Arabian Business and Cultural Guide

A 200+ pages guide for visitors, exporters, and international traders to understand the culture, business culture, and how to do business with Saudi Arabia, Kuwait, United Arab Emirates, Qatar, Bahrain and other Arab countries. Author: Mohammad Al-Sabt

 
"I lived and went to school in the Arab world and found your guidance to be right on target. I had a great time, but unfortunately did not have the advantage of your guide to help me through the rough spots." Bob Kitrinos-USA.
 
Chapter 1

  • Rules Of Thumb
  • Information sources
  • Priority List
  • Business is not business
  • Communication network
  • International trade market
    • Chapter 2

  • Communication Etiquette
  • Written Communication
  • Choice of words
  • Use of Arabic words
  • Verbal Communication
  • Subjects to avoid
  • Private issues
  • Criticism
  • Greeting etiquette
  • Invitations
  • When to start business discussions?
  • The use of Arabic words and sentences
  • Non-Verbal Communication
  • Greeting etiquette
  • The right hand rule
  • Position of body
  • Non-verbal signs of respect
  • Touching as a sign of friendship
  • Acknowledgment
    • Chapter 3

  • Getting Down To Business
  • Before The Meeting
  • Work hours
  • Ramadan
  • Slow business times
  • Setting up appointments
  • Meeting length and punctuality
  • Dress code
  • The Meeting
  • When to start and when to end the meeting
  • Take notes
  • Interruptions
  • Observe who is meeting with you
  • Pressure sales tactics
  • Price negotiations
  • Rejections
  • After The Meeting
  • Slow business beginnings
  • Arabian companies weaknesses
  • Joint efforts
  • Agreements
  • Handling quote requests
  • Handling Letters Of Credit
  • Advertising & Marketing
  • How to Win Your Arab Clients' Business
    • Chapter 7

  • Al-Bader Trading
  • Vision International
  • Al-Shafei Establishment
  • Abana Enterprises
    • Arabian business & Cultural Guide
    Chapter 4

  • Cultural Customs & Social Structure
  • Conservative behavior
  • Privacy
  • What is a Dewaniah?
  • When invited to a Dewaniah
  • Greeting women
  • Admiring objects and gift giving
  • Pampering guests
  • Invitation to Join & Share
  • "Save Face" concept
  • Men's clothing
  • Women's clothing
  • Family structure
  • Social duties
    • Chapter 5

  • Cultural Customs & Social Structure
  • What to Look For
  • Who should represent your business?
  • Be aware
  • How to Locate Business Partners
  • Foreign students
  • Obtaining leads lists & using exporters
  • Visiting the foreign market
  • On-line networks
  • Advertising in US magazines
  • Advertising in Arabian newspapers & magazines
  • US Department Of Commerce- Desk Officers
  • National Trade Data Bank
  • The Export Yellow Pages
  • Foreign Chambers Of Commerce
  • International trade associations
  • Other associations
  • Arabian trade shows & exhibits
  • US trade shows & exhibits
  • Business directories
    • Chapter 6

  • Choosing Your International Staff
  • Why is it important?
  • Basic information
  • Seizing opportunities
  • Basic communication skills
  • Successful international businesses
    • Chapter 8

  • Windows to Understanding the People & Their Culture
  • How to Access the National Trade Data Bank
  • Arab Embassies in the USA
  • Publishers of Business Directories
  • US International Trade Associations
  • US Embassies in the Arab Countries
  • Arab Chambers of Commerce in Arab Countries
  • National US-Arab Chamber of Commerce in the US
  • Arab Online Information Sources
  • Online Trade Leads Sources
  • Arabian Banks in the USA
  • International Trade Administration
  • International Trade Magazines
  • Arabian Newspapers
  • Arabian Exhibits & Trade Shows Organizers
    • The guide is a must for those:
    • visiting Saudi Arabia
    • visiting Kuwait
    • visiting UAE
    • visiting Bahrain
    • visiting Qatar
    • visiting Oman
    • visiting Yemen
    • and other Arab countries
    The guide is a must for those who want to:
    • do business with and export to Saudi Arabia
    • do business with and export to Kuwait
    • do business with and export to UAE
    • do business with and export to Bahrain
    • do business with and export to Qatar
    • do business with and export to Oman
    • do business with and export to Yemen
    • do business with and export to other Arab countries
     
    Some facts about the Arab market:

    • Total population of the Arab countries is around 242 million people. Arabian countries are: Algeria, Bahrain, Djibouti, Egypt, Iraq, Jordan, Kuwait, Lebanon, Libya, Mauritania, Morocco, Oman, Qatar, Saudi Arabia, Somalia, Sudan, Syria, Tunisia, United Arab Emirates, and Yemen.
    • Population of Saudi Arabia is 16 million people; 60% are under 18 years old, which means that products geared toward younger generations will have a good market. Products related to establishing new homes, such as furniture, electronics, and kitchen wares will also have a good market, since most Arabs get married at young ages.
    • United Arab Emirates has a population of 2 million people. Kuwait has a population of 2 million people. Egypt has a population of 59 million and it is estimated it will reach 64 million people in the next 6 years.
    • The annual food market volume for all members of the Gulf Cooperation council (Saudi Arabia, Kuwait, United Arab Emirates, Qatar, Oman, and Bahrain) is $8 billion; Saudi Arabia's share is 60% of this amount.
    • Top exporters of food products to the Saudi market listed according to their export volume are USA, Holland, Denmark, Turkey, and Australia.
    • Total annual retail sales in Kuwait are over $1 billion. The total annual sales of all co-operative supermarkets in Kuwait are over $860 million.
    • Market volume for electronics and electrical goods in Saudi Arabia is estimated at $400 million. Saudi Arabia purchases 400,000 television sets each year.
    • In 1993, Saudi Arabia and United Arab Emirates set the world record in purchasing gold jewelry. The sales volume in these two countries reached $11.3 billion a year. 24, 22, and 21 karat gold jewelry is preferred.
    • Members of the Gulf Cooperation council (Saudi Arabia, Kuwait, United Arab Emirates, Qatar, Oman, and Bahrain) imported $16 billion of manufacturing and shipping equipment in 1993.
    • More than 70% of Saudi Arabia's needs are fulfilled through imports.
    • Qatar total imports came to $1.9 billion. Imports from Europe totaled $591 million ( principally from Britain, Germany and Italy). Imports from Asian countries came to $586 million, with more than 50% of that from Japan.
    • Total spending on advertising in the Gulf Cooperation Council countries increased from $606 million to $710 million in 1994. Advertising market volume is increasing by more than 15% annually. Newspapers have the biggest share of the advertising market.
    • In an American study, Bahrain was in third place world- wide in its ability to attract foreign investments and world money flow. Bahrain was able to attract $86 billion in foreign investments through its banking systems.
     
    Next: Import Export Guide To Middle East Business and Culture
     
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