1. Cross Cultural Interaction
The Arab Negotiator
Noemi Ravera
Maria Vogler

2. The Arab World Gulf Cooperation Council (GCC) The Arab League
Middle East
Muslim World

3. The Arab world: the Muslim world
Nations with a Muslim majority
Nations 50% Muslim
The Muslim world it’s a community of billion people.
This community is spread across many different nations and ethnic groups connected only by religion.
GCC
The Arab League
Middle East
Muslim World

4. The Arab world: Middle East
Traditional definition of Middle East
GCC
The Arab League
Middle East
Muslim World
G8 definition of the Greater Middle East
Located in Asia Minor and Southern Europe but having socio-political connection with the Middle East

5. The Arab World: the Arab League
The 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:
Egypt
Morocco
Mauritania
Iraq
Tunisia
Somalia
Jordan
Kuwait
Palestine
Lebanon
Algeria
Djibouti
Saudi Arabia
United Arab Emirates
Comoros
Syria
Yemen
Bahrain
Libia
Qatar
Sudan
Oman
GCC
The Arab League
Middle East
Muslim World

6. 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:
Saudi Arabia
United Arab Emirates
Oman
Qatar
Kuwait
Bahrain
GCC
The Arab League
Middle East
Muslim World

7. The Religion Sunni vs Shia Puritanical Wahhabi vs Liberal
Islam, a religion that unifies the Arab World
Islam, a religion that divides the Arab World
Sunni vs Shia
Puritanical Wahhabi vs Liberal
Strict countries
Saudi Arabia
Afghanistan
Moderate countries
Kuwait
Oman
Qatar
Liberal countries
Bahrain
Part of UAE
Dubai

8. Communicating with Arabs
The Language of Business
The official langue of Arabs world is Arabic
English is widely spoken
Personal Relationships
The relationships are the keys to doing business with Arabs
Relationship oriented culture
Making Contact
Necessity of local agents

9. Verbal Language Prefer not to say “no”
Indirectness and Evasiveness
Prefer not to say “no”
Not say “yes” until it is repeated several times
Emotional Expressiveness
Expressive manner
Speak and write in a flowery, elaborate mode with exaggeration and wild promises

10. Nonverbal Language Space Behaviour Touch Behaviour Gaze Behaviour
Same sex stand closer
Distance between man and woman
Touch Behaviour
Gentle handshake
Varies in the Arab world
Gaze Behaviour
Look into eyes during discussion
Woman avoid direct eye-contact with man
Body Language
Left hand considered as unclean
Always use right hand

11. Meeting interruptions
Orientation to Time
Punctuality
Look at time differently
People and relationships are more important than clocks
Meeting interruptions
Frequently interrupted
Flexible with deadlines
Patience is important

12. Hierarchy, Status and Honor
Determined by social class, family background and age
Gender and Business
Not used to see women in business
Women has to be introduced by an higher ranking person
Honor and the Family
Honor, dignity and reputation must be protected
Family becomes before individual

13. Business Protocol and Etiquette
Scheduling
Avoid the month of Ramadam
Only one meeting per day
Dress code
Men: jacket and tie
Women: clothing with high neckline
Watch and briefcase enhance status
Meeting and greeting
Gentle Handshake with intensive eye contact

14. Business Protocol and Etiquette
Forms of Address
Title plus first of his three names
Exchange Business Cards
Present them with your clean hand
Meeting Etiquette
Serve coffee as a sign that the meeting comes to the end
Gift giving
Welcome but not expected
Avoid bringing alcohol

15. Business Protocol and Etiquette
Business Entertaining
Do all the entertaining
At dinner invitation: eat as much as you can
Hosting Arab Guests
Be aware of foods and drinks that are prohibited to Musilims
Keep pushing them to eat and drink
Exchanging Favors
Ask for a favor reply you will do your best

16. Negotiation Behaviour
Bargaining Range
Enthusiastic bargainers
Expect major concessions
Making Concessions
Be prepared for haggling
Always demand something equivalent in return
Demission Making
Decisions take time
Contracts
Always in written form
Maintaining Relationship
Important to stay in contact

17. References “Cross-cultural Business Behaviour”, Gesteland, 2002
“When Cultures Collide”, Lewis, 2006
League of Arab States:
“Arab Cultural Awareness”, Federation of American Scientist,
Wikipedia: