Unit 1, exercise 18a Student B Doing business in the Middle East Greeting and addressing people The traditional Islamic greeting you will hear is ‘assalamu alaykum’ (peace be with you). As a non- Muslim you would not be expected to use it, but if you did, you would receive the reply ‘wa alaykum salaam’ (and peace be with you). When doing business in the Middle East, handshakes are used and can last a long time. Islamic etiquette recommends that one waits for the other to withdraw their hand first before doing the same. Always use the right hand. If you are introduced to a woman as a male, it is advisable to wait and see if a hand is extended. If it is not, then do not try to shake hands. Avoid touching and prolonged eye contact with women. Arabs generally address people by their first names. John Smith will be addressed as Mr John. Arabs do not separate professional and personal life. Doing business revolves around personal relationships, family ties, trust and honour. It is therefore crucial that business relationships are built on mutual friendship and trust. Punctuality is expected of foreigners. Although Arabs place a high emphasis on punctuality, they rarely practise it themselves. If you are running late, do not panic as polite excuses will be accepted. Doing business in Muslim countries One cannot talk about the Middle East in a cultural sense without mentioning Islam. Islam permeates all levels of society. It provides guidance, values and rules for personal life, community relations and ways of doing business. Muslims are obliged to pray five times a day. Prayer times are announced by the mosques using the call to prayer (‘azan’). Not all Muslims go to the mosque. Some pray at home or in the office. Daily routines, appointments and meetings must be fitted in around prayer times. Friday is the day for congregational prayers, and it is obligatory for all males to attend. Avoid trying to do business in the Middle East during the month of Ramadan. Muslims fast from dawn till dusk, which involves refraining from eating, drinking or smoking. During business hours general activity is reduced depending on the nature of the company or organisation. Gifts Remember that alcohol is illegal in Islam, so never give it as a present unless you are 100% sure that your business partners drink alcohol. In those cases where you do give alcohol, make sure it is done discreetly. If invited to a home, take along sweets, pastries or baked goods. Flowers are only really used at weddings and funerals. Meetings and negotiations Meetings can be chaotic. Always be prepared to exercise patience. Phone calls are taken during meetings, and people may enter the meeting room unannounced and proceed to discuss their own agendas. When negotiating, remember the Arabs were a trading people and are excellent negotiators. Bargaining takes place everywhere, whether at the shop or in the boardroom. Decisions are made slowly. Do not use high-pressure tactics as they will be counter-productive. 208 A Activities Nur zu Prüfzwecken – Eigentum des Verlags öbv
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