چکیده:
Business is not easy with one country. It requires understanding the style of business negotiation with that country, and the negotiation process is the most critical factor in predicting success or failure in business negotiations. Therefore, negotiating across cultures requires comprehension of the differences. Due to Iran's position in a strategic region of the world, which is in the Middle East, it has the potential to expand trade with other countries. In the current research, the success and failure factors in international business negotiations is classified using Friedman test. This study consists of two sections: qualitative and quantitative that calls a mixed approach. The output of the qualitative section was the design of the research questionnaire, and in the quantitative section, the research findings illustrated that among the 39 success factors, the importance of good personal relationships, the Iranians' need for products, the merchant's knowledge of Iranian business practices, and the among the 31 failure factors, the lack of Iranian budgets, the unwillingness of Iranians to demand Good financial and communication failure are the most important factors identified in the success/failure of negotiating with the Iranians. Due to the findings of this study and the cultural characteristics of Iranians, items have been suggested for the proper management of these factors while negotiating with Iranians.
خلاصه ماشینی:
Keywords: International Business Negotiations, Iranian Merchants, Iran Culture, Commerce Knowledge, Success and Failure Factors.
Failure Items in International Business Negotiations with Iranian Merchants Iran's budget deficit Language barrier Iranians’ lack of intimacy The Iranian negotiator's attention to details The lack of real need of Iranian for other products Revision of the previous subject after agreement by Iranian merchants Failure in communications Use of psychological pressure by the Iranians in negotiations Iranian's unwillingness to good financial offering Instability in their position during negotiations Different business practices The importance of price instead of quality for the Iranians Lack of stress control by the Iranian team The loud voices of the Iranians during the negotiations to consolidate their words Lack of knowledge about old friendship The difference between the Iranian word and action during the negotiation The Iranians’ shortage in foreign currency The conservatism of the Iranians Lack of preparation by the team Iranians' short-term strategy Iranians’ fame for their opposition to the provisions of the contract Iran's refusal to speak clearly Iranians’ inability of lower prices The ambiguous demands of Iranian merchants Offering a similar product immediately by the Iranian team Selfish and inappropriate behavior of Iranian merchants Not using various intermediaries in different negotiation styles A long-term period of negotiation Different goals Deferring the negotiations by Iranian merchants Differences in social customs Based on (Leung and Yeung,1995; Alizadeh Sani, Tabibi and Kavousi, 2015) and research findings 4.