferenceSponsor
dc.relation.ispartofConferenceTitle
dc.relation.ispartofFundingAgency
dc.relation.ispartOfISOAbbr Int. Bus. Rev.
dc.relation.ispartOfIssue 3
dc.relation.ispartOfPart
dc.relation.ispartofPubTitle International Business Review
dc.relation.ispartofPubTitleAbbr Int. Bus. Rev.
dc.relation.ispartOfSpecialIssue
dc.relation.ispartOfSuppl
dc.relation.ispartOfVolume 22
dc.source.ID WOS:000317636000007
dc.type.publication Journal
dc.subject.otherAuthKeyword Arab world
dc.subject.otherAuthKeyword International business negotiations
dc.subject.otherAuthKeyword National culture
dc.subject.otherAuthKeyword Political instability
dc.subject.otherAuthKeyword Time sensitivity
dc.subject.otherAuthKeyword Wasta
dc.subject.otherChemCAS
dc.subject.otherIndex
dc.subject.otherKeywordPlus QUALITATIVE RESEARCH
dc.subject.otherKeywordPlus JAPANESE
dc.subject.otherKeywordPlus STYLE
dc.subject.otherKeywordPlus STRATEGIES
dc.subject.otherKeywordPlus IMPACT
dc.subject.otherKeywordPlus TIME
dc.subject.otherKeywordPlus US
dc.subject.otherWOS Business


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