The negotiating style of Saudi industrial buyers: An empirical investigation

This study investigates the negotiating styles of Saudi industrial buyers. Thomas’s Topology as measured by Rahim’s instrument is used in this study. The results suggest that three are two dominant styles of negotiation in the Saudi context, namely: the competitive and collaborative styles.

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Bibliographic Details
Published in:International journal of value-based management
Main Author: At-Twaijri, Mohammed I.
Format: Electronic Article
Language:English
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Published: Proquest 1992
In: International journal of value-based management
Year: 1992, Volume: 5, Issue: 1, Pages: 1-15
Further subjects:B Negotiation Process
B Industrial Buyer
B Conflict Style
B Conflict Management
B Managerial Grid
Online Access: Volltext (lizenzpflichtig)
Description
Summary:This study investigates the negotiating styles of Saudi industrial buyers. Thomas’s Topology as measured by Rahim’s instrument is used in this study. The results suggest that three are two dominant styles of negotiation in the Saudi context, namely: the competitive and collaborative styles.
ISSN:1572-8528
Contains:Enthalten in: International journal of value-based management
Persistent identifiers:DOI: 10.1007/BF02919228