TAF PUBLISHING

This paper gives a general overview of the essence of negotiations itself, their styles while narrowing down focus on negotiation styles pursued by Americans and Pakistanis. The data is derived from the journals, websites, social reports of the United States, and research papers published. Meta-analysis is used to pool the results of selected studies. The papers related to negotiations in general and those focusing on the negotiation styles of Pakistanis and Americans were utilized, while papers covering the negotiation styles of other countries were excluded from the review. Results highlight that Americans have little understanding of other cultures and are impatient listeners. Being result-oriented, they prefer competing and aggressive styles while adopting the direct approach in negotiation, thereby bypassing the long-term relationship, sacrificing individual interests, and preventing emotions from influencing the negotiation process. However, Pakistani negotiators prefer collaborating and compromising styles. They employ emotions and personal relationships while negotiating. Pakistani negotiators, unlike their American counterparts, focus on the long-term relationship. They employ indirect communication channels and rely on assumption instead of realism. Provided that the world has turned into a global village and business dealings are being carried out across the borders, the findings of this research would be beneficial for traders, expatriates, and employees of multinational corporations.