Doing business across cultures
Doing business across cultures - There will be more insights into ‘doing business across cultures’ at a session at the Podravka conference, on 24th November. The session will be chaired by Bob Little, the internationally-known writer, commentator and publicist and a co-founder of the international e-learning think-tank, The Company of Thought.
From: Bob Little
For: Podravka Conference Blog
Doing business across cultures
Encountering a different culture – on holiday or for business - can be both fun and challenging. No two cultures are the same - despite any similarities in geography and history – so it’s as well to do your homework, especially before trying to do business in a foreign country.
Take the Middle East, for example. Just as there are differences in culture within ‘Western Europe’, the same is true for the ‘Middle East’. For example, Saudi Arabia remains conservative, while Dubai, say, is more cosmopolitan. Throughout the Middle East, women are accepted in business but they should dress conservatively – with their knees, shoulders and upper arms covered.
Greeting tends to be via a limp handshake. A more intimate greeting among Arabs is a gentle hug and kiss on the cheeks.
The usual Arabic greeting is “as-salaam alaykum” – to which the standard reply is, “alaykum as-salaam”. If you enquire of your host, “How are you?” he may nod slightly and reply, “al-humdilillah”, which means “I am well, thanks be to God”.
You should address your host by name. For example, Mohamed bin Hassan bin Rashid Al Saud – Mohamed son of Hassan son of Rashid of the family Al Saud - can be addressed as Mr Mohamed or Mr Al Saud unless he’s a sheikh (a tribal elder or family leader) or a senior government official. In that case, you must address him as, “Excellency”.
At a meeting, you must sit where you’re indicated to sit. It’s an honour to be placed on the right hand side of your host. It’s likely that you’ll sit on settees or in armchairs, rather than around a business table.
Wherever possible, use your right hand to take things that are given you.
Never let the soles of your shoes be visible – unless you want to insult your host. Similarly, never sit with your hands on the back of your head, have your elbows ‘sticking out’ or place the shin of one leg across the thigh of the other.
Be prepared to engage in courtesies and small talk for quite a while until your host signals that he is ready to discuss business. Never ask after the health of an Arab’s wives or daughters. Listen carefully to what is said. Never interrupt, attempt to fill pauses in the conversation, complete the speaker’s sentence or supply a missing word.
A servant may give you a small, handle-less china cup. This will be filled with Arabic coffee. Accept it. Keep hold of the cup. Accept a re-fill but then decline further refills by shaking the empty cup a few times and giving it back.
In addition, you may be given a cup of tea of coffee – or it may be placed next to you - along with a glass of water. Unless you’re given the option beforehand, this tea or coffee will contain sugar. Regardless of whether you take sugar in tea or coffee, drink it.
At any time of the day, if you’re offered a drink, never ask for alcohol.
Don’t get upset if your meeting is disturbed by people coming in to speak to your host. Traditionally, the head of a tribe or family is always accessible to his people.
Don’t try to push for confirmation of a deal. Arabs don’t like to say “no”. Consequently, they will try to give you a warm but vague answer, such as “I hope so”. If you push for a “yes”, this will only result in everyone becoming more frustrated.
These days, it is less common to eat while seated on a carpet on the floor. It’s also more usual to use cutlery – rather than to eat with your bare hands.
Muslims are forbidden to eat pork. Even if pork is on the menu, never choose it – especially when you’re in the company of Arabs. If in any doubt about the meat, choose the fish. There are some excellent fish available in the Middle East – such as zubaidi. If you eat meat, it must have been killed according to Islamic religious laws. This is known as halal. If it’s not halal, it will be “haram”, or forbidden.
On the subject of Islam, Ramadan is a holy month. Its dates advance by 12 days each year. During this time, everyone who’s in good health fasts during the day. So, during Ramadan, evenings – and late into the night – is the time for socialising. Offices, banks and government departments have restricted opening hours during the day, while the prohibition on eating and drinking – even coffee and water – means that there’s little opportunity for business meetings and/or socialising during the day. During Ramadan, non-Muslims can eat during the day if, for example, they eat in their hotel room. The end of Ramadan is marked by the festival of Eid. At this time, you can send your Muslim contacts an Eid greetings card – and call to wish them “Eid Mubarek” (a blessed Eid).
You need to respect your host’s time. Like you, he will have other things to do – but won’t feel comfortable in asking you to go. So take the initiative and thank him for his time and hospitality. Say that you’d like to return his hospitality and, so, would hope to see him when he visits your home city. He may well reply, “Insha’ allah” (God willing).
There will be more insights into ‘doing business across cultures’ at a session at the Podravka conference, on 24th November. The session will be chaired by Bob Little, the internationally-known writer, commentator and publicist and a co-founder of the international e-learning think-tank, The Company of Thought.
