doing business in the arab world
TRANSCRIPT
© Jean AbiNader [email protected]
Doing Business in the Arab WorldProtocols and Considerations to Bridge the
Cultural Divide
Program ObjectiveTo identify and develop skills that will enable you to effectively pursue business in Arab countries of the
Middle East and North Africa.
The Arab WorldMembers of the Arab League
Why Does It Matter?We assume that to function effectively, work values are uniform across cultures. Yet, as we globalize, we see this isn’t the case: others do
not necessarily have the same mindsets when it comes to aligning work and cultural values.
How This Will Help
This presentation goes to the heart of operating in Arab countries—what they
value, what you need to know, and how to work effectively in this cultural environment.
This Presentation Features Exercises
Learn by Doing
Three Key Domestic Issues in Arab Nations
1Economic Transformation
Arab economies are undergoing transformations required to compete in the
global economy.
Economic Transformation (cont.)Diversification of the economy, market-oriented
reforms, reducing and changing the role of governments, increased transparency, and
spreading wealth opportunities are several of the most critical changes needed.
The role of the private sector is growing and maturing. Private-public partnerships and a
variety of financing mechanisms make it clear that the roles of governments are changing.
2Private Sector Growth
Changing demographics are impacting national labor/privatization goals. Educated young people, men and
women, do not yet have the skill sets needed to compete and function effectively as employees and/or entrepreneurs.
3Demographic Change
Create jobs
Broaden opportunities Change without severe dislocation
Diminish state ownership and management Integrate women into workforce
Match jobs and skills (role of expats) Improve transparency
Domestic Imperatives
Increase opportunities for youth, women, marginalized, entrepreneurs
Achievement should have long-term, positive consequences—change lives
Upgrade learning options to generate competitive workforce
Restructure job status to consider “careers” and skills training
Social Concerns
Assume similar values around workplace Verbal language—multiple meanings Nonverbal language and cues differ
Tendency to evaluate to “our” standards Stereotypes, preconceptions
Emotions/high anxiety
Stumbling Blocks to Communication Between Arabs and Others
Characteristics of Arab Cultures that Impact Business
Survival Mentality
Loyalty/Reciprocity Souk Mentality
Intention vs. Action Conspiracy Theories
Reward loyalty Increase profits
Provide some worker welfare Consider the competition
Develop trained cadres Observe cultural norms
Goals for Managers
Reduce risk to employee personal status Encourage productivity
Reduce conditions for conflict Control decision-making
Learn from seasoned expats
Goals for Managers
Morocco Tunisia Jordan Egypt
Consider Eight Arab Nations
Lebanon Saudi Arabia United Arab Emirates Kuwait
Religion Family Quality of Work Job Security
What Values Matter to Arabs
Marriage Friends Political Issues Leisure Time
Acquire Basic Knowledge
Think SMART
State and Society – Key Interactions Muslim – Role of Religion and Minorities Arab – Language, Culture, History, Community Rural/Urban – How Cultural Values Developed Ties that Bind – Valuing Affiliation and Relationships
Arab Stereotypes of Westerners
Confident Boastful Arrogant Hardworking Not Religious/Immoral
Greedy Lack Family Ties Wasteful Always in a Hurry Anti-Arab and Anti-Muslim
Building Relations with Arabs
Learn: about their history, religion, social ties Reassure: provide support, respect, goodwill Provide: info on self, family, and your past Respond: to their concerns Know: something about the West’s history in the region
Building Relations with Arabs (cont.)
Invest: Take time to introduce yourself — “drink tea” Liaison: Connect with community and others Ask: About their families, history, challenges Relate: Politics and religion are not off-limits if respectful
Arab Cultural Values Are ChangingIt's unclear where Arab society is headed as deep
divisions are emerging around three key areas:
Governance Economic and political empowerment
Market-oriented education
Areas Impacted by Changing Values
Family ties Sense of authority
Priorities in relationships Sense of future opportunities
Results of Changing Values
Work and time values are shifting More emphasis on acquiring skills and careers Role of religion growing in all aspects of social
and political interaction Relations shifting across age, gender, and
status differences
Learn Key BehaviorsRituals: Greetings, Meetings, Reports
Do I know the basic do’s and don’ts of communicating in person and digitally?
Conflict Resolution: Admission, Mediation, Accepting Outcomes Am I willing to accept new modes of resolving conflict and
seeking support?
Responsibility vs. Accountability How do I align work and cultural values?
Learn Key Behaviors (cont.)Reality Checking - Am I Being Heard?
How do you get feedback, manage information, recognize their lack of understanding and why
Managing Multicultural Teams – Respect and Risk-taking How to determine your go-to person, what are useful group
dynamics, how to define/develop leadership
Identifying/Measuring Desired Outcomes How is performance defined, what tools work best, can you
explain the non-technical aspects of results
Define Effective Behaviors
What Works on the Job?(Consider the different roles you may play)
1. When you are the leader 2. When you are a team member 3. When you are outside the team 4. When you are an “outsider”
How to Be More EffectiveDefine challenges that you perceive working and living in
the Arab world, and imagine how you might deal with them.
SITUATION OPTIONS FOR BEHAVIOR
