Iran: Cultural Values, Self images and Negotiation Behavior

More documents

Recommendations

Info

Iran: Cultural Values, Self-images and Negotiating BehaviorNon-verbal Communication ....................................................................................................30Speaking up, down and across status lines..............................................................................31Age and Gender.......................................................................................................................31Ethnic and National Biases .....................................................................................................32Honor ......................................................................................................................................33Dissimulation ..........................................................................................................................34Ambiguity ................................................................................................................................35Manners and Etiquette ............................................................................................................35Emotionalism...........................................................................................................................36NEGOTIATING TACTICS.................................................................................................................37The Role of the Negotiator ......................................................................................................37The Negotiating Team .............................................................................................................37Personal Motivation................................................................................................................38Pre-Negotiations and Operational Intelligence ......................................................................39What's on the Table? ...............................................................................................................39Principle vs. Particulars..........................................................................................................40Short Term vs. Long Term.......................................................................................................40Length of negotiations.............................................................................................................40Ambiguity vs. Clarity...............................................................................................................41Risk Propensity........................................................................................................................42The Bargaining Zone...............................................................................................................42Implausible Deniability ...........................................................................................................43Multi-Tracking ........................................................................................................................43Post-Negotiations ....................................................................................................................44SUMMARY .....................................................................................................................................45REFERENCE LIST........................................................................................................................46INDEX .............................................................................................................................................50
IntroductionIran holds a unique place in the study of the modern Middle East: it is a non-Arabcountry, but deeply involved in the heart of the Arab world; after the removal ofSaddam Hussein and the “repentance” of Mu’amar Qaddafi, it remains the onlyovertly radical state in the region with a proclaimed ideological anti-Americanagenda; it is the sole Shiite regime and the active “exporter” of Islamic radicalism andterrorism, not only to Shiite, but also to Sunnite Islamic movements; and it is activelyinvolved in attempts to disrupt the Israeli-Arab peace process. Above all of these, Iranis worthy of special interest as a regional power capable of creating high levels oftension in the sensitive area of the Persian Gulf, and as a country with an advancedclandestine nuclear weapons program.Despite all the above, the interaction between Iran and the West (and indeed, mostof its neighbors, most of the time) is not through armed conflict, but throughprotracted negotiations and exhaustive bargaining. It is, therefore, worthwhile tounderstand the aspects of Iranian cultural behavior and mindset relevant to Iranianstyles of communication, bargaining, and negotiation.This study will attempt to depict elements of Iranian worldviews, its “nationalcharacter and psyche,” its cultural, linguistic, and social heritage, and the conditioningwhich Iranians and others deem to influence Iran’s interaction with the outside world.The building blocks for such a picture are the beliefs, mores, communicationconventions, social behavior, and interaction that the well acculturated and socializedIranian would perceive as “Iranian,” whereas other, contrasting behavior patternswould be seen by most compatriots as “foreign” and “non-Iranian.” This is not to saythat all of the elements perceived as Iranian are necessarily seen by all Iranians asproper, acceptable, or commendable methods of dealing with others. As in everycultural community with a degree of self-critique, cultural traits may be seen indifferent circles of the society as typical, but either positive or unbecoming. Thesetraits are referred to here both in the context of the behavior of Iranian society as awhole and of the individual Iranian when taking part in result-orientedcommunication: bargaining and negotiation. The detailed description of self-images,social and religious norms and mores, and cultural and mythological icons are meantto provide as comprehensive as possible a picture of culture-dependent characteristicsof Iranian negotiation and bargaining norms.Dealing with “national character” is academically controversial and calls for acaveat. Obviously, a study of this sort runs the risk of degenerating into a crasscultural generalization of a large ethnic group. The debate over the legitimacy ofattempts to identify national character or modal personality re-erupted recently in thewake of the American policies in Iraq and claims that studies of the “Arab Mind” hadinspired those policies. 1 In Iran, as in any cultural group, there are differencesbetween traditionalists and modernists, ideologically oriented people and pragmatic1 Specifically, criticism was leveled against Raphael Patai’s The Arab Mind, which, it is claimed, waswidely read by the senior echelons of the American military.1
Page 1: The Interdisciplinary Center Herzli
Page 4 and 5: Iran: Cultural Values, Self-images
Page 6 and 7: Iran: Cultural Values, Self-images
Page 9: TABLE OF CONTENTSINTRODUCTION .....
Page 13 and 14: IntroductionCharacter,” “Minds,
Page 15 and 16: Self-Images and StereotypesNational
Page 17 and 18: Self-Images and StereotypesPriests,
Page 19 and 20: Self-Images and Stereotypesmythical
Page 21 and 22: Self-Images and Stereotypespersonal
Page 23 and 24: Self-Images and Stereotypescoalitio
Page 25 and 26: Self-Images and Stereotypeswhen he
Page 27 and 28: Self-Images and StereotypesChivalry
Page 29 and 30: Self-Images and StereotypesBaqara w
Page 31 and 32: Self-Images and StereotypesThe Shah
Page 33 and 34: Self-Images and Stereotypesorder to
Page 35 and 36: Self-Images and Stereotypes(connect
Page 37 and 38: Communication and NegotiationOvervi
Page 39 and 40: Communication and Negotiationor del
Page 41 and 42: Speaking up, down and across status
Page 43 and 44: Communication and Negotiationorigin
Page 45 and 46: Communication and NegotiationAmbigu
Page 47 and 48: Negotiating BehaviorThe Role of the
Page 49 and 50: Communication and NegotiationPre-Ne
Page 51 and 52: Communication and NegotiationIt was
Page 53 and 54: Communication and NegotiationImplau
Page 55 and 56: SummaryIranian negotiating culture
Page 57 and 58: Reference ListCurzon, George N. Per
Page 59 and 60: Reference ListWestwood, Andrew. “
Page 61:
post-negotiations, 44procrastinatio
show all

Iran: Cultural Values, Self images and Negotiation Behavior

Create successful ePaper yourself

Delete template?

Save as template?