Cookies Policy

This site uses cookies. By continuing to browse the site you are agreeing to our use of cookies.

I accept this policy

Find out more here

Success and Failure in Saudi-American Negotiations: American Views

No metrics data to plot.
The attempt to load metrics for this article has failed.
The attempt to plot a graph for these metrics has failed.
The full text of this article is not currently available.

Brill’s MyBook program is exclusively available on BrillOnline Books and Journals. Students and scholars affiliated with an institution that has purchased a Brill E-Book on the BrillOnline platform automatically have access to the MyBook option for the title(s) acquired by the Library. Brill MyBook is a print-on-demand paperback copy which is sold at a favorably uniform low price.

Access this article

+ Tax (if applicable)
Add to Favorites
You must be logged in to use this functionality

image of International Negotiation

This article draws on prior research studies and comparable measures to empirically investigate American views on what constitutes critical success and failure factors in negotiating with the Saudis. The findings from this new venue of research indicate that the Americans consider non-personal factors, such as technical expertise and financing terms, as more important than personal factors in successful negotiations with the Saudis. Moreover, among the failure factors studied, none were rated high in importance. Yet, from a Saudi viewpoint, Americans should not necessarily ignore these factors in their negotiations with the Saudis. Personal relationships may be important in generating pre-negotiation contacts, and cultural factors, linked to patience, language, and social customs, may help to prevent breakdowns in the negotiation process. Based on these conclusions, the study provides implications and draws some parallels with previous research on American perceptions.

Affiliations: 1: Management and Marketing Department, King Fahd University of Petroleum and Minerals, P.O. Box 667, Dhahran, 31261, Saudi Arabia


Full text loading...


Data & Media loading...

Article metrics loading...



Can't access your account?
  • Tools

  • Add to Favorites
  • Printable version
  • Email this page
  • Subscribe to ToC alert
  • Get permissions
  • Recommend to your library

    You must fill out fields marked with: *

    Librarian details
    Your details
    Why are you recommending this title?
    Select reason:
    International Negotiation — Recommend this title to your library
  • Export citations
  • Key

  • Full access
  • Open Access
  • Partial/No accessInformation