The Arab Negotiator

Cross Cultural Interaction

Noemi Ravera Maria Vogler

The Arab World

Gulf Cooperation Council (GCC)The Arab LeagueMiddle EastMuslim World

The Arab world: the Muslim world

GCCThe Arab LeagueMiddle EastMuslim WorldThe 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.

Nations with a Muslim majority

Nations 50% Muslim

The Arab world: Middle East

GCCThe Arab LeagueMiddle EastMuslim World

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

The Arab World: the Arab LeagueThe 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. Egypt2. Iraq3. Jordan4. Lebanon 5. Saudi Arabia6. Syria 7. Yemen8. Libia9. Sudan10. Morocco

11. Tunisia12. Kuwait13. Algeria14. United Arab

Emirates15. Bahrain16. Qatar17. Oman18. Mauritania19. Somalia

20. Palestine21. Djibouti22. Comoros

GCCThe Arab LeagueMiddle EastMuslim 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 Arabia2. United Arab Emirates3. Oman4. Qatar5. Kuwait6. Bahrain

GCCThe Arab LeagueMiddle EastMuslim World

The ReligionIslam, a religion that unifies the Arab WorldIslam, a religion that divides the Arab World

Strict countries

•Saudi Arabia•Afghanistan

Moderate countries

•Kuwait•Oman•Qatar

Liberal countries

•Bahrain•Part of UAE•Dubai

• Sunni vs Shia• Puritanical Wahhabi vs Liberal

Communicating with Arabs

• The official langue of Arabs world is Arabic

• English is widely spokenThe Language of

Business

•The relationships are the keys to doing business with Arabs•Relationship oriented culture

Personal Relationships

• Necessity of local agentsMaking Contact

Verbal Language

• Prefer not to say “no”• Not say “yes” until it is repeated

several times

Indirectness and

Evasiveness

• Expressive manner• Speak and write in a flowery,

elaborate mode with exaggeration and wild promises

Emotional Expressiv

eness

Nonverbal Language

• Same sex stand closer• Distance between man and womanSpace Behaviour

• Gentle handshake• Varies in the Arab worldTouch Behaviour

• Look into eyes during discussion• Woman avoid direct eye-contact with

manGaze Behaviour

• Left hand considered as unclean• Always use right handBody Language

Orientation to Time

• Look at time differently• People and relationships are

more important than clocks Punctuality

• Frequently interrupted• Flexible with deadlines• Patience is important

Meeting interruptions

Hierarchy, Status and Honor

• Determined by social class, family background and ageStatus

• Not used to see women in business• Women has to be introduced by an

higher ranking personGender and

Business

• Honor, dignity and reputation must be protected

• Family becomes before individualHonor and the

Family

Business Protocol and Etiquette

• Avoid the month of Ramadam• Only one meeting per dayScheduling

• Men: jacket and tie• Women: clothing with high neckline• Watch and briefcase enhance status

Dress code

• Gentle Handshake with intensive eye contact

Meeting and greeting

Business Protocol and Etiquette

• Title plus first of his three namesForms of Address

• Present them with your clean handExchange Business Cards

• Serve coffee as a sign that the meeting comes to the endMeeting Etiquette

• Welcome but not expected• Avoid bringing alcoholGift giving

Business Protocol and Etiquette

• Do all the entertaining• At dinner invitation: eat as much as

you canBusiness

Entertaining

• Be aware of foods and drinks that are prohibited to Musilims

• Keep pushing them to eat and drinkHosting Arab

Guests

• Ask for a favor reply you will do your bestExchanging Favors

Negotiation Behaviour• Enthusiastic bargainers• Expect major concessionsBargaining Range

• Be prepared for haggling• Always demand something equivalent in

return

Making Concessions

• Decisions take timeDemission Making

• Always in written formContracts

• Important to stay in contactMaintaining Relationship

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