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It is essential for Westerners doing business in the Kingdom to understand Saudi etiquette and the personal manner in which they conduct their business. Preparation, and some basic knowledge of Saudi business culture, can make the difference between a successful business deal and a failed negotiation. It is important to note, however, that a majority of Saudi business executives and government officials have studied and/or worked abroad, many of them in the United States. They are therefore familiar with Western culture and are comfortable with its differing approach to business, provided respect is shown for Saudi customs.
Some Saudi business executives and officials may be reluctant to schedule an appointment until after their visitors have arrived in the Kingdom. Business visitors should inform their Saudi hosts of their travel plans and agenda, but may have better success scheduling a specific meeting once they have arrived in Saudi Arabia. The religious holidays of Ramadan and Hajj and the daily prayer breaks should also be taken into consideration when scheduling business meetings.
Saudi businesses are unlikely to finalize any serious negotiation without such a face-to-face meeting, as doing business in the Kingdom is still mostly personal. Proper attire at business meetings is essential, as it is a sign of respect for the person with whom you are meeting. Conservative business suits are recommended. Business cards exchanged are usually printed in English on one side and Arabic on the other. Meetings are conducted at a leisurely pace, with the parties involved enjoying cordial discussion over coffee and tea. Saudi business executives like to feel comfortable with their business partners before agreements or contracts are signed. This can mean a number of initial meetings where no substantive business is discussed. However, these meetings can be as important as serious business negotiations. Substantial time should be allotted for such business appointments, as they are often long in duration. Saudi business executives are also prone to welcome visitors and outside phone calls during such meetings; a lack of privacy is not uncommon in personal appointments. Confidentiality is likely to increase when it comes time to actually finalize an agreement.
Saudi custom regarding greetings is rather ritualized. When entering a meeting full of people, a Saudi will greet each person individually with a handshake while standing. The same is expected of visitors. Learning some appropriate Arabic phrases for such occasions is appreciated.
In Arabic, an individual is addressed by his or her first name, and any title they possess. A "Dr. Ahmed Bin Al-Rahman" would be addressed as "Dr. Ahmed." The word "bin" or "ibn" means "son of" and may be present a number of times in a person’s name, as Saudi names are indicators of genealogy. Another common name structure is having "Abd" followed by an attribute of God with the definite article "al-." Hence, "Dr. Abd-Al-Rahman Al-Hajj" would be addressed as "Dr. Abd Al-Rahman" and not as "Dr. Abd" or "Dr. Abd Al." Saudi ministers are always addressed as "Your Excellency" and members of the royal family as "Your Highness."
Many Saudi business executives have an impressive history of trade experience, experience with the West, and a command of the English language. They prepare carefully for meetings and have a good grasp of the important details surrounding negotiations, relying more heavily on memory than on papers and notes. The Arab people are very hospitable and will go to great lengths to make guests feel welcome and comfortable. Foreign business executives can expect to be served first and will be ushered first through doorways. If an invitation is extended to a Saudi colleague for a meal or coffee, it is customary for the person who issued the invitation to pick up the bill. Some Saudis will decline an offer at least one time out of politeness.
When engaged in conversation, Saudis tend to stand much closer to one another than Americans, North Europeans, and East Asians do. Their conversational distance is more similar to that of Latin Americans and Southern Europeans. Arabs will also employ some body contact to emphasize a point or confirm that they have your attention. It is important not to draw back, however. This may be interpreted as a rebuff or rejection of what is being said. Respect is a value that is held very highly by the Arab people, and this shows in both business and social settings.
Various social customs are well known in the Kingdom. Arabs traditionally use the right hand for all public functions — including shaking hands, eating, drinking, and passing objects to another person. Talking with one’s hands, or gesticulating wildly, may be considered impolite. It is also impolite to point the sole of the foot at the person to whom you are speaking. It may be discourteous to ask about a man’s wife and daughters. One should ask after his "family and children." When tea and coffee are served, it could be considered impolite not to take at least one cup. When one is finished drinking, one should oscillate the cup to signal that a refill is not desired. If one is doing business in the Kingdom during Ramadan, it is best to refrain from drinking and eating when in the company of someone observing the fast.
Doing business in Saudi Arabia is somewhat more challenging for women. There is gender separation in the Kingdom. Many public places, like hotels and restaurants, will have family rooms where women are served with their husbands. Women are expected to dress conservatively, with long skirts most appropriate, sleeves at elbow length or longer, and necklines that are unrevealing. It is generally uncommon for a Muslim man to shake hands with a woman or engage in the conversational body contact that is common when speaking to another man, although Saudis who have experience with Western culture may be inclined to do so.
الثاني
Customs in Saudi
The family and tribe are the basis of the social structure.
. As is seen in their naming conventions, Saudis are cognizant of their heritage, their clan, and their extended family, as well as their nuclear family.
. Saudis take their responsibilities to their family quite seriously.
. Families tend to be large and the extended family is quite close.
. The individual derives a social network and assistance in times of need from the family.
. Nepotism is considered a good thing, since it implies that employing people one knows and trusts is of primary importance.
