Business negotiations in the Middle East

U multikulturalnom okruženju poslovno pregovaranje zahtijeva široki spektar znanja o različitim kulturama, pravilima ponašanja i pregovaračkim vještinama općenito. Stoga se ističe važnost međunarodnog poslovnog pregovaranja kao bitnog čimbenika suvremenog poslovanja. U procesu poslovnog pregovaranja kulture se ponajprije razlikuju u pregovaračkom stavu i stilu pregovaranja, verbalnoj i neverbalnoj komunikaciji, vremenskoj dimenziji pregovaranja, načinu korištenja emocija, obliku ugovora, odlučivanju, preuzimanju rizika te cilju poslovnog pregovaranja. Rad se bavi definiranjem i analizom poslovnog pregovaranja općenito i sa zemljama Bliskog istoka. U tom su kontekstu obrađene studije slučaja Saudijske Arabije, Ujedinjenih Arapskih Emirata, Egipta, Turske i Izraela.In a multicultural environment, business negotiation requires a wide range of knowledge about different cultures, etiquette and negotiation skills in general. Therefore, the importance of international business negotiation, as an essential element of modern business, is outlined. As regards the process of business negotiation, cultures differ primarily in negotiating attitude and style of negotiation, verbal and nonverbal communication, time dimension, the use of emotions, agreement type, decision-making and risk taking, as well as the aim of negotiation. The paper deals with the definition and analysis of business negotiation both in general and in the Middle East. In that context, case studies of Saudi Arabia, United Arab Emirates, Egypt, Turkey and Israel are analysed