Schranzinger, S: Intercultural Negotiations in Saudi Arabia

As the global economy becomes more and more complex and interdependent and the importance of internationalization becomes self-evident for businesses, the number of contacts with foreign businesses and their agents increases significantly. Whether buying or selling, coordinating or simply chatting, an integral part of the process often includes intercultural understanding. Furthermore, as the international negotiation process bears a number of dangers and possibilities for failure, it is believed that in order to be successful, companies must be better prepared, shall improve their knowledge of the opposite party and their culture, and must be willing to devote time and effort to the negotiation process. The aim of the book is to provide an in-depth analysis of the Arabic culture in order to find out its patterns and characteristics in doing business. Furthermore, it will give business people from western cultures a broad understanding of the Arabic culture as well as raised awareness for Arab business issues.