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The Arab Negotiator Cross Cultural Interaction Noemi RaveraMaria Vogler.

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Presentation on theme: "The Arab Negotiator Cross Cultural Interaction Noemi RaveraMaria Vogler."— Presentation transcript:

1 The Arab Negotiator Cross Cultural Interaction Noemi RaveraMaria Vogler

2 The Arab World Gulf Cooperation Council (GCC) The Arab League Middle East Muslim World

3 The Arab world: the Muslim world GCC The Arab League Middle East Muslim World 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. Nations with a Muslim majority Nations 50% Muslim

4 The Arab world: Middle East GCC The Arab League Middle East Muslim World Traditional definition of Middle East 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: 1.Egypt 2.Iraq 3.Jordan 4.Lebanon 5.Saudi Arabia 6.Syria 7.Yemen 8.Libia 9.Sudan 10. Morocco 11. Tunisia 12. Kuwait 13. Algeria 14. United Arab Emirates 15. Bahrain 16. Qatar 17. Oman 18. Mauritania 19. Somalia 20. Palestine 21. Djibouti 22. Comoros 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: 1.Saudi Arabia 2.United Arab Emirates 3.Oman 4.Qatar 5.Kuwait 6.Bahrain GCC The Arab League Middle East Muslim World

7 The Religion Islam, a religion that unifies the Arab World Islam, a religion that divides the Arab World Strict countries Saudi Arabia Afghanistan Moderate countries Kuwait Oman Qatar Liberal countries Bahrain Part of UAE Dubai Sunni vs Shia Puritanical Wahhabi vs Liberal

8 Communicating with Arabs The official langue of Arabs world is Arabic English is widely spoken The Language of Business The relationships are the keys to doing business with Arabs Relationship oriented culture Personal Relationships Necessity of local agents Making Contact

9 Verbal Language Prefer not to say “no” Not say “yes” until it is repeated several times Indirectness and Evasiveness Expressive manner Speak and write in a flowery, elaborate mode with exaggeration and wild promises Emotional Expressiveness

10 Nonverbal Language Same sex stand closer Distance between man and woman Space Behaviour Gentle handshake Varies in the Arab world Touch Behaviour Look into eyes during discussion Woman avoid direct eye-contact with man Gaze Behaviour Left hand considered as unclean Always use right hand Body Language

11 Orientation to Time Look at time differently People and relationships are more important than clocks Punctuality Frequently interrupted Flexible with deadlines Patience is important Meeting interruptions

12 Hierarchy, Status and Honor Determined by social class, family background and age Status Not used to see women in business Women has to be introduced by an higher ranking person Gender and Business Honor, dignity and reputation must be protected Family becomes before individual Honor and the Family

13 Business Protocol and Etiquette Avoid the month of Ramadam Only one meeting per day Scheduling Men: jacket and tie Women: clothing with high neckline Watch and briefcase enhance status Dress code Gentle Handshake with intensive eye contact Meeting and greeting

14 Business Protocol and Etiquette Title plus first of his three names Forms of Address Present them with your clean hand Exchange Business Cards Serve coffee as a sign that the meeting comes to the end Meeting Etiquette Welcome but not expected Avoid bringing alcohol Gift giving

15 Business Protocol and Etiquette Do all the entertaining At dinner invitation: eat as much as you can Business Entertaining Be aware of foods and drinks that are prohibited to Musilims Keep pushing them to eat and drink Hosting Arab Guests Ask for a favor  reply you will do your best Exchanging Favors

16 Negotiation Behaviour Enthusiastic bargainers Expect major concessions Bargaining Range Be prepared for haggling Always demand something equivalent in return Making Concessions Decisions take time Demission Making Always in written form Contracts Important to stay in contact Maintaining Relationship

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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