Identifying and Classify Success and Failure Factors in International Business Negotiations with Iranian Merchants

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 ۳۹ 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 ۳۱ 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.

کلیدواژه ها:

International Business Negotiations ، Iranian Merchants ، Iran Culture ، Commerce Knowledge ، Success and Failure Factors