Who finds an Arab friend finds an affair
67With the rise in the rate of immigration from Mediterranean countries, with the increase of businesses operated by Arab entrepreneurs in Europe and the intensification of trade in the markets in the Middle East, interact and do business with the Arabs is a 'chance not to be neglect
A better understanding of the business culture of the Arabs can help business leaders and Western customers to manage meetings, to understand the tactics of it, to avoid frustration, anticipate possible reactions, see opportunities and interpret the signals and gestures of Arab business partners . Usually, people tend to ignore a culture until you have a problem. The professionals most competent and prepared, however, study the culture and the art of signs and languages of the counterparties to prevent potential problems and misunderstandings. And even to do business
Business is personal
The Arabs are traders for centuries. The way of doing business is a way of life. Their leadership is characterized by a paternalistic attitude and solidarity typical father of the family. While Westerners do not allow their personal preferences interfere in business decisions, the Arabs prefer to conclude a deal on the basis of friendship, good personal relations, and trust.
On the first Business Meeting
The premise is: better to meet some time in short events, rather than invest the best ideas and play their cards during a long and pedantic first meeting. The purpose of the first business meeting with the Arabs is to know one another and to create a more professional staff. A lunch is the perfect time. Before you talk about business, it is worth investing time to create empathy without ever mentioning the word Business. Business will be discussed by the second meeting onwards. According to experts of cross cultural studies, the Arab mentality is that driver time event-oriented: this means that the dynamics of meetings and meetings are more influenced by the circumstances that led to the parties rather than by the restrictions, expectations , with red and rhythms that typically characterize the progress of negotiations in Western cultures. The Arabs are multi-task oriented. Do several things at once. This leads them to tolerate interruptions and digressions during meetings. We must not take breaks as a sign of disrespect.
Collective culture
In Arab culture, interests, decisions and opinions of a group have more value than individual. The quality of relationships is more important than the goals, it's more considered shame than guilt, the harmony is more important of the facts. Collectivism is manifested in terms of dependence on network and intermediaries to resolve the conflicts with the friction are kept hidden as much as possible. Success in business depends very much on the connection being forged through a long and laborious work of interpersonal relations. And in case of conflict? In Arab culture, even the noble gesture of rapprochement of the parties after a conflict is considered an act of weakness, as a recognition of defeat. Better to rely on a mediator.
Informal communication
Make compliments, tell amusing anecdotes, shake his hand several times, asking how is the family communication arrangements are very much appreciated. To a Westerner some questions and curiosity about the family on their background, financial status, and anecdotes about individuals, may seem an invasion of privacy. Once passed the embarrassment your interlocutor Arab expect the same treatment. When it is possible to submit stories of life and demonstrate to appreciate those who are told by counterparties. An anecdote concerning your experience will be remembered more easily than an argument or reasoning treated so impersonal. When the body of his language is in conflict with his oral communication, better believe in body language. The negotiations will be lengthy, intensive and repetitive. It's like losing your time, not to conclude anything. In fact, the extension and the insistence of the Arabs is only one way to test your limits, your patience and your perseverance. The fact that perseverance goes hand in hand with the flexibility is seen by Arabs as a sign of integrity.
Hard on issues but soft on people
The Arabs do not speak with a clear NO to the colleagues and potential business partners. They prefer to say maybe, or invoke divine providence with a fine Inshallah. And when they say YES YES is not a truly heard. E 'rather a' hypothesis, a cross between what can be taken into account what is feasible. Responding to a request is rather an act of courtesy communicative. When the Arabs communicate with each other tend to please the other person and are inclined to avoid the unpleasant realities rather than address them. They are not elusive by nature, but is a way to save face and preserve harmony. The Arab culture prefers harmony of the facade to public battles. A business man should be good to please the other person even when there is a basic disagreement, and must focus more on message than on the implicit explicit.It's useful to know that the Arabs are reluctant players who have not understood what was said. Then agrees not to show too self confident and formal. The Arabs consider the lack of humility as a sign of arrogance.
Consensus
Do not expect a quick success. Although the process of decision making is centralized, the consent must be unanimous. The need to build consensus, to preserve domestic harmony, dynamics that are slowing down the decision making process and impede any change. The change in the Arab world, is based on a managed, not through a metamorphosis tax. Human behavior is not always predictable. E 'subject to rules, trends, languages and traditions. Some are prevalent in the Arab world, while others vary depending on the country and probably in the language of the media. However, in a world increasingly interconnected economically and culturally, we are increasingly resorting to tackle the art of signs. That is why, with the Arabs, business is not always business. Business is culture.
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Comments
Thank's
I might add that if everyone did business thinking more at people as the final goal of the success of a deal and not just to the profit, that it's also important ... the world would be different! and I think it would be a better world to live.
KellyEngaldo says:
6 weeks ago
Excellent insights! And the comparatives to the western culture and not taking offense to "breaks" is critical for westerners to understand. A friend is traveling to the Middle East soon and I will be sure to have him read this very informative article. I wish I had this Hub before I visited Dubai. Thank you very much for an intelligent review of the cultural differences.