Intercultural and Strategic

communication
The Arab Countries
Group 7
Hofstede cultural
dimensions
 High
Collectivist Uncertainty
society avoidance

High power
distance

Short term
oriented

Masculine
 CULTURAL DIMENSIONS
UNCERTAINTY SHORT TERM
POWER DISTANCE COLLECTIVISM MASCULINITY
AVOIDANCE ORIENTATION
Obeying your superiors Close long-term Participants prefer men The religion is an People in such
and supporting your commitment to the to have power and example of this societies have a strong
government is of the member 'group', that expect men to be more because in the UAE concern with
upmost importance being a family, effective leaders in (which is a high establishing the
People accept a extended family, or society and uncertainty avoidance absolute Truth; they
hierarchical order in extended relationships organizations country) almost are normative in their
which everybody has a Employment practices Much more masculine everyone follows the thinking. They exhibit
place and which needs such as recruitment as compared to India same religion which is great respect for
no further justification and promotions are Islam and so they traditions, a relatively
sometimes influenced follow the same small propensity to
by the desire to cater religious rules save for the future, and
to family and friends Change is resisted, or a focus on achieving
versus striving for the embraced slowly, quick results.
best-qualified never without careful
employee in all risk assessment
situations
Relationships are
perceived in moral
terms (like a family link
 OTHER CULTURAL NUANCES
Clothing
The modesty of your clothing is extremely important in
the Middle East for women and men. Be mindful not
to wear revealing clothes (including open-toed shoes)
and to cover your shoulders, arms and legs.
Conversation:
Status is important and must be acknowledged by
using the correct title when addressing someone. It is
customary to use terms such as: Sheikh (chief)
(or Sheikha for a
woman), Sayed (Mr.), Sayeda (Mrs.), etc
Dining:
Observant Muslims do not drink alcohol. In the UAE,
alcohol is served in most hotels but may not be
available in local restaurants. If alcohol is not offered,
it is better not to ask for it. You should also never
refuse food or an additional helping during dinner as it
is considered bad form
Gifts:
It is appropriate, although not expected, to give a small
token or gift to your host upon introduction. Suitable
gifts include an enjoyable book or a company
memento. Keep in mind; something personal can be a
very meaningful touch therefore, a gift related to your
hosts background or hobbies is an even better idea
BUSINESS PRACTICES
Leader's vision, insight or intuition, less methodical, scientific. Linked with saving face so as
Problem Solving
not to cause embarrassment

Motivating People Pay, status, titles, job security, leadership of others, concern for conformity, loyalty

Appraising Performance Informal, irregular, very personal, paternalistic

Focus on group harmony & shared accomplishment; qualitative and subjective; includes
Performance Expectations
social & economic concerns

Negotiating, Persuading Argumentative, can appear combative, face-to-face disagreement usual, often use third party

Decision Making Process Leader-centric, top-down, subordinates expect clear goals and information

Participation in Meetings Create harmonious setting, leader-centric, indirect, information-giving

Superior/Subordinate Relationships Hierarchical, paternalistic, nurturing leader, subordinate gives loyalty and conformity

Hiring/Dismissal Performance/results balanced by background relations and obligations, paternalistic

Customer Relations Based on network, personal relationships, obligations

Dos and Donts
 DOS
1. Start meetings with greetings : In a professional setting, handshakes are always used and can last a long time. Acknowledge the
most senior person in the room first as sign of respect

2. Get to know the individual with whom youre doing business : Initial meetings are all about relationship-building and
developing trust, Arabs generally prefer to do business with people they know and like. Engage in conversation freely and
enthusiastically

3. Learn a few words of language : Arabs are exceptionally proud of their language, it will show that this relationship is personally
important to you rather than just another business deal

4. Speak the body language as well as the spoken language : Arabs use a lot of non-verbal signals to communicate, trust your
instinct

5. Be subtle and always promise to consider requests : Insulting potential business partners through blunt demands or rejections
can be fatal to a deal

6. Dress yourself properly : Be mindful not to wear revealing clothes and to cover your shoulders, arms and legs. Darker colors are
viewed as more professional.
 DONTS

1. Dont treat Arabs alike : they might share a common history and culture, yet there are also many differences in terms of
their social outlook and approach to business

2. Dont try to penetrate Gulf-based organisations without a business associate or influential friend who knows
how business works : local business can be many-tiered and difficult to penetrate

3. Dont be impatient : Middle Easterners have a relaxed attitude and may arrive late. Meetings can be chaotic, cell phone
calls and/or text messages taken during meetings and people may enter the meeting room. Decision-making can be slow
and bureaucratic formalities tend to add to delay.

4. Dont use emails or letters to communicate : the best way to communicate is always face to face (phone call if its not
possible), written words is considered less personal and less important, and you can stay unanswered for some time...

5. Dont be lulled into a false sense of security by warm hospitality and civilized negotiations : Arabs can drive a
bargain as hard as anyone else, so you should be prepared to be tough, yet respectful.
COMPANIES THAT
FAILED
 The stir caused by the world's leading purveyor of fast food
began with a World Cup promotion featuring the flags of the
24 nations competing soccer championship. One of the flags
was that of Saudi Arabia.

The green and white Saudi flag bears an Arabic passage that
can be translated as "There is no God but Allah, and
Mohammed is his Prophet." Offended Muslims complained
that such sacred words should not be crumpled up and
thrown in the trash.
 During the 1994 World Cup, bottles of Heineken beer
displayed the flags of all the participants in soccer's biggest
tournament, including Saudi Arabia. The country's flag shows
a verse from the Quran, Islam's holy book. The Quran forbids
the use of alcohol, so thousands of Muslims registered
complaints with the brewer for displaying the verse
 An Iranian razor manufacturer used the brand name "Tiz," the
Persian word for "sharp," to illustrate the quality of its product. When
the company began exporting the razors to nearby Qatar, they
learned that "tiz" was the Arabic slang word for "buttocks," which the
Arabic-speaking residents of Qatar found highly offensive. Sales of
the razors plummeted and the Iranian manufacturer lost money on
the failed marketing campaign.