GETTING TO KNOW EACH OTHERS: Middle East and Latin America Week 10

2. GETTING TO KNOW EACH OTHERS:Middle East and Latin America Week 10 Matakuliah : V0052 Tahun : 2008

3. Learning Outcomes On completion of this unit, the students should be able to explain the cultural characteristics of Middle-East and Latin American countries. Mahasiswa dapat menjelaskan karakteristik budaya dari negara-negara Timur Tengah dan negara-negara Latin Amerika. HO 0708

4. Subjects • Middle East • Latin America HO 0708

5. Week 10MIDDLE EAST HO 0708

6. Week 10About Middle East • The Middle East is not a homogenous region. The area is not solely populated by Arabs but also Kurds, Turks, Iranians and more. • In addition it not only inhabited by Muslims. There are many manifestations of Islam across the region that live alongside Christianity, Judaism and Zoroastrianism. • The two pillars of Middle Easternsocieties • Islam • Relationships • Please note that this subject will be making generalisations about the Middle East, but there will always be exceptions to the rule. HO 0708

7. Week 10Islam & Relationships • Islam: the glue of Middle Eastern social fabric • Relationships: the driver behind all business • Both impact doing business in the region HO 0708

8. Week 10Relationship Driven Cultures • Collectivist • Family / Tribe / Group • Hierarchical • Shame / Face / Honour • Networks • Consensus HO 0708

9. Week 10Relationship Driven Cultures • Collectivist - this means that in such cultures the "we" takes precedence over the "I". This group mentality means the interests, opinions and decisions of the group carry much more weight than that of the individual. HO 0708

10. Week 10Relationship Driven Cultures • The Family - the family or tribe takes central focus in daily life. Such family centered cultures tend to put the interests of the family first. Manifestations of this are that nepotism is seen as natural and protecting the honour of the family is a very high priority. HO 0708

11. Week 10Relationship Driven Cultures • Hierarchy - a hierarchical society it used to levels of authority. In less hierarchical cultures a subordinate is expected to use initiative, share in the decision making process, can say "no" to the boss and most of the time has an informal relationship with the boss. In hierarchical societies the boss takes sole control because that is what they are paid for. Staff will expect explicit orders and guidance, meetings will be where decisions are implemented rather than discussed and very formal relationships exist with the boss. HO 0708

12. Week 10Relationship Driven Cultures • Honour/Shame/Face - In relationship driven cultures there is usually an emphasis on maintaining face, i.e. upholding the family/tribal honour. As a result there are usually very complex rules of engagement and communication styles. For example in the Middle East, saying "no" or blatantly disagreeing with people is not usually done in order to save people's face. A simple example would be that instead of "no" you may get "I will try", "Let's do our best" or "God willing". HO 0708

13. Week 10Relationship Driven Cultures • Networks - due to such cultures relying on bonds and relationships, networks are usually the way things get done. An intricate means of favours and reciprocation are part of daily life, from being introduced to the right people or getting past red tape. Being part of a network gives you access to resources. HO 0708

14. Week 10Relationship Driven Cultures • Consensus - in hierarchical societies decisions are usually made on a group basis. Although in the Middle East final decision making is usually made by the head of the family or tribe, there is still a level of consultation with others called "shura". Shura means surveying the opinions of those who are most knowledgeable in order to reach a decision that is best. Therefore within the business world it is important not to only concentrate on building relationships with decision makers but also those that advise them. HO 0708

15. Week 10Building Relationships • Investing time • Small talk • Get personal • Understand ‘face’ • The spoken word • Contracts • Continuity • Evolution HO 0708

16. Week 10The Arab Countries • In most Islamic countries, religion strongly influences social behavior, politics and business • The family is the basic social unit • Status is gained by class (not by achievement like in the West) • Arabs will not let facts destroy their honor • Arabs believe in people (guided by God) – Westerners believes in organizations and institutions HO 0708

17. Week 10The Arab Countries • Arabs strive to find a way of adopting modern modes of behavior without disrupting the traditions • Arabs believe that men and women have different personalities and roles • It is important to impress others with integrity • In Arabs societies the weak must be respected and protected and piety is one of the most admirable qualities HO 0708

18. Week 10The Arab Countries • A friend is a person who cannot refuse your request; neither can you refuse his or hers. • Arabs tend to talk a lot about their family and connections. • Arabs use personal relationships to further their business interest. • Arabs expect regular praise when they have done good job and are more hurt by criticism than Westerners. HO 0708

19. Week 10The Arab Countries • When negotiating, Arabs use personalized arguments, appeals and persistent persuasion. • It is normal for Arabs to breathe on each other and touch each other frequently. • Visiting and long conversations are frequent. • Men and women do not mingle freely in Arab countries. Women trespassing in public places are expected to wear a veil to cover their faces. HO 0708

