Business etiquette
Business tips
Business cards in English are acceptable. However, it is a good idea for frequent visitors to the market or those wishing to do business with the government to have business cards in English and Arabic.
‘Small talk’ is vital for the establishment of trust and must not be hurried or dispensed with. In introductory business conversations, talk often centres on the health and wellbeing of the other person, but never about his wife and female relatives.
It is not unusual in the Arab custom of having a number of people in an office all discussing various matters at once. When invited into an office, you will be given a seat, refreshments and be engaged in introductory conversation, after which your host may break off conversation with you and deal with one of his other visitors before returning to you.
Refreshments (eg. coffee, tea) should always be accepted. Coffee is offered to guests in order of their rank, if known to the host. It is customary to drink more than one cup of coffee or tea but not more than your host or others present. To decline a further serving, you shake the cup when handing it back to the server.
Refrain from expressing extreme views as this may be seen as a sign of inflexibility.
Rarely will your host initiate the business discussions. You will normally be expected to commence with a proposal. Keep descriptions short and to-the-point. Remember, a ‘yes’ does not necessarily confirm agreement – but can merely mean, ‘yes, I hear you’.
The exchange of gifts is common practice in business circles but items are usually limited to small corporate items such as pens and brochures.
In business circles, standard dress for men is a business suit and tie. For evening functions, the formality of dress can vary from a sports coat to a business suit with tie. For casual occasions, trousers and a shirt are acceptable.
Women should wear loose fitting garments, such as a long dress or loose fitting trousers and a baggy shirt. Dress conservatively and avoid wearing short skirts or revealing blouses. The head does not need to be covered.
Social etiquette
Arab males usually greet each other with an embrace and a kiss on the cheek or nose and sometimes walk hand-in-hand. Westerners are often greeted with a handshake.
Don’t use your left hand when receiving or offering items as it is considered unclean.
Precedence is always shown for people with seniority in age and visitors should also observe this. For example, ensure that an older or more senior person goes through a door first. Similarly, if walking together, the guest or senior person should be on the right of the group as a mark of respect.
It is considered offensive to sit with the soles of the feet or shoes facing other members of the group.
Care should be taken not to express admiration for something owned by your host, or you may have the object offered to you immediately as a gift. This is an ancient custom, still preserved in many traditional areas.
If invited to dinner by an Arab host, unless otherwise stated, it can generally be assumed that only males will attend the function. Women frequently have separate functions. It may be taken as an affront to refuse an entertainment invitation.
It is unlikely that you will be invited to a person's house, unless the host is very aware of Western culture or you have developed a very strong friendship with the person. If you invite a local to dine with you, do not include his wife in the invitation unless you have a prior indication that she may accept.
Only on rare occasions will a visitor have the opportunity to attend a traditional Arab feast and it is usually an elaborate affair. During the month of Ramadan, you may be invited to an Iftar (fast breaking). It is considered an honour to be invited to an Iftar and should be seen as a sign of trust and friendship.
Forms of address
Gulf nationals are usually addressed by their first or given name. For example, Mr Khalid bin Abdallah Al Thani has the given name of Khalid, is the son of Abdallah, and his family grouping or tribe is Al Thani. He would therefore be called Mr Khalid.
Given the large number of expatriates working in the United Arab Emirates, it is not uncommon for business to be conducted with non-Arab managers (many of Indian origin). Many Indians do not use surnames and often the initial of their father's name is placed in front of their own name. For example, with the name A. Sivam, the ‘A’ is the initial of the father's name. This person can be referred to as Mr Sivam. An Indian woman generally takes her husband's name on marriage. Hence, a Miss R. Selvarajan, could become Mrs A. Sivam or Mrs Sivam Selvarajan.
Knowing a few Arabic words and phrases is always helpful. Some useful phrases include:
- Hello (informal) – marhaba
- Hello (formal) – salaam alaykom
- How are you? – kayf al-haal?
- I'm fine – ana bi-khayr
- Thank you (very much) –shukran (jaziilan)
- Please (to a man) – min fadhlak
- Please (to a woman) – min fadhlik
- Goodbye – ma'a salaama
- The phrase ‘salaam alaykom’ (peace upon you) is heard continually in everyday conversation. The correct reply is to say ‘wa alaykom as-salaam’ (peace upon you also).
Please also note:
Bribery of foreign public officials is a crime. Australian individuals and companies can be prosecuted in Australia for bribing foreign officials when overseas. For more information, go to the Attorney General's Department on foreign bribery. |