ABSTRACT
The atmosphere of the negotiations is especially important in the Middle East. To be really successful in the Middle East, in business just as in diplomacy, requires an understanding of the Middle Eastern negotiator. The industrial development division of a major company in the Middle East employed for many years a bright American industrial engineer whose main job was to encourage local corporations to provide services for the large company and to work closely with local merchants and competent Western firms. The chapter focuses on the characteristics that affect international business negotiations. The variety of corporate images that have proven successful in the Middle Eastern market proves the diversity of successful methods of negotiation. It is extremely important to the Middle Eastern negotiator to have a confident feeling about the character and personality of those with whom he negotiates.
