United Arab Emirates

Emirati Communication Style

Indirect
Imply/suggest what is meant.  You need to read between the lines

High Context    
Personal interactions depend on the nature of the relationship

Formal
Sensitivity to hierarchy/face saving very important

Expressive
Emotional displays are common and expected

Circular
Message may weave and wander

Guidelines for Communicating with Emiratis

• Understand that a good personal relationship is the most important single factor in doing business successfully with Arabs.  Arabs will usually begin meetings inquiring about each other’s health and personal activities.
• Accept that verbal brevity will be highly disconcerting to them.  If you are quiet, they will simply think something is wrong.  Not only do you have to speak more when you are with Arabs, but you have to step up the volume as well.  Loudness of voice, rising pitch and tone, even shouting, all denote sincerity in Arab discourse.  In Arab society it is quite normal to use speech in a rhetorical, almost aggressive manner to make a point clearly.
• Recognize that Arabs place great value on hospitality.  If you have drinks, food or snacks in the office, you should offer to share it with your Arab colleagues.
• Learn that an Arab is not likely to criticize your efforts openly.  He is more likely to hint that changes are needed or respond with inaction.  If phrased too bluntly, Arab employees will feel that criticism of their work is a personal insult.   Always avoid criticizing an Arab colleague in front of others.
• Accept that Arabs implicitly mistrust people who are attempting to hurry or pressure them into a particular deal.  They will evaluate the source of a proposal as much as the content.  If you press for a specific time by which you want a decision, you may actually harm your chances for success.
• Be aware that Arabs are very relaxed about the timing of events.  While appointments are necessary, you might arrive to find several other business people present and several meetings occurring simultaneously.
• Recognize that Arabs love to use flattery and profession of friendship; therefore you should not hesitate to praise their country, their arts, their dress and food.
• Understand that Arabs are used to dealing with foreigners and readily forgive them for not behaving like Arabs.  The most important thing is to avoid saying or doing anything that they consider insulting or derogatory.  This includes the use of alcohol, improper dress, and over-familiarity with the few women they allow you to meet, and challenging the basic concepts of Islam.
• Arabs bring Allah into their arguments in almost every conversation.  Arabs do not like discussing unpleasant matters such as illness, misfortune, accidents or death.  They are even reluctant to tell you bad news about business, so bear this in mind when everything looks rosy.
• Recognize that Muslims pray five times a day:  at dawn (4:30-5:00 a.m.), around noon, in the afternoon between 2:00 and 4:00, at sunset, and one hour after sunset (never later than 9:00 p.m.).  At prayer time everything stops.   Plan your schedule around prayer times.

Emirati Business Patterns

• Business meetings last longer than time set
• Not all agenda topics covered
• Deviation from agenda is common
• Interruptions are common and acceptable

Maneuver your chair so that you are sitting right next to the man you wish to do business with.  You have to be no more than a foot away and nearer to him than anybody else.

Understand that Arabs openly discuss:

• Money
• Religion
• Politics
• Family