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Cross Cultural Interaction

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Presentation on theme: "Cross Cultural Interaction"— Presentation transcript:

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:

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