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
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: Suggested Citation