The United Arab Emirates (UAE) is one of the most dynamic and prosperous markets in the Middle East. Doing business in this region requires not only technical skills, but also a deep understanding of the local culture, where respect and trust play a key role. Learn how to successfully navigate the UAE business environment, building strong relationships and respecting cultural norms.
1. The Culture of Respect
Why it's important:
In the UAE, mutual respect is the cornerstone of personal and professional relationships. Showing respect for local culture and traditions is essential to building trust.
How to prove it:
- Address people using formal titles such as Sheikh , Sayed (Sir) or Sayeda (Madam).
- Respect Islamic traditions, such as avoiding gatherings during prayer times or during Ramadan.
- Dress formally and conservatively, respecting local dress codes.
2. Trust and Personal Relationships
Why it's important:
Building trust is essential to doing business in the UAE. Personal relationships are often the foundation of business partnerships.
How to build trust:
- Spend time getting to know your interlocutors by participating in informal meetings and one-on-one conversations.
- Show patience and respect for the decision-making process, which may take longer than Western standards.
- Keep your promises and follow through on agreements to gain credibility.
3. Communication and Diplomacy
Why it's important:
Communication in the UAE is often indirect and respectful, with an emphasis on diplomacy.
How to communicate:
- Use polite and positive language, avoiding explicit criticism or aggressive tones.
- Listen carefully and let your interlocutor lead the conversation.
- Avoid discussing controversial topics such as politics and religion.
4. The Importance of Hierarchy
Why it's important:
In the Emirates, organizations tend to have hierarchical structures, where final decisions are made by top-level managers.
How to behave:
- Always address higher authority figures during meetings.
- Respect company protocol and do not try to bypass hierarchical levels.
- Show deference to leaders, but without being servile.
5. Etiquette in Meetings and Greetings
Why it's important:
First impressions count for a lot in the UAE, and formal greetings set the tone for interactions.
How to behave:
- Greet with a firm handshake; wait for the female counterpart to initiate the gesture.
- Bring business cards written in English and Arabic, presenting them with both hands.
- Show respect for time by arriving on time for appointments.
6. Gifts and Hospitality
Why it's important:
Giving and receiving gifts is a common practice to strengthen relationships. However, gifts must be chosen carefully to respect the local culture.
How to do:
- Choose quality gifts, such as handcrafted products or objects that represent your culture.
- Avoid gifts that contain alcohol or pork products.
- Present the gift with both hands and accompany it with an expression of gratitude.
7. Case Study: An Italian Company in the Emirates
An Italian luxury company has built a strategic partnership in the UAE with a culturally sensitive approach. By participating in local events and showing respect for traditions, the company has earned the trust of its Emirati partners, leading to a successful long-term collaboration.
Doing business in the UAE requires a combination of professionalism, cultural respect and the ability to build trust. With a careful and patient approach, you can take advantage of the many opportunities this growing market offers. Prepare carefully, respect local regulations and demonstrate a genuine interest in personal relationships: this will be the key to success.