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Relationship orientation

Table of Contents

Hierarchy........................................................................................................................................... 3

Relationship orientation..................................................................................................................... 4

Greetings.......................................................................................................................................... 4

Business Cards................................................................................................................................... 5

Gifts.................................................................................................................................................. 6

Business Hours.................................................................................................................................. 6

Business Attire................................................................................................................................... 7

Making Appointments....................................................................................................................... 7

Gestures & Body Language................................................................................................................ 8

Dining, Entertaining & Hosting............................................................................................................ 9

Conversation Topics......................................................................................................................... 12

Attitudes toward Foreigners............................................................................................................. 12

Attitudes toward Business & Money................................................................................................. 14

Women in Business.......................................................................................................................... 14

Business Ethics................................................................................................................................. 15

Work-Related Recreation & Benefits................................................................................................ 16

Geography/Climate.......................................................................................................................... 17

Communication Styles...................................................................................................................... 18

Basic Phrases:.................................................................................................................................. 19

Establishing Credibility...................................................................................................................... 20

Obtaining Information...................................................................................................................... 20



Persuading Others........................................................................................................................... 20

Presenting Ideas.............................................................................................................................. 21

Managing Meetings......................................................................................................................... 21

Virtual Communication..................................................................................................................... 23

Conversation Topics......................................................................................................................... 24

Effective Leadership Styles............................................................................................................... 25

Recruiting & Hiring............................................................................................................................ 25

Motivating Employees...................................................................................................................... 26

Giving Feedback & Evaluating Employees.......................................................................................... 27

Resolving Conflict............................................................................................................................. 28

Making Decisions............................................................................................................................. 28

Building Relationships....................................................................................................................... 29

Negotiating...................................................................................................................................... 29

Selling.............................................................................................................................................. 30

Dining, Entertaining & Hosting.......................................................................................................... 31

Training & Coaching.......................................................................................................................... 34

Questions and Answers.................................................................................................................... 35

 

 

 

 

Business Skills

Hierarchy

Families: Hierarchical structures exist not only in the organization of a company but also in the makeup of families. The father is the clear head of the household, with the eldest son next in line as a sort of father figure for his siblings. Younger siblings tend to do what an elder brother asks without questioning his judgment, similar to the way an employee will heed the direction of a superior. Elder male members of a family or business are revered and highly respected. They will be given the place of honor at a dinner, for example, and are generally treated in a deferential manner.

Society: There is also a distinct sense of social hierarchy in Saudi Arabia, and many foreigners, other than North Americans and Europeans, are often perceived as having a lower status. Saudis often prefer to work in management positions. Many lower-level jobs are filled by other people (for example, expatriates from India, Bangladesh, or Indonesia). North American or European businesspeople may be treated as peers or guests, but their treatment is strongly tied to the quality of relationships they are able to build with their Saudi hosts.

Business: Because the traditional clothing (thobe) is the same style for everyone, regardless of their position, the quality of the cloth may be the only indication of a person's status. It may be difficult to discern your counterpart's position in the hierarchy based on appearance, but you will most likely be dealing with someone whose status is equal to yours.

Status: Those of higher status, such as a president or CEO, usually do not initially meet with foreign businesspeople that are not of the same rank. Someone who is closer to the foreigner's rank is usually assigned to handle most business. Only after a relationship has been built and the foreign businessperson has proven that he is trustworthy and serious about doing business will he be introduced to those at higher levels. See also: Attitude toward Foreigners

Respect: Respect is very important to the Arab people, and this is evident in both business and social settings. Due to cultural differences in evaluation criteria, there have been occasions in which foreign businesspeople assumed that their Saudi counterparts were not as competent or as knowledgeable as they actually were. In these instances, when Saudis feel they have not been given the proper respect, they can be quite offended, and the relationship can be irreparably harmed.

Respect for titles/elders: It is very important for visitors to show respect toward elders and those with titles. Using titles is seen as a way to show esteem for the person's accomplishments and their prominent rank in society. Respect is also tied to the level of education achieved and where it was received. Those with a higher degree, especially one earned outside the Middle East, especially in Britain or the United States, are much more revered. See also: Names & Titles

Relationship orientation

Relationships are very important in Saudi Arabia. The tribal roots of Saudi culture are evident today in the form of extensive networks that are usually closed to outsiders. It will therefore be extremely difficult to conduct business efficiently without building strong personal relationships.

Since Saudis are reluctant to do business with those whom they do not know personally, it is important that foreign businesspeople spend the time necessary to get to know their Saudi colleagues, in order to establish trust.

