A brief description of importance of cultural competence in doing business and its effect on the Business etiquettes This presentation is about cultural competence in doing business while in the Middle East or dealing with Middle Easterns

1. Cultural Competence Doing Business in The Middle East Prepared by: Sahar Consulting For L.A.W.A 1 www.saharconsulting.com

2. Diversity Advances in technology and the advent of a global economy bring the people of the world closer together than ever before Diversity is considered to be inclusive of everyone It is about learning from others who are not the same, about dignity and respect for all, and about creating environments and practices that encourage learning from others and capture the advantage of diverse perspectives 2 www.saharconsulting.com

3. What is Diversity "Diversity includes all characteristics and experiences that define each of us as individuals.“ It is an entire spectrum of dimensions of an individual, including Race, Ethnicity, Gender, Age, Religion, Disability, and Sexual orientation, communication style, work style, organizational role/level, economic status, and geographic origin. Diversity should be viewed as a business opportunity 3 www.saharconsulting.com

4. What is Diversity Building upon differences among team members can strengthen the bonds formed with clients and customers throughout the world. Ethnicdiversity in the workplace enables businesses to serve a broader base of clients with ease. Diversity can also be grounds for making wrong assumptions about another person’s culture and commit to grave mistakes that could be avoided provided knowing these differences beforehand 4 www.saharconsulting.com

6. Tuned to the culture based values and attitudes with the people with whom one interacts5 www.saharconsulting.com

9. Ability or failure to adapt to spatial behaviors could make our international counterparts comfortable or ill at ease6 www.saharconsulting.com

11. Business Structure

12. Management Style

13. Teams/ Meetings

14. Dress Code

15. Communications

16. Interacting/ Entertaining/ Gift Giving

17. Women in business

18. Cultural tips: what to do/ what not to do7 www.saharconsulting.com

20. Traditions

21. Social Culture

22. Dress Codes

23. Communications

24. Depending on their geographical locations as follows8 www.saharconsulting.com

26. Israel

27. Jordan

28. Lebanon

30. Egypt

31. Lybia

32. Morocco

34. Iran

35. Kuwait

36. Oman

37. Qatar

38. Saudia Arabia

39. U.A.E.Done by Alphabetical order 9 www.saharconsulting.com

41. Shake hand of the woman, unless she offers her hand and Vice-versa

43. Always negotiate and be patient, time pressure and agreed deadlines doesn’t mean anything fixed

44. Consider deal as closed once it is signed black on white on the paper (In some areas verbal agreements are as good as written ones)

45. Respect elders and senior people to you

47. Executives, local owners are part of the family and don’t spend much time in the office – they have more of the representative function

48. Nepotism is looked at favorably because of family ties

49. Friday, Saturday are weekend days

50. Social connections are often more important than business relationship or expertise

51. During Ramadan fasting don’t touch (handshake) the man, when you are woman, be ready to have late night meetings during Ramadan

52. Use only right hand when eating without cutlery

53. Question: “How is family doing” is very commonCommon salutations in the whole Middle East: “Assallam-u Aleikum”, except in Israel it is “Shalom” and they mean the same: Peace 10 www.saharconsulting.com

55. Decision making levels

57. Age importance – seniority factor

59. Religious influence in daily life

60. Meeting & Corporate cultureCultural Identity Being aware of cultural diversities, knowing how to deal with shows respect and creates an ambiance of trust which is crucial to do business in the Middle East Core Values Customs & Traditions Diversity is more than tolerating differences, it is respecting, appreciating and understanding the different characteristics of different cultures 11 www.saharconsulting.com

62. Middle East can not be discussed 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.

63. Muslims are obliged to pray 5 times a day, meetings to be fitted around those times. Friday is the congregational prayers and it is obligatory for all males to attend, they don’t drink alcohol or eat pork .12 www.saharconsulting.com

65. The traditional Islamic greeting is 'Asalamualaykum' (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 'waalaykumsalam' (and peace be with you).

