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Small talk in Arab countries

The 21 states of the Arab League are an interesting market for European companies. These states cover a territory three times that of Europe and many are rich in oil. Their total population is over 200 million. No Arab constitution is older than 90 years. European managers do not think highly of Arab countries: "Where would they be without their oil?" The Arabs, however have not forgotten that they were once the leading civilisation in the western world. They try to strike a balance between modern technology and their traditions.

Mind your manners:

• First, don't say anything to insult their country. They believe they were world leaders and can be again. Of course we just see them living off oil revenues. Don't say anything like that to them.

• Here in the West we are individual-oriented. They are centred on the family. So if you get the chance, wish members of the family the best. But not any of the females - don't compliment on the cooking. Take the women's work for granted. Or you'll be up to your neck in it.

• Arabs tend to come very close to you when speaking. They touch a lot as well. Don't move away if possible otherwise they'll feel you're being arrogant.

• Look them in the eye when talking to them. Eye contact counts for a lot. And try raising their country, art, dress and food (bit not their women).

• Learn a few polite noises in Arabic.

• Accept all invitations.

• Give your gift in front of others so that there will be no appearance of bribery.

• Don't ask them to unpack a present in your presence.

• Take only the food that is offered to you.

• Eat with your right hand.

• Avoid unpleasant subjects like accidents, poverty, death.

• Leave soon after eating.

• Praise their country, food and fashion.

• Don't refer to the Gulf as the Persian Gulf. It is the Arab Gulf.

• Don't shake hands with women.

• Don't enquire about your host's wives or daughters.

• Don't discuss women, politics or religion.

• Don't admire your host's pictures, furniture or horses. He might feel obliged to give them to you as a present.

• Don't point the sole of the foot towards someone when seated.

You had better read the Koran if you want to do business with them. In the Gulf States a good manager is a good Moslem. He will often refer to Allah and the Koran. Islam influences every aspect in the Arab world especially in Saudi Arabia. The Third Development Plan for the Kingdom of Saudi Arabia, 1980 - 1985 clearly stated: "The distinguishing mark of the Saudi approach to development is that its material and social objectives are derived from the ethical principles of Islam and the cultural values of Saudi society." So your partners and you will often have different view of what is right or wrong.

They talk about other things before they talk about business. Then after having talked about business they might come back to social matters and so on. The Arab language is a poetic language, rich in associations and allusions. It is important for native speakers how they say what they mean. They tend to over-express themselves using exaggerations, fantastic metaphors, strings of adjectives and repetition accompanied by vivid body language. To the Arab loudness is a sign of strength and sincerity, soft tones imply weakness and a lack of sincerity. Remember, the Gulf War took place partly because George Bush spoke softly and Saddam Hussein did not believe what he said about declaring war.

Reference: Small Talk for big business, Rene Bosewitz