RT Article T1 The negotiating style of Saudi industrial buyers: An empirical investigation JF International journal of value-based management VO 5 IS 1 SP 1 OP 15 A1 At-Twaijri, Mohammed I. LA English PB Proquest YR 1992 UL https://ixtheo.de/Record/180162898X AB 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. K1 Conflict Style K1 Industrial Buyer K1 Managerial Grid K1 Conflict Management K1 Negotiation Process DO 10.1007/BF02919228