66. Handshakes are always 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.

67. Always use the right hand.

68. Do not be surprised if your hand is held while you are led somewhere. Holding hands among men is common and does not carry the same connotations as it does in the West.13 www.saharconsulting.com

70. A male should wait and see if she extends her hand first

71. Avoid touching and prolonged eye contact with women

72. In certain countries do not ask about any female colleague/ relative/ spouse etc…

73. A big percentage of the women in the M.E. are veiled to different degrees.

74. Western women should wear conservative business suits preferably skirt suits below the knee never above it, cover most of the arms, and neck

75. Western women should not extend her hand to a male from the M.E. unless he does first 14 www.saharconsulting.com

77. Doing favors is very common, never forgotten and always reciprocated

78. Value on someone's word is greater than a written agreement. A person's word is connected to their honor. Contracts are considered only as MOUs . Be sure to promise only things you can deliver. Failure to do so will result in loss of honor/ face

79. Local companies are family–oriented/ owned. Nepotism is a way of life and is actively encouraged. Decisions are made by the head of the family/ company- The senior / older member.15 www.saharconsulting.com

81. Initial meetings are all about relationship building. Building trust and compatibility which are key factors. Meetings can be chaotic, no agenda is followed. Be prepared to exercise patience. Phone calls are taken, people bulge in and discuss their issues.

82. Punctuality is not really observed in the M.E. fashionably late is acceptable

83. Middle Easterns are traders and very good negotiators. Use of high pressure tactics will be counter-productive.

84. Decisions are mad e very slowly- Patience is required

85. Personal space is not observed don’t step back as considered rude, direct eye contact invokes trust, emotions and loud heated discussions are common and show interest16 www.saharconsulting.com

87. People do not like to say ‘no’ or deliver negative news

88. Management style is directional and employees expect managers to lead in a fairly authoritative manner. This can mean that instructions are given in a very direct abrupt way.

89. When in meetings, avoid pointing the soles of your shoes at your counter parties as this could be seen as rude. It is also best to pass any documents, refreshments etc. with your right hand.

90. Accept coffee/ tea when presented if not you will be considered rude

91. Dress conservatively, but very smartly. You will be judged partly on your appearance17 www.saharconsulting.com

93. Role of women

94. Entertaining

95. Languages used

96. Traditions and culture

97. Different dress codes

98. Family importance

99. Corporate Cultures

100. Degree of influence of religion and past colonies

101. Gift Giving18 www.saharconsulting.com

103. First meeting dress conservatively then you can dress casually once the relationship is built

104. Israelis are a very close, touchy, feely society - as in a close family, but if they don’t shake hands don’t be offended

105. Maintain direct eye contact, personal space is not observed

106. Use their first name, they might call you “Mr.” ask them to call you by your first name

107. Don’t plan any business on Friday/ Saturday : It is Shabbat

108. Israelis are ready for immediate action, wanting things now

109. Meetings can be spontaneous, with relaxed punctuality19 www.saharconsulting.com

111. Contracts are crucial to agreements, verbal is not enough

112. Israelis Jews are Kosher i.e. they don’t eat pork, poultry separated from dairy, meat should be blessed by a rabbi etc.

113. Meetings are informal and can be interrupted by phone calls

114. Emotions and loud voices can be used in meetings just a show of interest

115. Do not speak about Israel government, politics or religious issues. If they bring it up - be a good listener!

116. They are very direct to the point and consider “Takhless”

117. which means the bottom line in their discussions

118. Israelis can be curious and not shy to ask about your salary is, if you're married or other intimate questions. Respond in a general, kind and polite manner such as "not enough" or "comfortable". 20 www.saharconsulting.com

119. For more information on Cultural Competence and Business Etiquettes in the Middle East Contact Sahar Andrade Sahar Consulting, LLC (818) 861 9434 Sahar@saharconsulting.com www.saharconsulting.com 21 www.saharconsulting.com