Abstract
Social psychological outcomes subjectively valued by Middle Eastern Arab business negotiators were explored through a qualitative interview-based study. Participants included 15 business managers from various organizations in the Muscat metropolitan area of Oman for whom negotiation constitutes an essential part of the job. The semi-structured format of the interviews ensured consistency and flexibility in the data collection. Analysis of the narratives showed that the subjective value structure includes the following components: balance and moderation, concern for the negotiation outcomes of the counterpart, the motivation to create a win-win situation, honesty, patience, trust and trustworthiness. Managerial implications for the practice of cross-cultural negotiations are discussed.
Sign-in/Register to access full text options 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a call
