Cross Cultural Negotiation Styles

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.

Autorentext

Ali Nawari Hassan(the main author,alinawari@usm.my) is currently a lecturer at School of Management, Universiti Sains Malaysia. He has vast working experience in the banking sector in Malaysia. Anees Janee Ali (aneesali15@yahoo.com) is a lecturer at School of Management,Universiti Sains Malaysia.