Cross Cultural Interaction

The Arab Negotiator

Noemi Ravera Maria Vogler

The Arab World

Gulf Cooperation Council (GCC) The Arab League Middle East Muslim World

The Arab world: the Muslim world

Nations with a Muslim majority Nations 50% Muslim The Muslim world it’s a community of 1.3-1.5 billion people. This community is spread across many different nations and ethnic groups connected only by religion. GCC The Arab League Middle East

Muslim World

The Arab world: Middle East

Traditional definition of Middle East G8 definition of the Greater Middle East Located in Asia Minor and Southern Europe but having socio-political connection with the Middle East GCC The Arab League

Middle East

Muslim World

The Arab World: the Arab League

The Arab League is a regional organization of Arab States in the Middle East and North Africa. It was formed in Cairo on March 22, 1945 and it currently has 22 members: 1. Egypt 2. Iraq 3. Jordan 4. Lebanon 5. Saudi Arabia 6. Syria 7. Yemen 8. Libia 9. Sudan 10. Morocco 11. Tunisia 12. Kuwait 13. Algeria 14. United Arab Emirates 15. Bahrain 16. Qatar 17. Oman 18. Mauritania 19. Somalia 20. Palestine 21. Djibouti 22. Comoros GCC

The Arab League

Middle East Muslim World

The Arab World: GCC

The Cooperation Council for the Arab States of the Gulf is a trade bloc involving the six Arab states of the Persian Gulf with many economic and social objectives.

The six members are: 1. Saudi Arabia 2. United Arab Emirates 3. Oman 4. Qatar 5. Kuwait 6. Bahrain

GCC

The Arab League Middle East Muslim World

The Religion

Islam, a religion that unifies the Arab World Islam, a religion that divides the Arab World • • Sunni vs Shia Puritanical Wahhabi vs Liberal Strict countries • Saudi Arabia • Afghanistan Moderate countries • Kuwait • Oman • Qatar Liberal countries • Bahrain • Part of UAE • Dubai

Communicating with Arabs

The Language of Business • The official langue of Arabs world is Arabic • English is widely spoken Personal Relationships • The relationships are the keys to doing business with Arabs • Relationship oriented culture Making Contact • Necessity of local agents

Verbal Language

Indirectness and Evasiveness • Prefer not to say “no” • Not say “yes” until it is repeated several times Emotional Expressiveness • Expressive manner • Speak and write in a flowery, elaborate mode with exaggeration and wild promises

Space Behaviour Touch Behaviour Gaze Behaviour Body Language

Nonverbal Language

• Same sex stand closer • Distance between man and woman • Gentle handshake • Varies in the Arab world • Look into eyes during discussion • Woman avoid direct eye-contact with man • Left hand considered as unclean • Always use right hand

Orientation to Time

Punctuality • Look at time differently • People and relationships are more important than clocks Meeting interruptions • Frequently interrupted • Flexible with deadlines • Patience is important

Hierarchy, Status and Honor

Status • Determined by social class, family background and age Gender and Business • Not used to see women in business • Women has to be introduced by an higher ranking person Honor and the Family • Honor, dignity and reputation must be protected • Family becomes before individual

Business Protocol and Etiquette

Scheduling • Avoid the month of Ramadam • Only one meeting per day Dress code • Men: jacket and tie • Women: clothing with high neckline • Watch and briefcase enhance status Meeting and greeting • Gentle Handshake with intensive eye contact

Business Protocol and Etiquette

Forms of Address • Title plus first of his three names Exchange Business Cards • Present them with your clean hand Meeting Etiquette • Serve coffee as a sign that the meeting comes to the end Gift giving • Welcome but not expected • Avoid bringing alcohol

Business Protocol and Etiquette

Business Entertaining • Do all the entertaining • At dinner invitation: eat as much as you can Hosting Arab Guests • Be aware of foods and drinks that are prohibited to Musilims • Keep pushing them to eat and drink Exchanging Favors • Ask for a favor  reply you will do your best

Negotiation Behaviour

Bargaining Range • Enthusiastic bargainers • Expect major concessions Making Concessions • Be prepared for haggling • Always demand something equivalent in return Demission Making Contracts Maintaining Relationship • Decisions take time • Always in written form • Important to stay in contact

References

• • • • • “Cross-cultural Business Behaviour”, Gesteland, 2002 “When Cultures Collide”, Lewis, 2006 League of Arab States: www.arableagueonline.org

“Arab Cultural Awareness”, Federation of American Scientist, www.fas.org

Wikipedia: www.wikipedia.org