Establishing Credibility

Establishing credentials

The tribal roots of Saudi culture manifest themselves in the modern day in the form of extensive networks, which are usually closed to outsiders. It will therefore be extremely difficult to conduct business efficiently without strong personal relationships. Moreover, without an initial introduction from a local business or government contact, a foreigner may not be taken seriously or have calls or e-mails returned.

Making a good first impression

Older managers are generally held in higher regard than their younger counterparts due to their level of experience. Since it would be rare in Saudi Arabia for a younger associate to hold an upper-level position, Saudis may assume that a younger foreign manager does not have high status. Formality in appearance is appreciated and will lend an air of credibility, as dressing well is a way to show respect for those with whom one is meeting.

Attitudes toward local culture/people

Awareness of cultural differences and being knowledgeable about the business style in Saudi Arabia will help foreign managers gain credibility as well. Being personable and demonstrating an interest in taking the time to establish friendships will indicate sincerity and a desire to have a productive business relationship.

Obtaining Information

Information sharing

When asking a Saudi for sensitive information, it is important to have established a trusting relationship. A Saudi will not be likely to share such information until he feels the other person can be trusted with it. Once such trust exists, it is possible to be quite direct in asking questions when in a private, one-on-one situation.

Long-term relationships: Saudis are generally interested in a long-term, mutually beneficial relationship. They will often want to go beyond business discussions and get to know potential business partners as a person in order to build trust. People who talk solely about business may give the impression that they are interested only in Saudi counterparts' money, and that they will leave once they have achieved their immediate financial goals.

Building trust: Saudis will often go outside the workplace in order to build relationships. They may go to a coffee shop or nice restaurant to discuss business and get to know business associates in a comfortable environment.

Persuading Others

Preferred style

Position power: Saudis tend to be less influenced by verbal persuasion than by the perceived authority of the person making a request. What a manager says is generally not questioned. *Foreign managers should realize that those at upper levels might not be used to receiving feedback or being questioned about their decisions.

At a peer level, the key to persuading Saudi colleagues is to take the time to build good relationships with them, as they will be more likely to follow suggestions if they trust that the person who offers the suggestion has their best interests in mind.

Presenting Ideas

Preferred style

When presenting ideas to Saudis, it is often effective to describe the big picture in a clear, concise manner in order to catch their interest before proceeding to an explanation of the finer points. It is best to keep the presentation brief and simple, showing thorough preparation and seriousness about following through on the idea. Presentations in Saudi Arabia are sometimes less data-driven than in many Western business cultures. However, in some technical or engineering companies, management appreciates presentations with specific supporting data.

Handouts: Presentations are more enthusiastically received when they include good graphics. However, handouts, while appreciated, should be brief and contain a concise summary of the presentation. They should cover the main points of the presentation as a reminder, rather than more detailed information for the audience to read on their own.

What to expect

Level of interaction: A Saudi audience will most likely wait until the end of the presentation to ask questions unless the presenter makes a point of pausing and asking people if they understand. When the audience consists of lower-level employees, there will be little discussion, as subordinates typically do not question those in authority. They may make complimentary comments, but will not question or disagree openly with what has been presented.

Language: Arabic is preferred, but English is often used in business. Presentations by foreign businesspeople can generally be given in English, as most Saudi managers have a high level of competence in English. However, it is still a good idea to use short sentences and avoid complex idioms.

Managing Meetings

Before the meeting

Before attending a meeting with Saudis, it is helpful to try to memorize and practice pronouncing the names of Saudi counterparts, as foreigners often mispronounce Saudi names. In addition, it is important to use Saudi associates' titles, as titles confer status and are very important.

Foreign businesspeople often mistake the Saudis' lack of prepared materials or paperwork as an indication that they are insufficiently prepared. Saudis generally do prepare ahead of time, but may not bring papers into a meeting, preferring to rely on their memory instead.

Date: 2015-12-11; view: 766