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 ...
Get Managerial Communication for the Arabian Gulf now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
