International Business Negotiations: The Case of Pakistan

International Journal Of Commerce and Management, Vol. 15, No. 2, pp.129-140, 2005

12 Pages Posted: 10 Aug 2009

Date Written: 2005

Abstract

This exploratory study focuses on identifying the key cultural and other contextual influences that affect the process and outcome of commercial negotiations between Pakistanis and Non-Pakistanis. A survey of negotiators was conducted asking for information, based on their experience, about the business negotiation process involving Pakistanis and Non-Pakistanis. Utilizing the studies of Hofstede, and Salacuse, the responses of Pakistani and Non-Pakistani negotiators are analyzed and cultural traits displayed by Pakistani negotiators in international business negotiations are identified.

Keywords: international business negotiations, Hofstede, Salacuse, Ghauri, Pakistan, survey, national culture

JEL Classification: F23

Suggested Citation

Rammal, Hussain Gulzar, International Business Negotiations: The Case of Pakistan (2005). International Journal Of Commerce and Management, Vol. 15, No. 2, pp.129-140, 2005. Available at SSRN: https://ssrn.com/abstract=1445369

Hussain Gulzar Rammal (Contact Author)

University of Technology Sydney (UTS) ( email )

15 Broadway, Ultimo
PO Box 123
Sydney, NSW 2007
Australia

HOME PAGE: http://www.uts.edu.au/staff/hussain.rammal

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