Bridging Cultures in Business: A qualitative study on the impact of culture on negotiation and success factors for Italian firms operating in the United Arab Emirates

The objective of my research is to analyze the key requirements for achieving success in the UAE market. The impact of culture on negotiating strategies and success factors for Italian businesses doing business in the United Arab Emirates (UAE) is examined in this thesis. The study looks at how Italian managers adjust to a commercial climate where connections, trust, and informal dynamics frequently influence discussions alongside formal contracts. It does this by using cross-cultural management views, paying special emphasis to high-/low-context communication. The study uses a qualitative approach based on semi-structured interviews with managers and stakeholders involved in business interactions between Italy and the UAE. The study uses thematic analysis to pinpoint the main cultural factors that influence negotiations, such as relationship-building, communication style, hierarchy and decision-making, time orientation, and expectations for contractual details.