Case Study: Arab-Style Negotiation
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Review the Mini-Case: Arab-Style Negotiation (found on pages 214–216 of the textbook). Answer the following questions:
1. When conducting negotiations with Arab negotiators, the Western style of negotiation can be counterproductive. Explain why.
2. Using wasta is an accepted business practice in the Arab world. What is wasta? What are the advantages of using it as seen through the eyes of Arab managers?
3. Describe some similarities and differences in negotiation styles between Arab-style negotiation and negotiation styles in your chosen country.
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