When conducting business in a new country there can be a few things that you’ll notice people do differently. For instance, they might not shake hands as a form of greeting, they may exchange business cards with a high level of respect, and they might work within a highly-formal hierarchical system.
These differences, and how you react or cope with them, can make the difference between a successful business exchange and an unsuccessful one.
If you are planning on conducting business in the United Arab Emirates, this short guide will help to ensure you’re well-prepared and can achieve a positive outcome.
The UAE
The UAE is a unique realm (made up of seven Emirates) due primarily to the fact that almost 80% of the population are expatriates. This has led to a diverse and multicultural society where you will find communities representing virtually every nationality.
Although a Muslim country, it is considered fairly liberal in its outlook with schools, community centres, places of worship and restaurants set up to cater for international visitors of many different faiths.
However, it is expected that all visitors, and residents, respect the laws and traditions, especially by always dressing and behaving in a modest manner.
The UAE leads the way in the Middle East in most areas of business and promotes international trade. It is a member of the United Nations, the Arab League and the Gulf Cooperation Council.
Important trade, once mainly comprised of oil and gas, has recently diversified to include business, aviation, tourism, and technology. While the current ruler of Abu Dhabi, Sheikh Zayed, the first President of the UAE, has directed revenues towards education, healthcare and vital infrastructure in a bid to improve the world standing of the UAE.
The rising profile of the UAE means it has been recognised as a regional and middle power.
Language in the UAE
Arabic is the most commonly spoken language within the UAE, however, much business is conducted in English, with French, Russian and Hindi all being frequently spoken.
All laws, official papers, and legal documents are in Arabic, so it is helpful if conducting business to use a professional interpreter or translation company to assist with any technical or legal documents. Some types of documents require legal certification by an authorised translation company, so ensure your chosen translation team can offer this service
Written communication is generally either Arabic or English, so it is useful to have a copy of both for business purposes. Many business people print their business cards with one side in Arabic and the other in English.
Business Etiquette in the UAE
The following section gives a brief outline for etiquette when conducting business in the UAE. You can also find advice and useful information from the United Arab Emirates Ministry of Economy here.
• Clothing – dress conservatively and modestly. Women should cover their arms and knees whenever possible in public. Men are expected to wear formal suits.
• Titles – the Emirates expect formality and this should be respected by you. Position, rank and titles are important so expect to be addressed using your full title, and learn the position of those you will be meeting so that you can address them in the correct order and method. Heads of departments or companies are sometimes referred to as ‘Sheikh’.
• Business Cards – should be printed in both Arabic and English. Always give and receive a business card with your right hand, never your left. Keep business cards you’ve been given on the table for a while before putting them away, and then do so with consideration rather than haste.
• Punctuality – is expected and considered respectful, especially for business meetings
• Face – is vitally important to Emiratis. Do not embarrass, undermine, harass, question or criticise them in a way that will make them lose face in front of others
• Structure of meetings – meetings often start with informal small talk in a bid to get to know each other and build relationships. There can often appear to be limited structure or organisation within a meeting and you might find that some individuals will come and go, or that participants may make or receive a phone call.
• Negotiations – most business relationships are built upon personal contacts so taking the time to develop positive relationships with your counterparts is vital to business success. Trust forms a large part of negotiations so avoid high pressure tactics or negative doubts, especially an outright ‘no’ when possible.
• Working week – is different in the UAE to the UK and runs from Sunday to Thursday. Office hours are generally 07:30 – 15:00 for Government offices, however, private firms often give a three hour break during the day, working through until as late as 21:00 in some cases.
• Management – is more paternalistic in the UAE so it is common to find a boss who knows intimate details about their employees. Conversations might include personal matters, even during meetings.
• Family businesses – will defer to the head of the family for any major decision.
• Deadlines – less priority is given to schedules and deadlines than in the West, so you may need to politely reinforce timescales.
• Overseas Market Introduction Service (OMIS) – are used by companies trying to establish business contacts in the UAE if there are no existing mutual contacts.
• In person – is generally preferable to phone or email as these routes can seem impersonal.
• Customary greeting – “As-salam alaikum” (peace be upon you), to which the reply is “Wa alaikum as-salam” (and upon you be peace). When entering a meeting, general introductions will begin with a handshake. You should greet each of your Emirati counterparts individually. Avoid shaking hands with a woman unless they extend their hand first.
• Hospitality – Emiratis are a hospitable people who offer coffee in offices and homes as a sign of welcome and friendliness.
• Culture and Religion – as a relatively modern country, the UAE is evolving towards many Westernised business practices and attitudes. However, there are still huge cultural differences that travellers and visitors must consider. Remain respectful of Islamic customs and laws, and adopt a courteous attitude towards traditional expectations.
• Public holidays – Islamic religious celebrations differ from Christian ones, and exact dates vary dependent upon moon cycles. It is worth checking the link here for up-to-date information on public holidays as dates change each year.
If you require any assistance with any aspect of Arabic translation, localisation, or cultural awareness training, please contact the experts at Creative Word where we can offer knowledgeable insights into the Arabic language, people and society.
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