7 tips for successful negotiations with Middle Eastern businessmen

When you are planning to expand your business abroad, you may need to negotiate with business partners in the Middle East. It can be a rewarding and rewarding experience, but it can also be quite challenging.

Middle East — it is a diverse and complex region with different cultures, religions, languages and customs. To be successful in cross-cultural negotiations, you need to adjust your decision-making style to match the expectations and preferences of your colleagues. Also consider some key aspects of Middle Eastern negotiation style and business etiquette.

1. Respect hierarchy

Middle Eastern business culture is often hierarchical and formal, with clear distinctions between superiors and subordinates. You should address your colleagues by their titles, for example, "Mr", "Mrs", "Dr." or "sheikh" unless they tell you to use their names. You should also show respect to senior decision makers. They may not be present at the first meetings, but they will have the final say. Avoid challenging their authority or questioning their opinions in public.

2. Build relationships

Middle Eastern businessmen value personal relationships and trust above contracts and laws. They prefer to deal with people they know and like rather than with strangers or middlemen. Therefore, you should invest time and effort into building rapport and showing genuine interest in your partners' backgrounds, families, hobbies, and goals. You can do this by engaging in small talk, asking open-ended questions, sharing stories, and exchanging gifts. You should also accept any invitations to social events, such as lunches, dinners or coffee breaks, where you can strengthen your business connections.

3. Adapt to the pace

Middle East negotiations tend to be slow and flexible rather than fast and tough. Your partners may not follow a strict agenda or schedule and may change the topic, introduce new issues, or return to old ones at any time. They may also postpone or reschedule meetings, decisions, or commitments for various reasons, such as religious holidays, family matters, or political events. You must be patient and flexible, and avoid putting pressure on your partners. You should also be prepared to make several trips and follow-ups, as negotiations may take weeks or months.

4. Understand communication style

Middle Eastern communication style is often indirect and expressive rather than direct and factual. You must also be prepared to deal with ambiguity, uncertainty, and complexity. Negotiators in the Middle East may not reveal their true intentions, preferences, or constraints until the last minute. During dialogue, your partners may use metaphors, anecdotes, or emotions to convey their messages rather than numbers, data, or logic. They may also avoid saying no. or give negative feedback and instead use vague or ambiguous phrases such as "maybe", "we'll see", or "inshallah" (God willing). You must be alert and observant and pay attention to nonverbal cues such as facial expressions, eye contact, gestures, and tone of voice. You should also avoid being too harsh and confrontational, and instead use polite and diplomatic language.

5. Respect emotions

Middle Eastern cultures tend to be more emotional and expressive than Western cultures, which are more rational and reserved. You need to respect your colleagues' emotions and use them to your advantage in the negotiation process. You also need to be aware of your own emotions and how they influence your decision-making style. You should avoid showing anger, dissatisfaction or disappointment as this can damage the relationship and trust you have built. During negotiations, you should avoid being too cold, detached, or analytical, as this may be considered insensitive, impersonal, or dishonest.

6. Look for mutually win-win options

Members of Middle Eastern culture tend to value harmony, cooperation, and mutual benefit more than competition, confrontation, and self-interest. You need to strive for win-win outcomes that satisfy the needs and interests of both parties, rather than trying to maximize your own benefit at the expense of the other party. You must also be willing to make concessions, compromises, and agreements as long as they are mutual and respectful. The use of threats, pressure or ultimatums should be avoided as this may be perceived as hostility, coercion or manipulation.

7. Respect the culture

The culture of the Middle East is rich and diverse, but also conservative and religious. You should be aware of your partners' cultural norms and sensitivities and avoid actions or words that may offend them. Different countries in the Middle East have different histories, norms, values and interests that shape their decision-making style. For example, some countries may be more hierarchical and centralized, while others may be more egalitarian and decentralized. Some countries may be heavily influenced by Islamic laws and traditions, while others may be more secular and modern. For example, in more religious countries, you should dress more modestly, avoid physical contact with the opposite sex, abstain from drinking alcohol or pork, respect prayer times and fasting periods, and avoid topics such as politics, religion, or intimate relationships. You should also learn some basic phrases and greetings in the local language, such as "salaam alaikum" (peace be upon you), “shukran” (thank you) or “maas salama” (Goodbye). All this will make a favorable impression on your Middle Eastern partners.