GROUP 3

Cross Cultural Dimension & Management

Prepared By : Group # 3 Ankush Sood,Kanwarpreet Sing Oberoi,Krutia Kalantry ,Lily Sharma,Sahil Kalia 2/29/2012

Cross Cultural Dimension & Management

THE UAE

The United Arab Emirates (UAE) consists of the seven small emirates of Abu Dhabi, Dubai, Sharjah, Ras AlKhaimah, 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.

Cross Cultural Dimension & Management 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 free state 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.

Cross Cultural Dimension & Management 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 compels negative 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, it should 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 to discuss 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.

Cross Cultural Dimension & Management

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 Prophet Muhammad) and Hajji (one who has performed the pilgrimage).

Cross Cultural Dimension & Management 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.

Eye Contact 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 specific meaning . For Example : Contemplation -Arabs hold their chin with the thumb side of the right fist to indicate theyre thinking

Cross Cultural Dimension & Management

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 click their tongue, they mean no, probably not or simply I dont believe you. Im Working on this-Placing the right hand or right forefinger 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 shape with 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 the right hand on the chest and bowing their head slightly. I dont believe you -A half closed hand turning slightly 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 open palm of the left hand signifies contempt. Mixed messages 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.

Cross Cultural Dimension & Management

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

Cross Cultural Dimension & Management

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 not carry 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 with Seniors 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. Treatment of Female Conterparts 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 it is not, one should not try to shake hands.A person should avoid touching and prolonged eye contact with women.

Cross Cultural Dimension & Management

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 when doing business in the Middle East. Impact of Communication 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 will result in loss of honour.

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Cross Cultural Dimension & Management

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. Approaching a Negotiation : Rather than approaching topics 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.

Greeting Gifts Gifts are appropriate particularly if the discussions occur in a home.. Gift Giving Etiquette in Saudi 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 for men. 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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Cross Cultural Dimension & Management 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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Cross Cultural Dimension & Management 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 location away 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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Cross Cultural Dimension & Management

References http://www.communicaid.com/cross-culturaltraining/culture-for-business-and-management/doingbusiness-in/Saudi-arabian-business-and-socialculture.php http://www.grapeshisha.com/about-uae/arabian-bodylanguage.html http://www.lovehabibi.com/blog/2009/07/02/more-thanwords-arab-body-language/ http://dpuadweb.depauw.edu/$1~mkfinney/teaching/Com227/ culturalPortfolios/Saudi_Arabia/Communication.htm

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