Separation of work and social/family life: Saudis are interested in building friendships with their foreign counterparts. However, there is a clear separation between family and work life. Families are not included in work activities, and wives and daughters will most likely not be introduced to guests visiting a Saudi home. Friendship is based more on conversations with counterparts that do not revolve around family life. See also: Conversation Topics

For example, it would be inappropriate to ask your Saudi colleague about where he met his wife, or to ask to see a photo of his family or visit him at home. Saudis do not give out their home number, as they would not want to create an uncomfortable situation where you could possibly talk with their wife or other family members. Foreign managers should not try to get involved in an employee's personal life, but rather keep the relationship strictly professional.

Hospitality: It is considered a virtue to be a good host, and Saudis typically enjoy entertaining foreign guests. They show respect for their visitors by serving them first, opening doors for them, and spending time getting to know them. This hospitality is an indication of their admiration and how much they appreciate being with the other person.

Trust: Saudis typically cherish friendship and feel that trust is one of the most important aspects of the relationship. Once trust has been established, the door to business interactions will be opened, as Saudis will be more likely to make further introductions. In a society where knowing the right person is essential to conducting business successfully, those introductions can be invaluable. Saudis often want to go beyond business discussions and get to know business partners as a person in order to build trust. Those who talk solely about business deals may appear to be interested only in Saudi colleagues' money and give the impression that they will leave once they have achieved their immediate business or financial goals.

Honesty is very important as well, and Saudis are not likely to give someone a second chance once they feel the person has been dishonest or untrustworthy. Breaking one's word can destroy a person's reputation and reflect badly on the entire company.

Greetings

Saudis appreciate foreigners who learn some Arabic greeting phrases, such as masa al-khair (good evening), ma`as-salaama(good-bye), and marhaba (hello).

Handshake: Saudi men who are accustomed to working with foreigners will generally shake hands with both men and women. Men who do not shake hands with women refrain from doing so as a way of showing respect for women; however, this is sometimes misinterpreted. Women should wait to see if the other person offers a hand and should not initiate the handshake.

Traditional greeting: A more traditional form of greeting between Saudi men is to exchange kisses on each cheek as they shake hands and place the left hand on the other person's shoulder. It is best that foreign businesspeople follow the lead of their Saudi counterpart. When entering a meeting room full of people, a Saudi will greet each person individually and shake hands. If seated, the person they are greeting should stand to shake hands.

Greeting women: If a veiled woman is present, she may not be introduced, as Saudi women do not normally participate in business directly with men. This situation is changing, however, and in some areas, women and men work together. It should be noted that women in business should be treated with the utmost respect and courtesy. On the rare occasion they are introduced, it is best to greet them simply and do not offer to shake their hand. It would be unusual for a Saudi man to introduce a foreigner to his wife/wives or daughter(s). Even if invited to a Saudi counterpart's house, foreigners may not be introduced.

Names & titles

Names are written with the title, followed by the first name, middle name (often patronymic), and then family name. When addressing an Arab, even at the first meeting, it is best to use only the first name or the first name and title. For example, Asyed Bilal would be called "Asyed" or "Mr. Asyed." Using the first name is not a sign of familiarity as it is in some other cultures. The last name is not used except in written form.

Abu — which means "the father of," followed by a name — is a sign of familiarity. For example, a man whose son is named Muhammad would be called Abu Muhammad. Sometimes men will be referred to as Abu as a sign of familiarity even if they do not have a child yet. This term should not be used in a business situation, and only after you have gotten to know an individual well.

Bin means either "son of" or "from" and is often placed before the family name. For example, "bin Mubarak" could mean that he is the son of Mubarak or is from the town of Mubarak. Usually it indicates the former. It can occur more than once in a person's name. Foreigners should be sure not to mistake Bin for the Western name Ben.

Bint. Women are referred to as "the daughter of," or bint. For example, "Princess Fatima bint

Ibrahim al-Saud" translates as "Princess Fatima, daughter of Ibrahim, of the house of Saud."

Abd. Abd sometimes precedes a person's name and is followed by al- and an attribute of God. Dr. Abd Al-Rahman Al-Hajj would be addressed as "Dr. Abd Al-Rahman" and not as "Dr. Abd" or "Dr. Abd Al."

If an individual's grandfather was, or is, a famous person, the grandfather's name is sometimes added to the end of the individual's name, after the family name.

Titles: Those with titles should be addressed by their title followed by their first name. For example, Dr. Ahmed Bin Al-Rahman would be addressed as "Dr. Ahmed." Referring to someone as "Dr." does not always mean he is in the medical profession, but could mean he has a higher degree.

Sheikh is a title used for respected and important leaders, particularly an elder or a religious leader. The title does not indicate royalty. "Your Excellency" is the proper way to address a Saudi minister.

Business Cards

Unlisted numbers are common among Saudis, so it is important to check whether or not the number is included on the card. If it is not, foreign businesspeople should wait for their counterpart to offer to add his cell phone number. See also:Virtual Communication — Cell phones

*Business cards printed in English on one side and Arabic on the other are appreciated, but are not always necessary.

Gifts


Date: 2015-12-11; view: 863


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