Review the Mini-Case: Arab-Style Negotiation (found on pages 214–216 of the textbook). Answer the following questions:
- When conducting negotiations with Arab negotiators, the Western style of negotiation can be counterproductive. Explain why.
- Using wasta is an accepted business practice in the Arab world. What is wasta? What are the advantages of using it as seen through the eyes of Arab managers?
- Describe some similarities and differences in negotiation styles between Arab-style negotiation and negotiation styles in your chosen country.
