These stereotypes are beliefs that have not emerged from real experiences, you know the kind where we observe something enough that we create a stereotype.
The arab culture in negotiations The Arab culture in Negotiations Within the scope of this research, we will elaborate on Arab culture in the negotiations. We will also discuss the similarities and differences between the Arab culture and western culture in the negotiation.
Since the term 'Arab culture' is a rather general one, and even in different countries that are associated with Arab culture negotiations styles may vary not conceptually, but in some minor details, for instanceit would be more useful to base this analysis on a specific country that would encompass characteristics of most other Arabic countries.
For the purposes of this analysis, Saudi Arabia was selected as the country that would generalize the notion of 'Arab culture' and Essay by arabs the rest of Arabic countries.
The rapid economic development of Arabic countries at large and Saudi Arabia in particular means substantial business opportunities for foreign business executives.
The Essay by arabs is by far the most dominant market in Saudi Arabia. It seems especially interested in acquiring operations and maintenance services, laborsaving equipment, agricultural machinery, irrigation systems, arid land-use technology, computer technology, electric and my electric machinery, pollution control devices, control systems, and other specialized in ancillary services.
One will need to negotiate with everyone government agency because Saudi Arabia does not have a centralized office responsible to tenders and contracts. The decision-making process is centralized in Saudi Arabia and confined to very specific levels.
Casse Control rests with members of the House of Saud, senior government officials, and the commercial elite. Older decision makers are largely influenced by highly personal factors, such as trust and their impressions of you. They do not have as. Much education and technical knowledge as the younger members of the elite, although the Saudi government bureaucracy is getting bigger, only a few key officials are significant in terms of decision-making.
Ministers and lesser technocrats are vitally important to the king and his advisers. Their positions in power depend a lot not only on how they perform their duties, but also and perhaps more importantly on the goodwill and positive relations, they are able to maintain with members of the ruling family.
Binnendijk Social cliques exist in the more traditional offices were former schoolmates, relatives, and friends get together for playing cards and socializing. Members of these cliques also create power blocs in the decision-making process and tend to influence each other's votes over an issue.
In order to start the negotiations process efficiently, one must enlist the support of one's agent to identify who holds the decision-making power in matters that concern one's business. One of the difficulties of doing business in Saudi Arabia is finding the precise people who make these decisions.
Although there is a growing number of technocrats who occupy management positions in both the government and private sector, one will have to make sure that their actual authority corresponds with their title or function in the company. It may or may not. Fisher Saudi Arabians indicate that a firm agreement has been reached with a handshake or oral commitment.
As a rule, they do not like lengthy and tedious contracts, which they feel only, imply mistrust. This does not mean, though, that they will not be very careful in drafting a tight contract with detailed, specific terms.
The legal consultants of both sides usually draft The actual contract. Once the contract is signed and business activities begin, the foreign party must register with the Ministry of Commerce.
Schoonmaker One should exercise great care in drafting contracts and in complying with tender specifications - this will help avoiding future disputes. Observers note that foreign parties are usually at a disadvantage when involved in disputes with Saudi businesses and especially so with the government.
Schoonmaker It is best to avoid getting into this no-win situation with the government. In cases where no resolution of the dispute is in sight, the local Sharia adjudication takes over.
When negotiating with Arabs, one need to be sure to include top-level executives on one is negotiating team. They should have enough decision-making authority to sign deals with top negotiators in both the private and government sectors.
Experts advise against including females on the negotiating team. This will complicate matters, they state. Fisher Saudis consider females subordinate to males, and they will probably have a difficult time dealing with a social mores that gave women equal status to men.
Prepare to negotiate team and materials very well before the presentation is made. This is usually scheduled after the Saudi negotiator has read the proposal. Make sure that all written materials and documents are translated into both Arabic and English.
As much as possible, try to bring tangible prototypes or models representing the product or service that is being sold. Use vivid visuals with a lot of animation.
Fisher This can be done today with computer graphics, software, and the latest audio-visual equipment. The Saudis respond better to tangible visual materials rather than to abstract words.
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