Forthcoming Articles

International Journal of Markets and Business Systems

International Journal of Markets and Business Systems (IJMABS)

Forthcoming articles have been peer-reviewed and accepted for publication but are pending final changes, are not yet published and may not appear here in their final order of publication until they are assigned to issues. Therefore, the content conforms to our standards but the presentation (e.g. typesetting and proof-reading) is not necessarily up to the Inderscience standard. Additionally, titles, authors, abstracts and keywords may change before publication. Articles will not be published until the final proofs are validated by their authors.

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International Journal of Markets and Business Systems (One paper in press)

Regular Issues

  • What if Lawrence of Arabia came back to life as an intercultural negotiator?   Order a copy of this article
    by Clemens Bechter, Nidal Darwish 
    Abstract: Negotiating with someone from another culture is challenging. Most publications are based on a single culture and on classroom simulations but not on real-life intercultural negotiations. Our paper fills a research gap by analysing real intercultural negotiations with a focus on MENA. Publications on negotiation rarely take cultural differences into account. However, cultural differences can lead to additional conflicts in negotiations. The few scholars who have studied cultural dimensions in the context of negotiations focus mainly on two differences, namely, collectivism vs. individualism and high vs. low power distance. Our paper looked at six cultural differences derived from the three mainstream national culture frameworks plus the cultural intelligence of the negotiator. The sample consisted of 186 profiles of negotiators and the outcome of the negotiation. All negotiators were executives holding middle to top management positions. They had to narrate and visualise their negotiations with a partner from another culture which served as basis for our analysis. Cultural distance, cultural intelligence and flexibility of the negotiators were predictors for the success of a negotiation. Results show that a flexible behaviour is by far the most important criteria for success in MENA and it correlates positively with cultural intelligence.
    Keywords: negotiations; cross-cultural; cultural intelligence; MENA.
    DOI: 10.1504/MJCCM.2020.10030917
     

 

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