Trade like an Egyptian
When you’re in Egypt, you better trade like an Egyptian. Make sure to leave your cowboy hat at home as the rules are very different in the Middle East.
Egyptian culture has five thousand years of recorded history, so today I will not give a history lesson. Let’s just say that every aspect of life in Egypt has a special meaning and a reason why they do things the way they do. If asked why something is done a certain way, they are likely to recite history from thousands of years ago.
Egypt is a high-context culture, which means that much of what is communicated is implicitly transferred with body language, silence, eye contact, and oblique words or phrases. For example, it is considered impolite to deny someone a wish. Instead of saying “no”, other phrases are used to describe a problem, implying that the answer is no. When an Egyptian says “yes”, he may actually mean “possibly”. Communication may include intense eye contact and frequent gestures for emphasis.
The official language of Egypt is Standard Arabic and it is used in most written communications. Egyptians tend to speak at a much closer distance than Americans. This close contact may be uncomfortable for Americans, but don’t back down. Moving out could make you seem cold or uninterested. Egyptians tend to be emotional and tend to use emphatic language; they also tend to exaggerate. When making a point, they will speak out loud and repeat themselves for emphasis. They will frequently interrupt each other and speak over other speakers.
Egyptians touch each other when talking to good friends and established business associates, but until they get to know you better, they generally limit physical contact to handshakes. However, after they trust you, expect close contact, including hugs and kisses. It’s good. You made the team.
Non-verbal communication is huge in Egypt. Never point as it is rude. A “thumbs up” gesture is highly insulting, similar to our middle finger salute. They often take off their shoes in meetings, but never show the soles of their feet.
Relationships are very important and gifts are often given. When a gift is needed, you may want to consider an exquisitely made compass; this allows a devout Muslim to always know where Mecca is (even when he travels). When you are offered coffee, always accept it, as it is considered very rude to do otherwise.
The Islamic religion dominates Egyptian life. They believe that many solutions to today’s problems are found in the orthodox practice of an Islamic life. Egypt is a fatalistic culture that believes that the hands of God will define its destiny. There is widespread collectivist thinking due to the centuries-long battle against harsh climate and deprivation; to survive they have had to share with others. The individual is always subordinate to the family, the tribe or the collective. It is a male dominated society.
Business meetings tend to be very formal affairs. They usually start with coffee and conversation, even in situations where the issues are important or time is limited. The workday is similar to the American business day, but with longer lunches and frequent coffee breaks. The pace of business is much slower in Egypt than in the West, so you will need to be very patient.
Time is relative in Egyptian culture and punctuality is not important, although they do expect you to be on time. It is common for visitors to wait; for example, if your meeting is scheduled for 10 am, it may not start until 11 am Once started, expect interruptions like phone calls, note signings, and yes, Blackberry messages. There is no need to rush in Egypt.
Decisions will seem to take forever and will almost never happen in the meeting. They also do not understand the American need to close the deal on the spot and will resist. When negotiating, you can expect voices to be raised and arms to be lowered; this is normal even when they agree with you. The Egyptians negotiate as teams and it may not be clear from the meeting who is in charge. Often the most powerful Egyptian in the meeting will just listen. They like to stop and annoy the other side; since time is on their side, they realize they can wear you down and get what they want. They often do.
Relationships are more important than contracts or signed documents. In the Egyptian culture, “Kalima”, the verbal commitment to carry out what was agreed, is more binding than a contract; this commitment is a matter of honour. However, it is still very important to agree on the next steps, along with the timetable for meeting again.
Something more:
– Business cards must be printed in English on one side and Arabic on the reverse. When you are presented with a card, pause and reflect on it.
– Orthodox Muslims do not drink alcohol or eat pork.
– Adding salt to food is rude.
– Most meals are made without utensils. Get used to it.
– When in meetings, sit with both feet on the ground; don’t cross your legs.
– Expect strong and prolonged eye contact. This may seem a bit creepy by American standards, but this is the behavior of an honest man in Egypt.
– Avoid eye contact, talking or touching Egyptian women at all costs. You will find few women in positions of authority in Egypt. Islamic culture has very strict rules about women and morality. Avoidance is key.
– Dress formally in western attire at all times; Don’t even try to look like a local.
Special thanks to Chuong Thai-Lazaro, Veronica Tsang, and Brian Weiss at California State University, Long Beach, for helping me with this research.
John Bradley Jackson
© Copyright 2006
Visit my website at http://www.firstbestordifferent.com
