This week kicks off a series on cultural insights from professionals engaged daily in cross-border business. Born in the U.S., Arlene Marom is a long-time Israeli resident and international marketing professional. I am grateful to Arlene for sharing so many tips for doing business with Israelis. Here is my interview with Arlene: What do […]
Recently, my friend Arlene Marom from Tel Aviv, Israel asked about what kinds of negotiating techniques to expect in non-American markets. Negotiating can vary greatly from person to person and culture to culture. Generally, there are several categories of negotiating techniques: Pressure, Emotional, Defensive, Aggressive/Adversarial, and Deceptive. My favorite class in MBA school was International […]
The International Entrepreneur: Hardest Place to Negotiate? The Middle East
I was recently asked in which culture I thought was the most difficult to negotiate a business deal. The most difficult I could think of would be to negotiate with the Roma (gypsies) of Europe. But that really doesn’t come up much in international business. The Russians would be a strong candidate for most difficult, but a sharp wit and enough vodka can often help bridge the gap. No, my vote would go to Middle Eastern cultures as the hardest to navigate in negotiations.