20. Week 10The Arab Countries • They have the tradition of “open house”. A Bedouin will supposedly kill his last camel to feed his guest. • Arabs are flexible about timing. Social occasions or business meetings need not have fixed beginnings or endings. • Pork is taboo to Muslim Arabs. • Arabs prefer arranged marriages. HO 0708

21. Week 10Communication • Speak more when you are with Arabs and step up the volume • Loudness of voice, rising pitch and tone, even shouting, all denote sincerity in Arab discourse • In Arab society it is normal to use speech in a rhetorical, almost aggressive manner to make a point clearly. • Note: The Gulf War took place partly because President Bush (Senior) spoke softly and Saddam did not believe that he meant what he said (about declaring war, etc). • Oaths are quite common in Arabic HO 0708

22. Week 10Communication • Arabs do not like discussing unpleasant matters such as illness, misfortune, accidents or deaths • Arabs have tendency to use euphemisms: someone who is sick is described as “tired”, teachers become “professors” • Arabs have great respect for the written word • Arabs tend to speak at the same time • They will shout and speak loudly for dramatic effect or out of pure joy at seeing friends HO 0708

23. Week 10Dining Etiquette for Arabs • Eat only with your right hand • Take only the food that is offered to you • Praise the food and do not ask to meet the cooks (wives, mothers or sisters) • You will have to overeat a little in order not to upset them • You are not expected to talk much at mealtimes HO 0708

24. Week 10Gift Giving Etiquette • When visiting their country, it is appropriate to take gifts for all the relatives (brothers, uncles, cousins, sons) • When receiving a gift, they will not open it in front of you HO 0708

25. Week 10What to Avoid? • Being reluctant to accept favours • Saying anything insulting or derogatory • Questioning Islamic taboos (alcohol, pork, use of left hand, discussion of related females) • Discussing Israel or Iraq • Saying that you need to be alone in the evening when in their country • Wrap anything in an Arabic-language newspaper because it might have Allah’s name on it HO 0708

26. Week 10References/ Sources • Lewis, Richard D (2006), Leading Across Culture 3rd ed., Nicholas Brealey International • Payne, Neil, Doing Business with the Middle East The Importance of Relationships, Kwintessential Language and Culture Specialists HO 0708

27. Week 10 LATIN AMERICA HO 0708

28. Week 10About Latin America • All countries in Central and South America speak Spanish, except Brazilians who speak Portuguese. • In almost all Latin countries, the attitude towards time is less rigid then among North Americans and a 30-minute delay should not be a surprise.  • Latins will usually stand closer together during conversation. • Latins are warm and friendly people who enjoy social conversation before getting down to business.  • The main meal of the day is usually taken at midday throughout all Latin American countries.  HO 0708

29. Week 10Latin American Characteristics • Love of space • Lack on international experience • Poor cooperation with authorities • Understanding of human suffering • Compassion • Resentment against exploitation • Fear of the unknown • Indecisiveness • Imitation • Machismo HO 0708

30. Week 10Latin American Characteristics • Manana • Importance of status • Idealism over materialism • Art of conversation • Catholicism and crusading spirit • Feeling of cultural superiority to North Americans • Human beings as more important than rules • Lack of internal discipline HO 0708

31. Week 10Argentina • Handshaking common when meeting for the first time. • Titles are important. • Crossing the knife and fork signal “I am finished.” • Never pour wine backhanded; it’s considered impolite. • Good topics: soccer, history, culture, home and children. • Bad topics: the Peron years, religion, and Falkland Island conflict. HO 0708

32. Week 10Brazil • Handshaking, often for a long time, is common. • Touching arms and elbows and back is very common. • When conversing, interruption viewed as enthusiasm. • The “O.K.” hand signal is a rude gesture in Brazil. • Good topics: soccer, family, and children. • Bad topics: Argentina, poverty, and religion. HO 0708

33. Week 10Chile • Handshaking common when meeting for the first time. • In business, punctuality respected. • Light conversation customary before business discussion. • Don’t serve wine with your left hand. • Wines, especially white wines, a national pride. • Good topics: families, children, Easter Island, history. • Bad topics: politics, human rights, and 1988 grape export scare. HO 0708

34. QUESTIONS? HO 0708

35. Week 12 Review Questions • Explain the style of communication for Arabs. • Name the characteristics of Latin America. Find the meaning of manana and explain? • Explain the attitude towards time for Latin Americans. • What is tradition “open house” means for Arabs? • What to avoid when having conversation with Arabs? HO 0708