Doing business from the UK to the Middle East
As with doing doing business in any country, there are different methods of conducting yourself. In this respect the Middle East is no different.
Below is a short guide to doing business in the Middle East which once read will provide an overview of how Middle Eastern culture and business differ to Western ones.
Religion
When conducting any type of Middle East business, remember that Muslims are obliged to pray five times a day – so try to arrange your meetings with this in mind. Prayer calls are announced using the Azan (or call to prayer) and are done so by Mosques. However not all Muslims will attend a Mosque in order to prayer – some may pray at home or at the office.
It is also advisable to remember that Fridays are the day for congregational prayers which all males must attend.
Muslims also partake in the religious act of Ramadan. This occurs in the ninth month of the Islamic calendar when the Qur’an was first revealed to the Prophet Muhammad. During this month, Muslims fast from dawn to dusk which involves refraining from drinking, eating and smoking. Depending on the company or business, work hours may be reduced during this month.
Furthermore there are two major festivals that Muslims celebrate. The first is Eid al-Fitr which follows Ramadan and the second is Eid al-Adha which follows the annual pilgrimage. Both last around three days but can be extended by the Government. Once again it is best to remember these religious activities when arranging business meetings and appointments.
Meeting and Greeting
‘Asalamu alaykum’ (peace be with you) is a traditional Islamic greeting which is said whenever a business (or personal) meeting takes place. If you are a Westerner you can choose whether you would like to greet Arabs in this way. If you do then you would receive the reply ‘wa alaykum salam’ (and peace be with you).
Handshakes are almost always used when doing business in the Middle East. Islamic etiquette suggests that a person waits for the other to withdrawn their hand first and as such handshakes can last for a long time. It is also not unheard of for you to be led somewhere whilst still holding the greeters hand – holding hands amongst males is not frowned upon in the Middle East like it can be in Western countries.
Gender also plays an important role in the business world. There are business woman in the Middle East, however in some regions interaction between the sexes can be frowned upon. If you find yourself being introduced to a Middle East businesswoman then wait to see if she extends her hand before you extend yours. Also, avoid making prolonged eye contact and touching with a business woman.
The personal side to business
Business is run very differently in the Middle East to some Western businesses. The word of a business partner is considered higher than that of a written contract – if you break your word then you bring dishonour and disrespect upon yourself. Contracts are viewed more as an understanding rather than a fixed agreement.
Most Arabs do not live personal and business lives as two separate entities. Doing business with a person relies on trust, honour, family ties and personal relationships. ‘Wasta’ or ‘who you know’ is highly important in doing business in the Middle East and there is a tendency to prioritise personal matters of business above other forms of business. Therefore it is vital that your business relationships are based upon friendship and trust.
Meetings and Negotiations
Due to the high level of personal circumstances in Middle Eastern business, you would do well to not book meeting too far in advance in-case someone’s personal situation changes.
You will find that the initial business meetings will be based around getting to know the person and building up a relationship as establishing trust and compatibility are crucial to doing business in the Middle East.
Business meetings in the Middle East can be less formal than in Western countries. Therefore expect people to walk in and out unannounced as well as taking phone calls mid conversation – remember to be patient.
Furthermore having a good level of punctuality is favoured upon in foreigners, however if you are going to be late for a business meeting then a polite apology will normally be accepted. Remember, although being on time is smiled upon by Arabs, they do not always stick to it themselves.