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Arabian style
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Respect is a key word in Arabian business life. Bosses of the company, leaders of the country, authority must be respected. Everybody depends on the boss, reputation is in his hands. Personal relationships, hospitality, trust; these are highly valued by Arabs. As Confucianism influences the Chinese, Islam influences Arabian behaviors, values and decision-making. Businessmen dealing in Arabian countries must rely on this. Short deadlines are offensive to Arab businesspeople, rushing or pushing can cause problems. Gifts are welcome, but if someone accepts a valuable gift from an Arab, it is expected to offer something equally valuable. Arab businessmen start developing a relationship through «small talk». This relationship-building discussion sometimes lasts for most of a meeting and covers a wide range of topics before business can begin.
Table 1
| Low- and High- Context Cultures | |
| Low- Context Cultures | High- Context Cultures |
| Germany | Arab cultures |
| Scandinavian cultures | France |
| Switzerland | Japan |
| United States | Mediterranean cultures |
| Russia |
Table 2
| Business and cultural values | |||
| American | European | Asian | Arabian |
| Individuality | Self-reliance | Seniority | Seniority |
| Equality | Freedom | Group Harmony | Group harmony |
| Freedom | Openness | Reputation | Reputation |
| Self-reliance | Reputation | Relationship | Family |
| Hard work | Relationship | Family | Authority |
| Success |
Table 3 shows what a businessman should and should not do during negotiation with partners coming from different cultural backgrounds.
| What to do and not to do while negotiating | |
| Americans | |
| Be on time and prepared | Don’t complain |
| Have a strong handshake | Don’t stand too close |
| Smile discreetly and look in the eye | Don’t talk about religion |
| Europeans | |
| Business is discussed over meal | Don’t expect quick friendships |
| Punctuality is valued | Don’t expect compliments |
| Make firm hand shakes, eye contact before and after meeting | Don’t call at home, unless it is an emergency |
| Asians | |
| Make your presentation participatory | Don’t insist on a yes or no answer |
| Direct your questions to specific persons | Don’t place business above relationship |
| Give full attention to business cards | Don’t speak quickly |
| Arabian | |
| Arabs value courtesy and hospitality | Don’t begin discussing business unless it is initiated by your Arab host |
| Serious business starts with establishing trust | Don’t accept a valuable or extravagant gift |
| Authority and respect are valuable | Don’t refuse tea, coffee, snacks or beverages |
The above mentioned examples show that being prepared professionally for a negotiation is not enough to succeed in the international business life. One must study not only the charters of the negotiating company but the partner’s cultural behavior and special habits. Businessmen must also be aware of their nonverbal communication, because 70 percent of the messages come from this source. Furthermore business etiquette depends very much on culture.
While one must be straight and direct with an American businessman, with Arabian partners one is obliged to bargain and be prepared for a long negotiation process in which social life is also involved. Good to know, with whom you have to enter into discussion alone or in a delegation. It is true that among European associates there are no big differences, but it is worth studying small altering habits, which may not deliver the same message like in our culture. Negotiation is always a process in which both parties want to represent their own interest, but in a different way.
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