Cross Cultural Negotiation Styles

Among Iranian Managers

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Bibliografische Daten
ISBN/EAN: 9783843383691
Sprache: Englisch
Umfang: 76 S.
Format (T/L/B): 0.4 x 22 x 15 cm
Auflage: 1. Auflage 2010
Einband: kartoniertes Buch


The present study examines the styles of negotiation among Iranian managers. Among the objectives of the study are: 1. To study the relationships between Iranian managers'' multicultural personality characteristics (open-mindedness, cultural empathy, emotional stability, flexibility, and social initiative) with their negotiation skills. 2. To investigate whether Iranian managers'' preparation before negotiations is related to their negotiation skills. 3. To examine whether Iranian managers'' relationship building with foreign negotiators is a factor contributing to their negotiation skills. Interesting findings are presented in this book.


Anees Janee Ali (aneesali15@yahoo.com), PhD is a lecturer at School of Management, Universiti Sains Malaysia. Mahazir Ismail, is a lecturer at UiTM, Merbuk, Kedah. Awang-Rozaimie Awang-Shuib is writing his PhD thesis at USM.