The Kingdom of Saudi Arabia is one of the Middle East’s largest markets. It is a very conservative society with its roots deeply embedded in Islam. Understanding Saudi cultural, ethical, and business values is vital for success in the business world.
Saudi Society and Culture
Family Values
The family and tribe make up the social structure. Families are large and extended family is close – they often live together in compounds. Religious sect, family, and tribe determine one’s status in society. Wasta, which translates as connections or clout, is widely accepted in business (Wellings, 2013). It refers to getting something done through connections, such as obtaining employment or advancement. While this might be frowned upon in Western society, it is the norm in Arab culture and implies that hiring people one knows and trusts is important. The culture also imposes distinct gender roles.
Gender Roles
Saudi Arabia has a gender-segregated society. Women play a small role in public life and less so in the business setting. Female expats looking to do business in Saudi Arabia may struggle to succeed. Women are expected to wear an abaya in public at all times. It is a long robe-like dress that is traditionally black. They also utilize separate entrances and have separate areas in public places such as shopping malls. Women are not allowed to socialize with men in public. In fact, even eye contact is frowned upon. Women are not permitted to drive nor can they travel or work without a husband or male relative’s permission. The religious police, or mutaween, actively enforce these rules (Global Media Limited, 2015).
Religion
For Saudis, Islam is more than religion – it is a way of life. Islam heavily influences personal, political, economic, and legal aspects of Saudi Arabia. It is governed under Sharia Law, which is based from the Islamic religious text – the Quran. Life revolves around prayer, which occurs five times a day – at dawn, noon, afternoon, sunset, and evening (Kwintessential, 2016). Visitors are not required to pray, however, activities they are engaged in with Saudi businesspeople will be paused for prayer and resumed afterward.
It is noteworthy to add that during the month of Ramadan, businesses operate on a reduced schedule. Those visiting at this time should refrain from eating, drinking, or smoking in public as to not offend those fasting from sunrise to sundown (Li, 2012).
Etiquette and Customs
Greeting
Handshakes are the typical greeting between men and a warm, firm handshake is preferred. However, good friends may greet each other with a handshake and a kiss on the cheek. Personal space also differs from western standards, with Saudi businessmen standing very close to those whom they are conversing with. Walking arm-in-arm or holding hands in not uncommon among people who know each other well. Saudis take their time to make small talk and build relationships before conducting business, often over coffee or meals.
Dining
If invited to a meal, there are some etiquette tips one should follow. Eat only with the right hand, as the left hand is considered unclean (Global Media Limited, 2015). Most meals are served family-style with an abundance of food. This is part of Saudi hospitality. Don’t be afraid to try a little bit of everything. Typical meals include spicy dishes that include rice, lentils, pita bread, lamb and chicken. Never refuse refreshments such as coffee, tea, or dates; at least accept the first round of offerings. If the meal is on the floor, sit cross-legged or on one knee (Kwintessential, 2016). It is essential to remember that Islamic law forbids the consumption of pork and alcohol. Importing alcohol into the country can result in severe punishment.
Social customs
Since Saudi Arabia differs greatly from Western culture, it is important to learn the social customs and mannerisms in order to prevent inadvertently causing offence. Avoid talking about religion or wearing any religious symbols or jewelry that would upset people. No physical contact or eye contact should be made with a non-related woman in public. Only shake hands, receive gifts, and eat with the right hand. Showing the soles of the feet, for example by crossing legs while seated is considered rude and unlucky (Global Media Limited, 2015). If stopped by the Mutaween, it is important to comply with the instructions given, such as wearing a headscarf.
Conducting Business
Meeting Etiquette
Generally the business week is from 8am to 12pm, and then 3pm to 6pm, from Sunday to Thursday. Friday and Saturday are weekend days. It is important to keep these times in mind when scheduling meetings. When meeting, remember to dress conservatively. It is better to err on the side of formality than to cause offence. Punctuality is important but one should not be upset if a Saudi business partner is late as it is part of the culture. Respect for elders should be shown by greeting them first.
Language
The official language is Arabic, although English is widely understood in the business world. However, refrain from using slang or casual language. It is respectful to prefix the first name with Mr. at meetings. If dealing with a government minister, it would be proper to say “Excellency,” and if it is a member of the royal family, “Your Highness” (Redmond & Fitzpatrick, 2009).
Business cards
Business cards, when offered, should be accepted with the right hand and treated with respect. Your card should include your name, company, job title, phone number, mobile number, fax number, email address, and web address. One side should be in English with the other side containing an Arabic translation (Redmond & Fitzpatrick, 2009). It is important to make sure that translation is correct. When handing them to a business partner, do so with the right hand.
Relationships
Long-term, personal relationships are considered a business investment. Patience is required since meetings are frequently interrupted and much time is spent getting to know each other before actual business is conducted. Trust must be established before discussing business matters. Saudi Arabia is a low risk and low change tolerant culture, therefore, Saudis carefully analyze new deals to be sure everything is understood and addressed (Kwintessential, 2016). Business is hierarchical and Saudis are tough negotiators so expect a slow process with many layers of approval (Kwintessential, 2016).
Gift giving
Gifts are not required. If a gift is given, it should be of good quality and wrapped well, but avoid giving very expensive gifts, which may give the impression of a bribe. Gifts given or received should not be opened in the presence of those that give them.
Conclusion
People who are successful in the Saudi Arabia business environment behave like diplomats – calm, kind, and tactful. While there is a clear difference in Islamic culture and western culture, respect for traditions and beliefs will be returned with hospitality. Making an effort to engage with the culture by learning some Arabic, studying Islamic culture, and savoring new foods will make the experience an enjoyable one.