Iran: Cultural Values, Self images and Negotiation Behavior

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IndexAambiguity, iii, 3, 27, 29, 35, 41Arabs- <strong>Iran</strong>ian 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 <strong>and</strong> 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
post-negotiations, 44procrastination, iiipunctuality, 41Rrealism, iii, 6, 12, 14, 20religiosity, iii, 18revolutionarism, ii, 21, 22, 23SSa’di, 20samimiyat(intimacy), 30Scheherazade, 9science, i, ii, 5self-image, i, 3, 5, 6, 7Shari’ati, 'Ali (Ayatollah), 22Shiite identity, 5, 14shrewdness, 9sincerity, 34social hierarchy, 19, 22, 30, 31social influentialism, 25social mobility, ii, 19, 21, 23, 24spirituality, 17stereotypes - ethnic, 32stereotypes - government officials, 12stereotypes - negative traits, 8stereotypes - personal, 8stereotypes - positive traits, 17stereotypes - regional, 7stereotypes - social, 6Sufism, 17, 18superstition, iii, 18Ttaqiya, 9, 13, 15, 35team work, 37tœ'arof, 17, 35, 36Uulama, 13, 18, 23, 38USA, i, ii, 1, 27, 34Wwomen- status of, 25Zzaher(external), 5zerangi. See cleverness, See clevernessZoroastrianism, 13, 18, 2151
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The Interdisciplinary Center Herzli
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Iran: Cultural Values, Self-images
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Iran: Cultural Values, Self-images
Page 9 and 10: TABLE OF CONTENTSINTRODUCTION .....
Page 11 and 12: IntroductionIran holds a unique pla
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: Reference ListWestwood, Andrew. “
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Iran: Cultural Values, Self images and Negotiation Behavior

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