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Managerial Communication for the Arabian Gulf by Chrysi Rapanta, Catherine Nickerson, Valerie Priscilla Goby

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CHAPTER 5

Negotiation Styles in the Gulf

Arabic argumentation is structured by the notion that it is the presentation of an idea […] that is persuasive, not the logical structure of proof which Westerners see behind the words.1

Some studies suggest that the way in which Arabs argue is influenced by the poetic nature of their language; they employ the richness available in Arabic to persuade and convince rather than focusing on logic, as is characteristic of Western cultures.2 This chapter helps foreign managers develop an awareness of the specific features that are inherent in the argumentation styles used by Gulf Arabs and suggests how managers can participate more effectively in negotiations and discussions that may seem quite different from ...

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