Economics and Finance-CEPS

Social psychological outcomes subjectively valued by Middle Eastern Arab business negotiators were explored through a qualitative interview-based study. Participants included 15 business managers from various organizations in the Muscat metropolitan area of Oman for whom negotiation constitutes an essential part of the job. The semi-structured format of the interviews ensured consistency and flexibility in the data collection. Analysis of the narratives showed that the subjective value structure includes the following components: balance and moderation, concern for the negotiation outcomes of the counterpart, the motivation to create a win-win situation, honesty, patience, trust and trustworthiness. Managerial implications for the practice of cross-cultural negotiations are discussed.

porations have embraced cultural diversification of the workforce and stimulated the introduction of culturally heterogeneous teams to meet the challenges of cross-cultural environments (Adler & Gundersen, 2008). This has motivated scholarly attention to the effects of cultural diversity on team processes, which have been under empirical scrutiny for several decades (Stahl, Maznevski, Voigt, & Jonsen, 2010). The subject of the present article is an under-researched phenomenon of interculturality as a source of organisational positivity in expatriate work teams. To date, interculturality has primarily been examined in the research on identity, international education,

The personal characteristics of entrepreneurs can be importantly related to entrepreneurial startup intentions and behaviors. A country-moderated hypothesis including the relationship between an individual’s risk-taking propensity and entrepreneurship (behaviors or intentions of the person) was conceptually developed and empirically tested in this study. The data collection was performed through a structured questionnaire. Multinominal logistic regression was used for analyzing data obtained from 1,414 students in six countries. The crucial contribution of this research is the clarification of the character of risk-taking propensity in entrepreneurship and the indication that the risk-taking propensity-entrepreneurship relationship can be moderated contingent on power distance.

The attitudes of business negotiators in the Arabian Gulf towards the use of negotiation power were explored through a qualitative interview-based study. Participants included 21 managers from various organizations in the Muscat metropolitan area of Oman for whom negotiation constitutes an essential part of the job. The semi-structured format of the interviews ensured consistency and flexibility in the data collection. The construct of negotiation power was not defined to allow the participants to focus on how negotiation power should be used rather than on what the sources of negotiation power are. The findings revealed four major types of attitudes: a tendency towards an immediate use of power, a tendency towards a delayed use of power, a tendency towards a reluctant use of power and a tendency towards a principled use of power. The attitudes of principled and reluctant use of power were emphasised most and favoured by the majority of negotiators. Analysis of the narratives showed that the principled use of power was related to the negotiator's concern for economic and psychological outcomes of the counterpart, discreetness in the use of power and the feelings of right and wrong. The reluctant use of power was linked to the strategic preference for trying to build a relationship and trust first and for using persuasive appeals instead of applying power. The implications for the practice of cross-cultural negotiations and negotiation research are discussed.

ABSTRACT China’s economic expansion attracts the intensive attention of both the business community and academics around the world. This chapter contributes to the literature in the field by synthesizing the extant scholarly work on the effects of Chinese national culture on leadership decision making. By way of introduction, decision making is presented as the key activity in a leader’s role, and the importance of understanding the impact of national cultures on decision making processes is highlighted. The essential characteristics of modern oriental Chinese societies are reviewed, including the paternalistic leadership style. The effects of Chinese national culture on cognitive processes of thinking and deciding are explored. Particular attention is paid to specific types of leadership decisions: stock market buying-selling decisions, risky choice, reward allocation, and ethical decision making.

The article draws on the inclusion literature and the research related to human values to develop a conceptual model addressing conditions under which social inclusion in educational settings is likely to flourish. By synthesising the fields of inquiry concerned with research on kindness, forgiveness, and peaceableness, the article suggests these core human values are synergistically interlinked in a way that encourages social inclusion in the school environment. Arguments are developed through descriptive investigation, theoretical examination, and analytic-synthetic judgment. By explicitly bringing into focus a theorised link between the three core human values and social inclusion, the study informs a wide range of stakeholders including policymakers, school administrators, teachers, and parents.

Purpose-The purpose of this paper is to evaluate the relevant literature to gain deeper insights into understanding what directions of research are needed with reference to entrepreneurial orientation and competitive aggressiveness in the oil and gas sector of the Gulf Cooperation Council (GCC) region. Design/methodology/approach-This paper is a conceptual evaluation of literature. Findings-The extant body of research on both entrepreneurial orientation and competitive aggressiveness is based on quantitative studies without previous systematic, exhaustive and comprehensive grounded theorybased theorizing processes rooted in qualitative approaches. This accounts for inconsistencies and controversies of findings reported in the field. Practical implications-The grounded theory-based approach advocated by this paper is likely to generate a more precise estimation of the relationship between entrepreneurial orientation, competitive aggressiveness and firm performance. Consequently, an accurate understanding of the interplay between these factors can empower managers to make finely-tuned strategic decisions, achieve sustainable competitive advantage and optimally adapt to dynamic and unforeseen environments. Originality/value-The paper reports on important limitations of the existing literature indicating that current findings may be an artifact of studying a small number of industries.