International Business Negotiations: The Case of Pakistan

Hussain Gulzar Rammal
University of Technology Sydney (UTS)


International Journal Of Commerce and Management, Vol. 15, No. 2, pp.129-140, 2005


This exploratory study focuses on identifying the key cultural and other contextual influences that affect the process and outcome of commercial negotiations between Pakistanis and Non-Pakistanis. A survey of negotiators was conducted asking for information, based on their experience, about the business negotiation process involving Pakistanis and Non-Pakistanis. Utilizing the studies of Hofstede, and Salacuse, the responses of Pakistani and Non-Pakistani negotiators are analyzed and cultural traits displayed by Pakistani negotiators in international business negotiations are identified.

International Business Negotiations- The Case of Pakistan

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