doing business in the middle east ryan nilsson katelyn hornecker lowyn hardy

Doing Business in the Middle East

• Ryan Nilsson• Katelyn Hornecker• Lowyn Hardy

General Overview

The People

• Dominant language is Arabic• Culture centers on Islam• Patriarchal society• Most people belong to the lower class• The region’s income comes primarily from oil

and gas

Politics

• Some Nations led by a monarchy• Lower-level politics influence day-to-day life

Islam

• One God, called “Allah”• Prophets sent to guide humans• Muhammad is the most recent prophet• Based on five pillars

Facts on doing business in Middle East

• Might be hard for a women to do business• Men’s Dress: formal business & modest

lightweight casual• Women’s Dress: longer hemlines and sleeves• Printed materials and videos may be offensive

if women in revealing clothing

Facts on doing business in Middle East

• Middle Easterners may not be punctual• Doing business moves slow• Developing personal relationships is key– Socializing and discussing “unrelated” topics can

take days– Personal continuity; don’t change company reps

When not to do business

• During Ramadan– Annual, month-long fast– In most Middle Eastern countries it is illegal for

even foreigners to consume food or water in public between dawn and dusk

– Business hours limited

• Friday is holy day of the week • Between 1 pm and 3 pm

How to be the perfect guest

• Shake with the right hand• Drink the small, bitter coffee in one shot• Unless the host encourages it avoid direct

acknowledgement of Muslim women• Leave your alcohol at home• Avoid humor

The Sales Presentation• Respect hierarchy and address senior

executive; maintain eye contact• Use a technically sharp presentation• Remember that Middle Easterners read from

right to left• Allow for significant time for bargaining• Prepare and understand audience

References• Browaeys, M.-J., & Price, R. (2008). Understanding Cross-Cultural Management. Harlow: Pearson Education Limited.• • Cuno, K. M. (2010). Middle East. Retrieved May 15, 2010, from World Book Advanced: http://0-

www.worldbookonline.com.darius.uleth.ca/advanced/article?id=ar360160&st=Middle+East• • Gerner, D. J., & Schrodt, P. A. (2008). Middle Eastern Politics. In J. Schwedler, & D. J. Gerner, Understanding the Contemporary Middle East

(pp. 85-135). Boulder: Lynne Rienner Publishers, Inc.• • King-Irani, L. (2008). Kinship, Class, and Ethnicity. In J. Schwedler, & D. J. Gerner, Understanding the Contemporary Middle East (pp. 309-

344). Boulder: Lynne Rienner Publishers, Inc.• • Manners, I. R., & McKean Parmenter, B. (2008). The Middle East: A Geographic Preface. In J. Schwedler, & D. J. Gerner, Understanding the

Contemporary Middle East (pp. 9-36). Boulder: Lynne Rinner Publishers, Inc.• • Robinson, T., Rodrigues, H., Linville, J., & Harding, J. (2006). World Relgions: A Guide to the Essentials. Peabody: Hendrickson Publishers,

Inc.• • Spellberg, D. A. (2005). Gale Virtual Reference Library. Retrieved May 15, 2010, from Gale Virtual Reference Library: http://0-

go.galegroup.com.darius.uleth.ca/ps/retrieve.do?sgHitCountType=None&sort=RELEVANCE&inPS=true&prodId=GVRL&userGroupName=leth89164&tabID=T003&searchId=R1&resultListType=RESULT_LIST&contentSegment=&searchType=AdvancedSearchForm&currentPosition=1&con

• Harris, P. R., Moran, R. T., & Moran, S. V. (2004). Managing Cultural Differences. Ansterdam: Elsevier Butterworth Heinemann.

• Laroche, L., & Boulby, M. (2001, January). Doing Business in the Arab World. CMA Management , pp. 53-54.

• http://www.youtube.com/watch?v=bspFbFytRiM