Establishing Business Relationships in the UAE

How to meet business contacts in dubai and Abu Dhabi

Friendships in business are crucial and thus establishing a business relationship is essentially establishing a friendship of sorts. In this piece we give you the understanding behind this. Also, see our piece on Social Conduct for further pointers.

Friendship - In both Arab and Western culture, friendship suggests enjoying an individual's company. In the West, it is perhaps unethical to establish a friendship solely based on what the person can do for you. Among Arabs, however, it is important for a friend to do favours, to the best of his or her ability. This difference in expectations can lead to misunderstandings. For an Arab, friendship means never openly saying "no" in response to a request from a friend. You may not provide the requested favour, but, in honour of the friendship, you avoid saying "no" to your friend's face. In the West, actions speak louder than words. You should do what you say you will and keep your word. In Arab culture, an oral promise has its own value, independent of whether an action is ever taken that supports the kind words. Likewise, if you ask an Arab friend's assistance and receive a noncommittal response, that probably means no. Westerners find this cultural pattern frustrating, but when an Arab friend says "yes" to your request, it means he or she respects you enough to answer affirmatively. It does not mean he or she can or will actually follow through. You often hear the word "Inshallah" (if God wills) in response to promised actions. This gap between spoken intentions and actual responses means that an individual's threats or demands do not necessarily indicate that the individual intends to take action. Indeed, after making the threat, the speaker is likely to feel he has already done something. When you hear the phrase "do this for my sake," the speaker is not trying to assume a close friendship where none exists. Rather, this is intended to indicate the speaker will be indebted if the favour is actually performed.

Privacy - Arabs have no concept of privacy and typically feel that good friends should see each other at least every two days. This leaves many Westerners with Arab friends feeling somewhat overwhelmed. Conversation, often over tea or coffee, is the most popular form of entertainment in the Arab world. In the West, you can have personal space. If you seek to be alone in an Arab social environment, your host may think you are angry with someone. Also, essentially meaningless Western are taken seriously. If you say, "We've got to get together someday," you have a few days in which to follow through with an actual invitation. Otherwise, you may appear insincere. Similarly, Arabs tend to ask personal questions, such as about how much you earn, without intending any offence.

Business Friendships - The single most important factor in doing business successfully with Arabs is establishing a good personal relationship. If you are visiting, let your host set the pace of getting around to the point of a meeting. Often Arabs will set aside a few minutes at the beginning of a meeting to ask after each other's health and families. In the Arab world, personal contacts usually count for more than following the rules. Keep these other social traits in mind:
Share - When you bring food, bring enough for everyone. Arabs emphasize hospitality. Eating alone without at least offering to share may be considered rude.
Criticize privately - Arabs often directly praise their workers, to reassure them. Blunt criticism of an Arab employee - especially from a foreign supervisor may be taken as a personal insult. Avoid criticizing someone in front of others.
Use of intermediaries - Using a go-between is a common practice in Arab society. So as a supervisor, you may be approached by an employee who wishes to discuss someone else's affairs. The employee is essentially acting as someone's agent. Third person mediation is also a way to save face if a request must be refused.
Friends vs. strangers - In the Arab mind, you are one or the other. As a friend, you will be treated with respect, honesty, generosity and sincerity, which are not required when dealing with a stranger. If you are being treated rudely, perhaps you are simply being treated as a stranger. Taking personal offense will impede an improvement. The behavior is not directed at you personally. 
Facts don't rule - Many Arabs reserve the right to look at the world subjectively, in the face of overwhelming evidence to the contrary. Honour is more important than facts to Arabs, who will rarely admit an error if it means they will lose face.
The personal nature of society - Perhaps T. E. Lawrence said it best: "Arabs believe in persons, not in institutions." Arabs generally don't accept predetermined rules, if they are inconvenient. It is the human interchange that really matters. 
Emotionally charged discussions - Even yelling and pounding on the table do not connote anger. They indicate the speaker's sincerity and the discussion's seriousness.
Hot topics - Arabs like to debate religion and politics, which can make Westerners uncomfortable. They perceive Westerners as unreligious. If you are religious, your hosts will be impressed. If you receive evasive answers during a discussion, don't press.
Hospitality - Generosity to a guest is essential to maintaining a good reputation. A guest or visitor will always be offered a drink, and will always accept and drink at least a small quantity out of respect. Hold the cup or glass with your right hand. 
Social distance - Arabs tend to stand and sit and speak much closer than Westerners. Two men or two women may walk down the street hand in hand,which merely indicates friendship. In the Arab world, it is common for someone boarding an elevator to stand right beside you instead of moving to the other corner. 

Most Arabs are friendly and genuinely interested in foreigners. Sometimes they seem in awe of Westerners and, at other times, they harbour resentment. They view Western societies as too liberal. Arabs have a lot of pride and are easily hurt; thus, they are sensitive to any Westerner's display of a lack of humility. However, with common sense and consideration, your experience in the Arab World and the UAE can be very rewarding.