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Negotiating with Managers from Pakistan

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The Palgrave Handbook of Cross-Cultural Business Negotiation

Abstract

This chapter describes the negotiation style of Pakistani managers with a detailed analysis of their strengths and weaknesses. Further, the chapter recommends strategies for negotiating with Pakistani professionals. Before explaining the negotiation aspect, we briefly analyze the historical background, national culture, and general business environment of Pakistan. In particular, we analyze the cultural tendencies of Pakistanis in light of Hofstede’s model of cultural dimensions. The analysis brings Pakistan to light as a society high in power distance and strongly oriented toward group relationship. It also reveals that Pakistani society lacks long-term orientation and most plans are built with a medium-term or short-term mind-set. The main strengths of the Pakistani negotiator are relationship orientation, street smarts, practicality, and good communication. Issues that foreign negotiators might find challenging in working with Pakistani counterparts are indirectness, polychronic approach to time, lack of commitment, and slow pace of negotiation. The chapter recommends the foreign negotiator to be relationship-oriented, open, indirect, and composed while negotiating with Pakistani business professionals. Opening a negotiation with extreme positions and then gradually moderating one’s stance can be beneficial while negotiating with Pakistanis.

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Notes

  1. 1.

    The following sources can be tapped for more information about Pakistan, its business environment, negotiation styles, and business opportunities.

Database Links and References for More Information Sources

The following sources can be tapped for more information about Pakistan, its business environment, negotiation styles, and business opportunities.

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  • Zaidi, A. S. (2015). Issues in Pakistan’s Economy. Karachi: Oxford University Press.

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Author information

Authors and Affiliations

  1. Mohammad Ali Jinnah University, Karachi, Pakistan

    Muhammad Shujaat Mubarak

  2. Taylor’s University, Subang Jaya, Malaysia

    Navaz Naghavi

Authors
  1. Muhammad Shujaat Mubarak
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  2. Navaz Naghavi
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Corresponding author

Correspondence to Muhammad Shujaat Mubarak .

Editor information

Editors and Affiliations

  1. International Business Department, Business School, Tecnológico de Monterrey, Monterrey, Mexico

    Mohammad Ayub Khan

  2. Department of Interdisciplinary Studies, Creighton University, Omaha, NE, USA

    Noam Ebner

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Mubarak, M.S., Naghavi, N. (2019). Negotiating with Managers from Pakistan. In: Khan, M.A., Ebner, N. (eds) The Palgrave Handbook of Cross-Cultural Business Negotiation. Palgrave Macmillan, Cham. https://doi.org/10.1007/978-3-030-00277-0_12

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