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Culture and business networks: International business negotiations with Arab managers

Show simple item record Khakhar P. Rammal H.G.
dc.contributor.editor 2013 2017-09-07T07:51:31Z 2017-09-07T07:51:31Z 2013
dc.identifier 10.1016/j.ibusrev.2012.08.002
dc.identifier.issn 09695931
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 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.source Scopus
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:
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.faculty Suliman S. Olayan School of Business
dc.contributor.authorInitials Khakhar, P
dc.contributor.authorInitials Rammal, HG
dc.contributor.authorReprintAddress Rammal, HG (reprint author), Univ S Australia, Int Grad Sch Business, GPO Box 2471, Adelaide, SA 5001, Australia.
dc.contributor.authorUniversity American University of Beirut
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dc.description.citedTotWOSCount 1
dc.description.citedWOSCount 1
dc.format.extentCount 13
dc.identifier.scopusID 84875528164
dc.publisher.address PO BOX 211, 1000 AE AMSTERDAM, NETHERLANDS
dc.relation.ispartOfISOAbbr Int. Bus. Rev.
dc.relation.ispartOfIssue 3
dc.relation.ispartofPubTitle International Business Review
dc.relation.ispartofPubTitleAbbr Int. Bus. Rev.
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.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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