International business negotiations: The case of Pakistan

Abstract

This exploratory study focuses on identifying the key cultural and other contextual influences that affect the process and outcome of commercial negotiations between Pakistanis and Non-Pakistanis. A survey of negotiators was conducted asking for information, based on their experience, about the business negotiation process involving Pakistanis and Non-Pakistanis. Utilizing the studies of Hofstede, and Salacuse, the responses of Pakistani and Non-Pakistani negotiators are analyzed and cultural traits displayed by Pakistani negotiators in international business negotiations are identified.