Purpose The purpose of this study is to examine whether and how the fundamental Islamic values of Arab Muslim business negotiators influence their views of the negotiation process and negotiation behavior. Design/methodology/approach The study is based on an interpretive qualitative approach....

Purpose – The purpose of this study is to explore the key cultural factors that shape the Arab style of buyer-seller negotiations in the industrial goods sector; formulate propositions predicting behaviors of empowered buyers, avoidant buyers and deciders in an expensive industrial purchase...

Purpose – The purpose of this paper is to investigate decision-processing effects of incidental emotions in managerial decision-making situations. Design/methodology/approach – A complex multi-attribute, multi-alternative decision task related to international human resources management is...