This book, designed for academic and business communities, discusses the dimensions of business development in the Middle East. It identifies distinguishing features, calls for attention to the human resources needs of an operation and the special requirements of host governments.
Table of Contents
1. International Business Development and Negotiations: Selected Characteristics of the Middle East 2. Bangor Engineering Ltd.: Working with an Agent 3. Aram Construction Company: Selling Prefabricated Housing in the Middle East 4. Automotive Parts, Inc. (Iran): Problems of a Tripartite Venture 5. Arab Potash Company: Project Development 6. Color Plant, Inc.: Training Foreign Nationals in the United States 7. International Resources Corporation: Dealing with Powerful Host Country Nationals 8. Kuwait in Kiawah: Arab Direct Investment in the United States