Working with The Middle East

Working with The Middle East

Burj-al-arab Dubai

The Middle East offers increasing opportunities for trade, construction, technology, and finance – open to those who can build relationship. Learn what it takes to build trust and respect with customers and coworkers in the Middle East, with application for Saudi Arabia, Iraq, Qatar, Oman, U.A.E., Jordan, Lebanon, Syria, Egypt, and Libya. Communicate effectively, with appropriate timing, choice of topics, and level of directness that allows “saving face”. An intro to Islam and Sharia (law) illuminates how these shape daily life, business attitudes and processes. Gain insights for conducting meetings, punctuality, sales approach, negotiating contracts, and business entertainment. Hospitality is a key Arab cultural value: learn how to be a gracious successful host, and a guest who will be invited back for business in the Middle East..

Increase business effectiveness in the Middle East, using cultural strategies and practices to be successful in meetings, negotiations, management, and business trips.

Training Content – Participants will learn:

  • Cultural Values: Gain insight to Middle Eastern concepts of relationship, time, identity (gender, religion, ethnicity and class), individualism-collectivism, power distribution, agreement, and saving face. An intro to Islam includes info on Sunni and Shi’a sects, Sharia (Islamic law) and religion’s effect on daily life. Social etiquette, greetings, names, body language, and hospitality are covered.
  • Business and Management Practices: Understand how to form business relationships, preferred managerial styles, dealing with privileges and favoritism, negotiating and decision-making. Learn the expectations and roles in meetings, motivating locals, and resolving conflicts. Challenges for women in business are discussed, based on her 10 years of experience in the region. Gain application for your business situations with case studies for discussion and learning.
  • Fundamentals: Briefing on the region: how current nations, emirates and kingdoms evolved, and their interrelationships. Identify the diversity and similarities among the peoples that span borders; highlight the “need to know” points of politics, government, economy and national heroes for doing business in the Middle East.
  • Communication Style: Learn how to impart positive, negative and sensitive information. Learn how to read interest, deal with indirectness, and be persuasive in culturally appropriate ways. Business communication, including reports, teleconferencing, and Email, are covered. Learn recommendations for conversation topics to build rapport.
  • Business Travel: Business travellers will gain tips for personal comfort and security in the Middle East; recommended dress, transportation, local and Islamic holidays and work schedules. To be a successful host or guest, learn business entertainment, with recommended activities, dining, socializing, gift-giving and receiving as keys to relationship-building in these cultures that strongly value hospitality.

 What participants have to say:

“I’ll be able to use the practical issues we learned in dealing with these cultures. Marilyn (Stanton) has lots of practical knowledge and experience, is a good speaker, enjoys the audience. Good job!!” – Greg McCarthy, EMS Medical Director, Sandia National Labs

“Marilyn has vast experience in the Middle East. I gained keys to relationship building which is critical in understanding Middle Eastern collaborators. Excellent course.” – Melissa Finley, Sandia National Labs

Islam and local culture have a complicated relationship. Islam modifies local culture, and local culture modifies the local understanding of Islam. In business, this is particularly challenging.

– Mark Sedgwick – Islam and Muslims