Iran: Cultural Values, Self images and Negotiation Behavior

IndexAambiguity, iii, 3, 27, 29, 35, 41Arabs- Iranian attitude towards, i, ii, iii, 1, 3, 5,6, 9, 17, 21, 25, 27, 29, 32, 33, 34authority, 21, 22, 31BBahai, 13baten (internal), 5BATNA, 39, 41bazaar, ii, iii, iv, v, 3, 7, 15, 23, 24, 28, 37, 39,41, 44bazaari stereotype, iii, 7, 21, 23, 24, 38body language (non-verbal communication),30Britain, ii, 13, 32, 38Cchador. See head cover (women)chance and predetermination, 12Cinema, 17cleverness, ii, iv, 5, 9, 12, 21, 26, 28, 36, 45conspiracy theories, i, 12, 13, 14, 45corruption, 8, 38crisis, iv, 40crisis in negotiation, 27Ddetails in negotiation, 40dissimulation. See taqiyadovreh (social circle), ii, 24Eelders - respect for, 31emotions, 36etiquette, 35Ffamily, ii, 3, 10, 11, 20, 23, 24, 25, 31, 32, 34farr-e Izadi(God's grace to the ruler), 22Freemasonry, 13fuzul (Persian Falstaff, 7Ggharb-zadeggi (westoxication), i, 32gheyirat. See honorHHafez (14th century poet), 6, 7, 16Haji Baba of Ispahan, 8head cover (wome), 25Honor, 33hostage, 19, 37, 43, 44humor, 25Iijtihad, iii, 15Imam ‘Ali, 14, 17, 18, 21Imam Ali, 17Imam Hussein, 17individualism, ii, 10, 11, 12, 16, 19, 21information gathering, 39Iraq, 1, 14, 15, 19, 21, 24, 37, 40Islamic identity, 5Israel, i, ii, 3, 13, 14, 33, 34, 37, 38, 41, 43, 47,49Jjavanmardi (chivalry), 17, 18Jews, i, ii, 33Kketman. See taqiyaKhamene'i, 10, 31Khomeini, 13, 14, 15, 18, 21, 22, 24, 29, 38,47MManicheanism, 13maslahat, 15, 45mistrust, ii, 11, 12, 14, 18, 29, 42, 45Mossadeq (former Prime Minister), 17Mullah, iii, 6, 7, 12, 13, 18, 26, 42multi-track negotiation tactics, 43mythology, 5, 19, 22NNasseradin, 12, 26national character, i, ii, 1, 2, 4, 9negotiation paradigms, 27negotiator - ethnic identity, 33nofouz (political influence), 25Oobstinacy, 16Omar Khayyam, 12, 16, 46Pparty-baazi, ii, 24, 25Persian identity, 5, 32Persian language, 5, 13, 27, 28, 29pessimism, 12poetry, 1650