MIDDLE EAST • ISRAEL • JORDAN • INDIA • SAUDI ARABIA
SIMILARITIES • PREPARATION FOR A BUSINESS MEETING • PURPOSE: To establish a personal relationship prior to signing a business contract to ensure honesty. • 1. Schedule more than one informal meeting before actual business negotiations. • 2. In addition, plan on more than one business trip to conclude a deal. • 3. Avoid scheduling meetings during religious holidays, popular vacation months, and months of fasting.
SIMILARITIES • FORMALITIES WITHIN BUSINESS CONTEXT • PURPOSE: To establish a mutual rapport of sincerity, honesty, and overall intelligence. • 1. Use proper English titles upon first meeting until your host invites you to use informal names. • 2. If involved with royalty, be sure to use address business executives with proper royal titles as indicated on business cards. • 3. Exchange of business cards is a common gesture. • A. English on one side, appropriate translation on the other
SIMILARITIES • TOPICS OF CONVERSATION • PURPOSE: To create a comfortable atmosphere and not offend foreign business executives. • 1. Begin conversations with general topics • A. Inquire about family well-being • B. Talk about the country in general • C. Speak about your experience • D. Avoid excessive hand gestures when speaking
SIMILARITIES • PROPER BUSINESS ATTIRE • PURPOSE: To establish a sense of mutual respect and conformity. • 1. Men • A. Proper attire consists of conservative business suits. 2. Women A. Proper attire consists of long, ankle length skirts, suits, or blouses with conservative neckline, all in conservative colors.
SIMILARITIES • PROPER GUEST BEHAVIOR IN INFORMAL BUSINESS ENTERTAINMENT. • PURPOSE: To integrate yourself into the business executive’s family and further your business deal. • 1. Most entertainment meetings take place at the homes of Middle Eastern executives. • 2. If refreshments such as tea and coffee are served, it is impolite to not accept at least one cup. • A. When you no longer desire a refill, tip your cup back and forth. 3. Respect dietary restrictions of your host.
BARGAINING STYLE 1. India & Saudi Arabia A. Don’t expect a quick deal. B. Be patient and quietly observe in the beginning. C. Adopt their style of bargaining. BARGAINING STYLE 1. Israel & Jordan A. Be aggressive. B. Maintain a more Americanized style. DIFFERENCES
POLITICS 1. India & Saudi Arabia A. Begin business meetings by discussing current political issues. POLITICS 1. Israel & Jordan A. Avoid any mention of political situations. B. Do not give your direct opinion. C. Acknowledge your host’s opinions but remain quiet. D. In Jordan, do not make mention of the large amount of foreign aid it receives. DIFFERENCES
GIFTS 1. India & Saudi Arabia A. Especially in India, it is considered polite to bring a small token or gift to any meeting involving your host’s family. GIFTS 1. Israel & Jordan A. Do not try to impress your hosts with expensive gifts. DIFFERENCES
IMAGE 1. India & Saudi Arabia A. Assimilation is key. B. Adopting the response style of an accommodator may benefit business dealings with India and Saudi Arabia. C. Builds mutual trust and respect. IMAGE 1. Israel & Jordan A. Put forth a positive image. B. Be relaxed and normal and avoid seeming overdone. C. Avoid portraying a false image from your true personality. DIFFERENCES
PERSONAL CONDUCT 1. India & Saudi Arabia A. When sitting across from your host, never point the sole of your shoe towards the opposing party. B. Do not pull away if Indian and Saudi Arabian business executives engage in close body contact; this is a sign that they trust and respect you. PERSONAL CONDUCT 1. Israel & Jordan A. When in Jordan, cross your legs at the ankles or knees, but avoid crossing one ankle over the other knee. B. Leave your camera at home. Citizens of these countries are suspicious of foreigners using film for security and protection purposes. DIFFERENCES
WOMEN 1. India & Saudi Arabia A. Although women in India and Saudi Arabia hold prestigious business positions, they still remain somewhat subordinate to men in business dealings. B. It is important to maintain an air of dignity and intelligence during meetings, but avoid aggressive confrontation with aggressive males. C. It is advisable for women not to drive in either country. WOMEN 1. Israel & Jordan A. Women are taken quite seriously in business negotiations in both countries. B. In Israel, a woman can lead a company’s business negotiations, but will probably not encounter many Israeli women at the upper positions of companies in Israel. C. It takes awhile for Jordanian men to take foreign businesswomen seriously, but there should be no major problems, just surprise. D. In Jordan, women should not smoke in the streets whereas men can smoke anywhere. DIFFERENCES