How to haggle in the Middle East? Which strategy is best to prevail against local stratagems as a student or tourist? The paper copes with these questions and combines bargaining theory with practical experience from Israel. It can be used as a manual for students, tourists and travelers in the Middle East.
A) Israeli Culture of Market Bargaining
Haggling is considered an art in the Middle East. The unique approach of time and business relations is an unforgettable experience. Beside the idiosyncratic atmosphere in Jerusalem's
bazaar(1), almost all shops in Israel, including grocery's stores, offer the opportunity to bargain about prices. The Western rationale of "Time is money!" is in the Middle Eastern setting less
valid than in Europe or America. Israeli sellers in return, easily perceive that their potential trading partner is in a rush and try to exploit this drawback by only presenting goods of a higher price class. Taxi drivers tend to exploit passengers, who are apparently unwilling to bargain a better price or simply leave and take another taxi, too. On the other hand, long term trading relationships are held in high esteem.(2)
It might pay, to build lasting relationships with the vendors in the local shouq, i.e. Hebrew for market. Even if it is merely about goods of a low value, such as groceries, nuts or spices, established trust facilitates transactions to both parties' benefit.(3)
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1 See Friedman, p. 1.
2 See Kuhri, p. 699
Inhaltsverzeichnis (Table of Contents)
- A) Israeli Culture of Market Bargaining
- B) Hypothesis
- C) Procedures utilized in the Experiment
- D) Results
- E) Conclusion
- F) References
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This paper explores the art of bargaining in Israel, specifically examining how exchange students can effectively negotiate prices in various market settings. The study focuses on strategies, schemes, and settings utilized in bargaining within the Israeli context. The authors conduct a practical experiment to analyze the influence of gender roles, environment, and local support on bargaining outcomes.
- The impact of gender roles on bargaining strategies and outcomes
- The influence of the bargaining environment, including the location and dynamics of the marketplace
- The role of local support and information in enhancing bargaining power
- The importance of building relationships with vendors for long-term benefits
- The cultural and social factors that shape bargaining practices in Israel
Zusammenfassung der Kapitel (Chapter Summaries)
The first chapter, "Israeli Culture of Market Bargaining," introduces the unique bargaining culture prevalent in Israel. It highlights the importance of haggling in everyday transactions and contrasts it with Western perspectives on time and business. The chapter also discusses the significance of building relationships with vendors and the potential benefits of long-term trading partnerships.
The second chapter, "Hypothesis," outlines the key dimensions that the study aims to explore: gender roles, environment/interaction, and local support. The authors posit that gender plays a role in bargaining outcomes, that the location and dynamics of the marketplace influence negotiation strategies, and that local support can significantly impact bargaining power.
The third chapter, "Procedures utilized in the Experiment," details the practical experiment conducted by the authors. The chapter describes the various bargaining scenarios and the strategies employed by participants, including a male tourist, a male and female couple, a male Hebrew speaker, and a female Hebrew speaker. The authors also highlight the importance of recording and analyzing the behavior of all involved parties.
The fourth chapter, "Results of the Experiment," presents preliminary findings related to female bargaining. The chapter suggests that women may be less aggressive and more prone to accepting the initial price offered compared to men. It also notes that external factors prevented the collection of comprehensive data on single female bargaining, but suggests that women may be more likely to purchase additional items beyond their initial target.
Schlüsselwörter (Keywords)
The key themes and concepts explored in this paper include: bargaining culture, gender roles, environment/interaction, local support, relationships with vendors, market dynamics, strategic behavior, and Israeli culture.
- Citation du texte
- Daniel Müller (Auteur), 2010, Bargaining in Israel - How to bargain in Israel as an exchange student, Munich, GRIN Verlag, https://www.grin.com/document/179550
