THE UAE

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GROUP

3

Prepared By : Group # 3

Ankush Sood,Kanwarpreet Sing

Oberoi,Krutia Kalantry ,Lily Sharma,Sahi

Kalia

2/29/2012

Cross Cultural Dimension &

Management

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Cross Cultural Dimension & Management

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THE UAE

The United Arab Emirates (UAE) consists of the seven

small emirates of Abu Dhabi, Dubai, Sharjah, Ras Al-

Khaimah, Ajman, Umm Al-Qaiwain, and Fujairah, which

were united as a federal state on 2 December 1971.

Before the establishment of the oil economy in the

early 1960s, two main orientations shaped traditional

Emeriati culture: the nomadic desert-oriented Bedouins

with small oasis farming within the broader context of

the desert economy and culture, and the sea-oriented

culture that revolved around pearling and sea trading.

These subcultures were economically, politically, and

socially interdependent, creating a common culture and

social identity. The UAE shares significant aspects of

its culture with neighboring Arab countries and the

larger Arab culture.

When doing business in the UAE, it is wise to bear in

mind the great diversity within the region. However, a

common religion, language and culture make the

highlighting of general traits and features for the

region valid.

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Emirati society is divided into two social

categories: the nationals ( Al-Muwateneen ) and

the foreign immigrants, referred to as the

incomers ( Al-Wafedeen ). Citizens are

subdivided into four main social classes: (1)the ruling sheikhly families, whose members hold

the highest political positions and power and

have immense wealth and prestige, (2) the

merchant class, known as al-tujjar,

traditionally pearling merchants who now sell

international consumer goods, (3) the new middle

class, represented by increasing numbers of

professionals who have benefitted from freestate education, and (4) the low-income groups,

represented by newly settled Bedouin nomads and

former pearl divers and oasis farmers.

Among the immigrants there are hierarchical

groups that receive different economic and

social rewards: (1) top professionals and

technocrats with international contracts, who

earn high salaries and other benefits, (2)middle-range professionals such as school

teachers, skilled technicians, and company

salesmen, and (3) low-paid semi-skilled and

unskilled workers, primarily Asian. In general,

nationals are a privileged minority, and benefit

from state laws and business regulations.

One cannot talk about the UAE in a cultural sense

without mentioning Islam. Islam permeates all levels of

society. It provides guidance, values and rules for

personal life, community relations and ways of doing

business.

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COMMUNICATION

VERBAL

The love of talk stems from the rich nomadic oral

tradition of greeting travelers and exchanging

information.Addiotionally Low literacy rates increase

the importance of verbal communication.

Arabs love poetry and creative speech. They are fond of

bestowing flowery blessings and colorful swearing.

When speaking with Arabs keep in mind that they believe

that words have power. Arabs shun speaking about

unpleasantries out of fear that negative speech compelsnegative results.

They l use euphemisms when discussing the plight of

others

Meetings

Meetings should not be made too far in advance as

changes in personal circumstances may impact your

appointment. Once an appointment has been made, itshould be confirmed verbally as well.

Initial meetings are all about relationship building.

Building trust and establishing compatibility are key

requisites for doing business in the Middle East. One

should engage in conversation and try to get to know

the 'person' you are doing business with.

Phone calls are taken during meetings and people may

enter the meeting room unannounced and proceed todiscuss their own agendas.

Meetings are circular in nature. They do not follow a

linear pattern and are not structured upon agendas or

targets. Issues are raised as and when.

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Punctuality is expected of foreigners. Although the

Arabs place a high emphasis on punctuality they rarely

practice it themselves. In fact, if Arabs want to

stress that a set time must be adhered to they use the

term 'mow'id inglizee' - literally, 'English meeting'.

Although if one is running late polite excuses will be

accepted.

Greeting

The traditional Islamic greeting you will hear is

'Asalamu alaykum' (peace be with you). As a non-Muslim

one would not be expected to use it, but if one does he

would receive the reply 'wa alaykum salam' (and peace

be with you).

