Negotiating with Managers from Iran

  • Masoud Karami
  • Alan J. Dubinsky


International business negotiation is markedly influenced by national cultures of negotiators. Iran, a country which has been under sanctions for decades, is currently opening its doors to foreign businesses. Considering the size of Iran’s market and its strategic importance in the Middle East, foreign firms have started to show keen interest in it. This chapter discusses how Iranian culture molds Iranian managers’ mindsets and affects their attitudes and negotiation behaviors. It then provides guidelines for foreign negotiators to assist them in fostering enhanced success in negotiations with Iranian managers.


International business Iran National culture Negotiation Network Relationship Trust 


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Copyright information

© The Author(s) 2019

Authors and Affiliations

  • Masoud Karami
    • 1
  • Alan J. Dubinsky
    • 2
  1. 1.Queenstown Resort CollegeQueenstownNew Zealand
  2. 2.Purdue UniversityWest LafayetteUSA

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