Contract Negotiation

Imagine that you must negotiate a contract with an organisation that is in a country other than your own (Qatar). Choose any country other than your native country and then answer the following questions:

• Identify the country. List the main aspects of this country’s culture, as you perceive it today.

• What assumptions do you have about this country and why? What sources of information shape your assumptions?

• How does this country’s culture differ from your own? What cultural values do you bring to the transaction and how would you need to adapt?

• How would you approach the negotiation? Would your approach vary from how you would approach a negotiation in the country of your native birth or primary professional experience? What factors of negotiation and business relationships do you have to consider differently?