When doing business in the Middle East, handshakes are

always used and can last a long time. Islamic etiquette

recommends that one waits for the other to withdraw

their hand first before doing the same. One should

always use the right hand. It is not surprising if the

hand is held while a person is led somewhere. Holding

hands among men is common and does not carry the same

connotations as it does in the West.

The left hand is never used for shaking hands.

Communicating

Arabs are fairly informal with names when doing

business and generally address people by their first

names.

For Eg. Arab titles of note are: Sheikh (an old man,

scholar, leader), Sayyid(descendant of the ProphetMuhammad) and Hajji (one who has performed the

pilgrimage).

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NON VERBAL COMMUNICATION

UAE is a high context culture, which coincides with the

collectivist characteristics of the country. The

Kingdoms use of high context communication means that

the current environment and body language are depended

upon more to convey information than actual spoken

words. Ones opinion is not only verbally expressed,

but rather indirectly implied through eye contact,

vocal tone, facial expressions, and other nonverbal

cues. In such an environment, even silence is

frequently used to communicate ideas and feelings.

EyeContact

Eye contact during Arab meetings and discussions is

considered important to show that both parties are

interested and engaged in what the other is saying.

Staring isnt considered rude, unless it takes place in

public with members of the opposite sex. Gazing at

women is a strict no.

Body Language

Body Language takes on extra significance in Arab

culture. The body language is distinctly different and

must be learned in order to effectively reinforce the

intended message, and perhaps more importantly to not

give unintended insults.

Arabs have common gestures for which have a specificmeaning .

For Example :

Contemplation -Arabs hold their chin with the thumb

side of the right fist to indicate theyre thinking

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about something, as this gesture is believed to be a

sign of wisdom and maturity.

Calling-To put your right hand out, with your palm face

down and bring your fingers towards yourself down

(almost like a clawing motion) means come here in

Arab culture.

No-When Arabs quickly tip their heads upwards and clicktheir tongue, they mean no, probably not or simply

I dont believe you.

Im Workingon this-Placing the right hand or rightforefinger on the tip of the nose, right lower eyelid,

or moustache or beard literally means I see it, its

ahead of me, or Im going to accomplish it.

Relax-Holding the right hand in a sort of pear shapewith the fingers pointing to their waists and moving

their hand up and down. Its basically body code for

be careful, or slow down and is often used to warn

taxi drivers who are going too fast or pedestrians

about to cross the street.

Thank you-Closin the eyes, placing the palm of theright hand on the chest and bowing their head slightly.

I dont believe you -A half closed hand turningslightly in front of the stomach, means the person to

whom the gesture is made is believed to be lying.

Im not impressed-Using the right fist to hit the openpalm of the left hand signifies contempt.

Mixedmessages

1) Placing the right forefinger sideways into the mouth

and biting it can mean two things: either an apology or

a threat, depending of course on context.

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2) A-ok sign in Arab countries, if it is made and

shaken in another persons direction it symbolizes the

evil eye, and is typically used to curse the person to

whom the gesture is being made.

Paralanguage

Paralanguage is the rate, pitch, tone, inflection,

emphasis, or volume of a persons voice. Paralanguage

however is not limited to speaking and is also the use

of silence. The tone of someones voice in Saudi Arabia

is of particular interest. Also important to note that

Saudi Arabians value silence and utilize this time for

contemplation.

Haptics

Haptics deals with the sense of touch. In Saudi Arabia,

the left hand is considered unclean and should only be

used for personal hygiene. The right hand is used for

shaking hands, eating, drinking and passing objects to

another person.

Dress

Saudi Arabian general appearance and dress is much more

conservative than found in most Western cultures. Men

typically wear the ghutua (head garment) and thobe

(usually a white shirt reaching down to the ankles).

Women dress especially modestly, which entails wearing

an abaaya (veil) whenever on public property. When in

public, nearly the entire female body is covered in

clothing. This is not enforced as a way of demeaning

women, but results from a combination of tradition,

harsh desert climate, and religion.

Space & Touch

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In the Middle East business people are tactile and like

to get up close.

