There are major cultural differences between Western countries and those in the Gulf region. To achieve business success in the United Arab Emirates, it is important to heed specific features of Arabic culture.

The “Burj Dubai”: at a height of over 800 meters and circa 175 floors, this skyscraper is the highest building in the world. Although the “Tower of Dubai”, which was erected by an international consortium, will not open until next year, it is already a symbol for the economic attractiveness of the United Arab Emirates and the chances that could develop from business relationships between the Arabic and Western worlds – if businesspeople on both sides learn to accept the cultural differences of the other. Even though partners in the Gulf region are considered to be particularly enterprising, they want to discover personal commonalities with Western businesspeople and expect at least basic knowledge of their country and its history. Those who wish to develop or expand commercial relationships in the United Arab Emirates have the advantage that English is widely spoken in the business world, in addition to Arabic. Furthermore, the Emirates – as opposed to their neighbor Saudi Arabia – tend to be oriented to the West.

It is still important to know about the Arabic culture and at least learn a few words of the language. The standard greeting formula (may peace be with you) is “As-salaam alaikum”. It is answered with “Va alaikum as-salaam” (and may peace be with you). It is important to address business partners with the formal correctness they deserve, because business and professional status play an important role. Take time well before your visit to find out how to pronounce your contact’s name and whether he holds a title, such as is the case with those who belong to ruling families, or who are diplomats or other dignitaries. One greets one’s contact partner by first name (Good morning, Mr. >>first name<<) – which should not be misunderstood as a too friendly or even casual level of communication. Shaking hands is the usual form of greeting between men. Handshakes should not be too firm, however, because it would be considered unpleasant. Arabic women – depending on the environment – must be greeted with exceptional restraint. Avoid all bodily contact with them!

In the United Arab Emirates, great significance is assigned to family cohesion and the private sphere. This can be evidenced by a surprisingly personal tone in regard to business partners. Arabic businesspeople tend to foster the tradition of the “house with an open door” and generally prove themselves to be very hospitable and generous hosts. Above all, private invitations should by no means be turned down. However, it is entirely customary not to accept an invitation the first time it is offered, but to refuse it twice with an answer such as “that is really not necessary”.

At business dinners, comparatively little in the way of business is discussed. Kabsa and mandi are popular lamb and rice dishes in the Emirates. They are mostly served with bread, which is used as a “shovel” that replaces the fork and knife. Make sure not to drink any alcohol if your hosts do not do this. Discussion of unpleasant subjects is avoided during dinner (and often in general as well). At best, metaphors are used to convey negative facts. It is thus advisable to read between the lines to find out if there is dissatisfaction with a business transaction.

It is also important to dress conservatively. Designer labels are in demand and show the wearer’s social background. Men always wear suits to business meetings. One should only take off one’s jacket at the host’s invitation. As a rule, office buildings are so well air-conditioned that this is not a problem. Foreign women may walk the streets unveiled, but they should clothe themselves conservatively. Businesswomen who show too much leg, shoulder or arm do not endanger only their business. Their behavior will be generally considered as rude and offensive.

Especially in the Arabic world, mutual give and take is an important component of every relationship. This includes often renewing and strengthening the relationship with presents. Recommended are illustrated books or highly symbolic porcelain figures. But of course, one must take care not to violate religious taboos (as would be the case with exposed bodies, for example). Gifts should be of high quality and must always be handed to the recipient with the right hand. The left hand – as in other Arabic countries – is used only for going to the toilet.