Very interesting generalisations in profiling various nationalities in their respective negotiating styles can be found here in the link below :
Negotiation tactics differ around the world. These charts will show you how to adapt your style
Linguist Richard D. Lewis explores negotiation in cultures around the world.
I notice however that the article is egregiously guilty of ignoring one notable nationality : the Islamic countries in the entire Middle East — GCC , Iran and Turkey et al — with whom the rest of entire world, throughout centuries of modern history, has been engaged in ceaseless, intractable and often fruitless negotiations over either one or more of the following: peace (politics) , oil (business), alliances (military) or ideology (worldview).
I share below just a few thoughts as they arose in me while reading the article. I do however offer the caveat that I too, from my own subjective experience, am indulging myself a bit in broad-brushing the Arab negotiator’s profile
I’ve lived and worked in the corporate world for 25+ years in the Middle East during which time I’ve had frequent experience in negotiating with several businessmen from across the Arab world —- Saudis, Kuwaitis, Turks , Egyptians, Lebanese, Palestinians and Moroccans. Their negotiating styles I’ve observed around a table can vary widely but I’ve observed there are nonetheless some things they have in common:
1. They all set great store in adhering to tiny details of preliminary ritual during negotiations — a line in prayer at the beginning , offering of Arabic coffee and dates passed around the table , effusive greetings to one and all and effusive exchange of pleasantries.
2. The real decision makers will tend to be the quietest during negotiations. They will wear a studious look of indifference.
3. The opening phase of negotiations will tend to try and establish first the boundaries and limits of negotiation before proceeding to its subject, substance, data, nuts and bolts. But once the process does get to the nitty gritty of negotiations, the innate Arab souk merchant mentality will take over . They will not tire of haggling fiercely over every term and condition, clause and proviso.
4. Almost always … they will begin negotiations on the default premise of distrust. They expectation they have is that trust can only be earned, bit by bit, by the counterparty along the way .
5. For an Arab , negotiation must always appear to be “give and take” but then he must, at the end, always walk away with the warm, triumphant feeling that he has actually “taken more than given away”. Until that point of satisfaction is reached, he will not stop negotiating. If the point is beyond reach, the Arab negotiator will abruptly walk off despite great progress already achieved until that point. A win-win outcome of negotiations in the Middle East, most often, can only be either accidental or fortuitous … it’s not one that is sought as desirable or deliberately pursued. .
Sudarshan Madabushi