Inside the United Arab Emirates business world

 

The following are characteristics of the style of communication of the Emirati culture:

• Indirect: Imply/suggest what is meant.  You need to read between the lines.

• Formal: Sensitivity to hierarchy/face saving very important.

• Expressive: Emotional displays are common and expected.

 

 

 

Understand that a good personal relationship is the most important single factor in doing business successfully with Arabs.  Arabs will usually begin meetings inquiring about each other's health and personal activities. While starting the meeting, if you are quiet, they will simply think something is wrong.  Not only do you have to speak more when you are with Arabs, but you have to step up the volume as well.  Loudness of voice, rising pitch and tone, even shouting, all denote sincerity in Arab discourse. Accept that Arabs implicitly mistrust people who are attempting to hurry or pressure them into a particular deal.  They will evaluate the source of a proposal as much as the content.  If you press for a specific time by which you want a decision, you may actually harm your chances for success.

 

Recognize that Arabs place great value on hospitality.  If you have drinks, food or snacks in the office, you should offer to share it with your Arab colleagues.

 

Learn that an Arab is not likely to criticize your efforts openly.  He is more likely to hint that changes are needed or respond with inaction.  If phrased too bluntly, Arab employees will feel that criticism of their work is a personal insult.   Always avoid criticizing an Arab colleague in front of others.

 

Be aware that Arabs are very relaxed about the timing of events.  While appointments are necessary, you might arrive to find several other business people present and several meetings occurring simultaneously.

 

Understand that Arabs are used to dealing with foreigners and readily forgive them for not behaving like Arabs.  The most important thing is to avoid saying or doing anything that they consider insulting or derogatory.  This includes the use of alcohol, improper dress, and over-familiarity with the few women they allow you to meet, and challenging the basic concepts of Islam.

 Arabs bring Allah into their arguments in almost every conversation.  Arabs do not like discussing unpleasant matters such as illness, misfortune, accidents or death. 

 

 

 

 

Arabs, in general, make liberal use of gestures, especially if they are enthusiastic about what they are saying.  Men use gestures more than women. To greet with respect or sincerity, after shaking hands, place the right hand to the heart or chest. Failure to shake hands when meeting someone or saying goodbye is considered rude. When a Western man is introduced to an Arab woman, it is the woman's choice whether to shake hands or not; she should be allowed to make the first move. Do not shake hands firmly or pump your whole hand up-and-down. Also, realize that people shake hands and hold hands longer in greeting than in the West; allow your counterpart to withdraw first.
 

Arabs will interpret your behavior negatively if you behave with too much familiarity toward a person of the opposite sex. Behaviors such as overly enthusiastic greetings, animated and joking conversations, and casual invitations to lunch can be easily misinterpreted. The public display of intimacy between men and women is strictly forbidden by the Arab social code, including holding hands or linking arms or any gesture of affection such as kissing or prolonged touching.
 

Arabs of the same gender will typically stand very close to you when in a conversation. If you try to keep a greater distance, they may think you find their physical presence distasteful or that you are a particularly cold individual. When standing in conversation with someone, leaning against the wall or keeping hands in pockets is taken as a lack of respect.
 

 

 

 

 

Everyone stands when new guests arrive at a social gathering and when an elderly or high-ranking person enters or leaves.  Men stand when a woman enters the room. Sitting must be in a manner that allows the sole of one's shoe to face another person is insulting.

 

Gifts are given and accepted with both hands and are not opened in the presence of the donor.

 

Most Emiratis do not like to touch or be in the presence of household animals, especially dogs.  Pets should be kept out of sight when Emirati guests are present.

 

Women may go shopping and travel alone, but should avoid all-male cafes.

 

When eating with Emiratis, the left hand is not used (left hand is considered unclean). Always pass goods with your right hand.  When eating in someone’s home, your hosts will offer you the best dishes to eat, which you must accept.  You are not expected to talk much at mealtime. At a restaurant, an Emirati will almost always insist on paying, especially if it is a business related occasion.  Giving in graciously after a ritual gesture to pay and then returning the favor later is an appropriate response. Emiratis find the public calculation and division of a restaurant bill embarrassing.

 

Address your Emirati counterparts with the appropriate titles followed by his or her first name.  If unsure, it is best to get the names and correct form of address of those you will be doing business with beforehand.

 

Dress conservatively. As a sign of respect, men should wear a conservative suit and women should ensure their clothing covers their legs and the tops of their arms.  Low cut tops should also be avoided.
 

Don’t ask about someone’s wife or daughters.  It is polite to enquire about a person’s family or health but never ask specifically about any female family members.  Family life which involves females is kept extremely private.