Time

In Middle East being on time for a meeting does notcarry the same sense of urgency.

Communication

A Thumbs Up gesture is considered rude.

Responding to an anger or seriousness with light

laughter or a smile is common

Communication withSeniors

Special respect is paid to older people.

Hierarchy is followed in social interaction. One should

look for the elder in the group when one needs to gain

allies.

Treatmentof FemaleConterparts

The roles of men and women are far more defined in the

Arab culture. Interaction between the sexes is still

frowned upon in certain arenas. However, when doing

business in the Middle East it is not uncommon to come

across women.

If a person is introduced to a woman as a male, it is

advisable to wait and see if a hand is extended. If itis not, one should not try to shake hands.A person

should avoid touching and prolonged eye contact with

women.

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IMPORTANCE OF BUSINESS TO ARABS

The Arabs do not separate professional and personal

life. Doing business revolves much more around personal

relationships, family ties, trust and honour. There is

a tendency to prioritise personal matters above all

else. It is therefore crucial that business

relationships are built on mutual friendship and trust.

A consequence of this mentality is the system known as

'wasta'. If one has friends or contacts in the right

places then rules can be bent or things done more

quickly. The system works on the basis that favours are

reciprocated and never forgotten. Although it may seem

biased, it is something that should be exploited whendoing business in the Middle East.

ImpactofCommunication

The Middle Eastern culture places more value on

someone's word as opposed to a written agreement. A

person's word is connected to their honour. Contracts

are viewed as memorandums of understanding rather than

binding, fixed agreements. A person should promise only

things you that can be delivered. Failure to do so willresult in loss of honour.

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NEGOTIATION

Arab excellent negotiators. Haggling takes places

everywhere, whether at the shop or in the board room.

Decisions are made slowly. Bureaucratic formalities

tend to add to delays. High pressure tactics should not

be used as they can be counter-productive.

Approachinga Negotiation : Rather than approachingtopics sequentially negotiators may discuss issues

simultaneously. South Americans can become quite vocal

and animated.

Tackling Negotiations in the Middle East

Be warm and show courtesy at all times.

Always dress modestly.

Try to show a good image as a person.

Involve some common friend if possible.

GreetingGiftsGifts are appropriate particularly if the discussions

occur in a home..

GiftGiving EtiquetteinSaudi Arabia

Gifts should only be given to the most intimate of

friends. Gifts should be of the highest quality.One

should . Never buy gold or silk as a present formen. Silver is acceptable.Gifts should always be

received/given with the right hand.. It is not bad

etiquette to open gifts when received.Perfumes are a

good Gift as the Arabs enjoy wearing Perfumes.

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USE OF SPACE

PERSONAL SPACE

Most Arabs do not share the American concept

ofpersonal space in public situations, and in private

meetings or conversations. It is considered offensive

to step or to lean away Women are an exception to this

rule.

SOCIAL SPACE

In the Middle East business people are tactile and like

to get up close.

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USE OF ENVIRONMENT

Structure

One should not do business in the Middle East during

the month of Ramadan. Muslims fast from dawn till dusk

which involves refraining from eating, drinking or

smoking. During business hours general activity is

reduced depending on the nature of the company or

organisation.

Arrangements

One should choose a pleasant quiet, private locationaway from distractions for business meetings. Beverage

refreshments of tea and coffee should be available.

Offer should be made or expected to be offered tea at

least three times, ans one should say yes at least

twice.Arabs should be never offered alcohol as it is

against Islam. If the meeting is expected to be lengthy

have snacks should be available or a meal should be

prepared.

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References

http://www.communicaid.com/cross-cultural-

training/culture-for-business-and-management/doing-

business-in

/Saudi

-ar

abian-business

-and

-social

-

culture.php

http://www.grapeshisha.com/about-uae/arabian-body-

language.html

http://www.lovehabibi.com/blog/2009/07/02/more-than-

words-arab-body-language/

http://dpuadweb.depauw.edu/$1~mkfinney/teaching/Com227/

culturalPortfolios/Saudi_Arabia/Communication.htm

Documents

THE UAE