Meeting Etiquette
. Men shake hands. Good friends may greet each other with a handshake and a kiss on each cheek.
. Women generally hug and kiss close friends.
. Men and women would not greet each other in public I from outside the family.
. When Saudis greet each other they take their time and converse about general things.
Gift Giving Etiquette
Gifts are not the norm as in many other countries.
. If you are invited to a Saudi's house bring something small as a thank you.
. Flowers do not make good gifts from a man, although a woman could give them to her hostess.
. Never give alcohol unless you are positive they partake.
. Gifts are not opened when received.
Dining Etiquette
. Saudis socialize primarily in restaurants and international hotels when entertaining expatriates whom they do not know well. After some time you will be invited to the home.
. Entertainment will generally be same-sex only. If both sexes are included, they will be in separate rooms.
If you are invited to a Saudi's house:
. You would usually remove your shoes.
. Dress conservatively.
. Try to arrive at the invited time. Punctuality is appreciated but not crucial.
. Show respect for the elders by greeting them first.
. Accept the offer of Arabian coffee and dates even if you do not normally drink coffee.
. If you are invited for a meal, understand that there will be a great deal of socializing and small talk before the meal is served.
Table manners
. If the meal is on the floor, sit cross-legged or kneel on one knee..
. Eat only with the right hand as the left is considered unclean.
. Try a bit of everything that is served.
. Meals are generally served family-style.
. Honoured guests are often offered the most prized pieces such as a sheep's head so be prepared!
. There is often more food than you can eat. Part of Saudi hospitality and generosity is to shower guests with abundance.
. There is little conversation during meals so that diners may relish the food.American Customs and Habits
Meeting someone
When meeting someone for the first time, it is customary to shake hands, both for men and for women. Hugs are only exchanged between close friends. Kissing is not common, and men never kiss other men.
Americans will usually introduce themselves by their first name and last name (such as “Hello, I’m John Smith”), or, if the setting is very casual, by their first name only (“Hi, I’m John”). The common response when someone is introduced to you is “Pleased to meet you.” Unless someone is introduced to you with their title and last name (such as Mister Smith or Miss Johnson), you should address them by their first name. Americans normally address everyone they meet in a social or business setting by their first name. However, you should always address your college professors by their title and last name (such as Professor Jones), unless they ask you to do otherwise.
Speaking on the telephone
Americans normally answer the telephone by simply saying “Hello.” If you are calling a business, the person answering the phone will give the name of the business and usually their own name as well. If the person you would like to speak to has answered the phone, you should say hello and state your name. If not, you should ask for that person politely: “May I please speak with Andrew Brown?”
The majority of Americans have answering machines in their homes. Also, the majority of businesses have voice mail accounts for their employees. When leaving a message, state your name clearly and leave a telephone number where you can be reached. Telephone messages should be brief and to the point.
Eating out
All restaurants in America accept cash for payment, and most (even some fast food restaurants) also accept credit cards. A few restaurants also accept ATM cards for payment. You will rarely find a restaurant that accepts checks.
It is common to have to wait for a table at a popular restaurant. There are many popular restaurants that do not accept reservations, or will only accept reservations for large parties (for example, six or more people). At these restaurants, the wait can be very long on a weekend night, sometimes up to 1 hour. However, almost all upscale, or more formal, restaurants will accept reservations.
Many restaurants in America (except for fast food restaurants) have a license to serve alcohol. Beer and wine are always available, and at some restaurants hard liquor (such as vodka or whisky) is also available. Restaurants that serve hard liquor are said to have “a full bar.” The drinking age in America is 21. If you look young, be prepared to show proof of your age when ordering alcohol.
Tipping
There are only a few situations where tipping is expected. The one you will encounter most often is at restaurants. American restaurants do not add a service charge to the bill. Therefore it is expected that the customer will leave a tip for the server. Common practice is to leave a tip that is equal to 15% of the total bill for acceptable service, and about 20% for superior service. If the service was unusually poor, then you could leave a smaller tip, about 10%.
Other professions where tipping is expected include hairdressers, taxi drivers, hotel porters, parking valets, and bartenders. The general rule is to tip approximately 15% of the bill. In situations where there is no bill (as with hotel porters and parking valets), the tip may range from $1 to $5, depending on the type of establishment and on how good the service was.
Smoking
Smoking is not as common in America as in many other countries. Generally, Americans smoke less than Europeans and much less than Asians. It is a practice that is becoming less and less socially acceptable.
Smoking is prohibited in many places. It is not allowed in any public buildings, on any public transportation (including airplane flights within the United States), in shops, movie theaters, schools, and office buildings. The general rule is if you are indoors, then you probably are not allowed to smoke. The exceptions are bars, nightclubs, and some restaurants. If a restaurant does allow smoking, it will only be in an area that is designated for smokers. If you are with someone, even outdoors, it is polite to ask if they mind before you start smoking.
The legal smoking age in America is 18. If you are buying cigarettes (or another tobacco product) and you look young, the store clerk is required by law to ask you for proof of legal age. You should be prepared to provide identification
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