Success and Failure in Saudi-American Negotiations: American Views

Abstract

AbstractThis article draws on prior research studies and comparable measures to empirically investigate American views on what constitutes critical success and failure factors in negotiating with the Saudis. The findings from this new venue of research indicate that the Americans consider non-personal factors, such as technical expertise and financing terms, as more important than personal factors in successful negotiations with the Saudis. Moreover, among the failure factors studied, none were rated high in importance. Yet, from a Saudi viewpoint, Americans should not necessarily ignore these factors in their negotiations with the Saudis. Personal relationships may be important in generating pre-negotiation contacts, and cultural factors, linked to patience, language, and social customs, may help to prevent breakdowns in the negotiation process. Based on these conclusions, the study provides implications and draws some parallels with previous research on American perceptions.