World Wide Property Sales
Negotiate Like an Egyptian
By John Bradley Jackson
When in Egypt, you had better negotiate like an Egyptian. Be sure to leave your
cowboy hat at home since the rules are very different in the Middle East.
Egyptian culture has five thousand years of recorded history, so I won’t be
giving a history lesson today. Let’s just say that every aspect of life in Egypt
has a special meaning and a reason why they do things as they do. If asked why
something is done a certain way, they will likely recite history from thousands
of years ago.
Egypt is a high context culture which means that a lot what is communicated is
transferred implicitly with body language, silence, eye contact, and oblique
words or phrases. For example, it is considered impolite to deny a wish to
someone. Instead of saying “no”, other phrases are used to describe an
inconvenience, which implies that the answer is no. When an Egyptian says “yes”,
he or she may actually mean “possibly”. Communication can include intense eye
contact and frequent gestures for emphasis.
The official language of Egypt is Standard Arabic and is used in most written
communications. Egyptians tend to speak at a much closer distance than
Americans. This close contact can be awkward for Americans, but don’t back away.
Moving away could make you seem cold or disinterested. Egyptians tend to be
emotional and tend to use emphatic language; they also tend to exaggerate. When
making a point they will speak loudly and repeat themselves for emphasis. They
frequently will interrupt each other and will speak over other speakers.
Egyptians touch when speaking with good friends and established business
associates, but until they know you well they usually confine physical contact
to handshakes. However, after they trust you, expect close contact including
hugging and kissing. It’s good thing. You made the team.
Non-verbal communication is huge in Egypt. Never point since it is rude. A
“thumbs up” gesture is very insulting similar to our middle finger salute. They
remove their shoes often in meetings, but never show the bottoms of their feet.
Relationships are very important and gifts are often given. When a gift is
needed you might want to consider an exquisitely made compass; this enables a
devout Muslim to always know where Mecca is (even when traveling). When offered
coffee always accept it, since it is considered very rude to do otherwise.
The Islamic religion dominates Egyptian life. They believe that many solutions
to current problems are to be found in the orthodox practice of an Islamic life.
Egypt is a fatalistic culture which believes that the hands of God will define
their destiny. There is a pervasive collectivist thinking because of the
centuries old battle with the harsh climate and deprivation; to survice 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 begin with coffee
and conversation even in situations when the issues are important or time is
limited. The business day is similar to American business, but with longer
lunches and frequent breaks for coffee. The pace of business is much slower in
Egypt than it is in the West, so you will need to be very patient.
Time is relative in the Egyptian culture and punctuality is not important,
although they expect you to be on time. It is common for visitors to be kept
waiting; for example, if your meeting is scheduled at 10 am it may not start
until 11 am. Once started, expect interruptions such as phone calls, memo
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 don’t understand the American need to close the deal on the spot and
will resist it. When negotiating, you can expect raised voices and arm waiving;
this is normal even when they agree with you. Egyptians negotiate as teams and
it may not be clear in the meeting who is in charge. Often the most powerful
Egyptian in the meeting will just listen. They like to stall and tease the other
side; since time is one their side, they figure that they can wear you down and
get what they want. They often do.
Relationships are more important than contracts or signed documents. In Egyptian
culture, “Kalima”, the verbal pledge to carry out what has been agreed upon, is
more binding than a contract; this commitment is a matter of honor. Yet, it
remains very important to agree on the next steps, along with the time table to
meet again.
A few more things:
– Business cards should be printed in English on one side and in Arabic on the
reverse. When presented a card, pause and reflect upon it.
– Orthodox Muslims won’t drink alcohol or eat pork.
– Adding salt to your food is rude.
– Most eating is done without utensils. Get used to it.
– When in meetings, sit with both feet on the floor; don’t cross your legs.
– Expect heavy and prolonged eye contact. This can feel a little creepy by
American standards, but this is the behavior of an honest man in Egypt.
– Avoid eye contact, speaking with, or touching Egyptian women at all costs. You
will find few women in positions of authority in Egypt. The 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 of
California State University, Long Beach, for assisting me with this research.
John Bradley Jackson
© Copyright 2006
Please visit my website at www.firstbestordifferent.com
John Bradley Jackson brings street-savvy sales and marketing experience from
Silicon Valley and Wall Street. His resume also includes entrepreneur, angel
investor, corporate trainer, philanthropist, and consultant. His book is called
“First, Best, or Different: What Every Entrepreneur Needs to Know About Niche
Marketing”.
Check out his website at:
http://www.firstbestordifferent.com
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