26 Oct 2017
Mr. Khajehpour, thank you for taking the time for this interview. The Islamic Republic of Iran is a country of rich cultural heritage. How do these cultural characteristics affect today’s business dealings in Iran?
One could write an entire book in response to this question. The Iranian culture has a very deep impact on the Iranian behavior including the nation’s business practices. The pride in representing a millennia old civilization means that Iranian businesspersons are proud and demand respect. Lack of respect for the Iranian values would be a non-starter in negotiating with Iranians. A combination of Iranian and Islamic values influence business dealings. Add to those two orientations some of the tensions and...
26 Oct 2017
The cultural element in the context of negotiations is undoubtedly of utmost importance. In fact, in certain countries, it is the very aspect that can make or break the outcome of a negotiation process. Naturally, the Islamic Republic of Iran, which its rich history and heritage, is a perfect example of this notion.
In light of the lifted sanctions on Iran, which have paved the way for an inflow of $11.8 billion in FDI by YE2017, we asked our faculty member and expert on Iranian negotiations, Bijan Khajehpour, to share his thoughts on how to successfully deal with Iranian partners.
5 Jun 2017
Last month, at a ceremony in Toulouse, France, the French firm ATR officially gave four passenger planes to Iran, and the planes were flown to Tehran the following day. The ATR 72-600s are the first of a 20-plane deal made with the firm following the 2015 nuclear deal and lifting of sanctions, according to the Associated Press, and their purchase is part of a larger effort by Iran to update its commercial fleet. In an email interview, Bijan Khajehpour, managing partner of the Vienna-based consulting firm Atieh International, describes the current needs of Iran’s aviation sector as well as the obstacles that remain to meeting them.