The negotiating style of Saudi industrial buyers: An empirical investigation |
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| Authors: | Mohammed I. At-Twaijri |
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| Affiliation: | 1. College of Industrial Management, University of Petroleum & Minerals, Dhahran, Saudi Arabia
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| Abstract: | This study investigates the negotiating styles of Saudi industrial buyers. Thomas’s Topology as measured by Rahim’s instrument is used in this study. The results suggest that three are two dominant styles of negotiation in the Saudi context, namely: the competitive and collaborative styles. |
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