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	Negotiating Nuances in Emerging Global Markets: Lessons from the Middle East by Jean AbiNader Article Abstract For reprints, please e-mail imqeditor@american.edu
Although there has been a tendency among some companies to standardize their negotiating and international business procedures, it is important to maintain an understanding of the culture within which a business relationship is being sought. This involves realizing that corporate culture may be different in different cultures and countries, and also being aware of how business is carried out in different cultures and countries. Guidelines for building effective communications strategies across cultures are detailed, with particular attention to the Arab Middle East.