getting to know each others: middle east and latin america week 10

GETTING TO KNOW EACH OTHERS:Middle East and Latin America

Week 10

Matakuliah : V0052Tahun : 2008

Bina Nusantara HO 0708 3

Learning Outcomes

On completion of this unit, the students should be able to explain the cultural characteristics of Middle-East and Latin American countries.Mahasiswa dapat menjelaskan karakteristik budaya dari negara-negara Timur Tengah dan negara-negara Latin Amerika.


Subjects

•Middle East•Latin America


Week 10MIDDLE EAST


Week 10About Middle East

• The Middle East is not a homogenous region. The area is not solely populated by Arabs but also Kurds, Turks, Iranians and more.

• In addition it not only inhabited by Muslims. There are many manifestations of Islam across the region that live alongside Christianity, Judaism and Zoroastrianism.

• The two pillars of Middle Easternsocieties– Islam– Relationships

• Please note that this subject will be making generalisations about the Middle East, but there will always be exceptions to the rule.


Week 10

Islam & Relationships• Islam: the glue of Middle

Eastern social fabric• Relationships: the driver

behind all business• Both impact doing business in

the region


Week 10 Relationship Driven

Cultures• Collectivist• Family / Tribe / Group• Hierarchical• Shame / Face / Honour• Networks• Consensus


Week 10Relationship Driven

Cultures• Collectivist - this means

that in such cultures the "we" takes precedence over the "I". This group mentality means the interests, opinions and decisions of the group carry much more weight than that of the individual.


Week 10Relationship Driven Cultures

• The Family - the family or tribe takes central focus in daily life. Such family centered cultures tend to put the interests of the family first. Manifestations of this are that nepotism is seen as natural and protecting the honour of the family is a very high priority.



• Hierarchy - a hierarchical society it used to levels of authority. In less hierarchical cultures a subordinate is expected to use initiative, share in the decision making process, can say "no" to the boss and most of the time has an informal relationship with the boss. In hierarchical societies the boss takes sole control because that is what they are paid for. Staff will expect explicit orders and guidance, meetings will be where decisions are implemented rather than discussed and very formal relationships exist with the boss.



• Honour/Shame/Face - In relationship driven cultures there is usually an emphasis on maintaining face, i.e. upholding the family/tribal honour. As a result there are usually very complex rules of engagement and communication styles. For example in the Middle East, saying "no" or blatantly disagreeing with people is not usually done in order to save people's face. A simple example would be that instead of "no" you may get "I will try", "Let's do our best" or "God willing".



• Networks - due to such cultures relying on bonds and relationships, networks are usually the way things get done. An intricate means of favours and reciprocation are part of daily life, from being introduced to the right people or getting past red tape. Being part of a network gives you access to resources.



• Consensus - in hierarchical societies decisions are usually made on a group basis. Although in the Middle East final decision making is usually made by the head of the family or tribe, there is still a level of consultation with others called "shura". Shura means surveying the opinions of those who are most knowledgeable in order to reach a decision that is best. Therefore within the business world it is important not to only concentrate on building relationships with decision makers but also those that advise them.


Week 10

Building Relationships• Investing time• Small talk• Get personal• Understand ‘face’• The spoken word• Contracts• Continuity• Evolution


Week 10

The Arab Countries• In most Islamic countries, religion

strongly influences social behavior, politics and business

• The family is the basic social unit• Status is gained by class (not by

achievement like in the West)• Arabs will not let facts destroy

their honor• Arabs believe in people (guided

by God) – Westerners believes in organizations and institutions


Week 10

The Arab Countries• Arabs strive to find a way of

adopting modern modes of behavior without disrupting the traditions

• Arabs believe that men and women have different personalities and roles

• It is important to impress others with integrity

• In Arabs societies the weak must be respected and protected and piety is one of the most admirable qualities


Week 10

The Arab Countries• A friend is a person who cannot

refuse your request; neither can you refuse his or hers.

• Arabs tend to talk a lot about their family and connections.

• Arabs use personal relationships to further their business interest.

• Arabs expect regular praise when they have done good job and are more hurt by criticism than Westerners.


Week 10

The Arab Countries• When negotiating, Arabs use

personalized arguments, appeals and persistent persuasion.

• It is normal for Arabs to breathe on each other and touch each other frequently.

• Visiting and long conversations are frequent.

• Men and women do not mingle freely in Arab countries. Women trespassing in public places are expected to wear a veil to cover their faces.


Week 10

The Arab Countries• They have the tradition of “open

house”. A Bedouin will supposedly kill his last camel to feed his guest.

• Arabs are flexible about timing. Social occasions or business meetings need not have fixed beginnings or endings.

• Pork is taboo to Muslim Arabs.• Arabs prefer arranged marriages.


Week 10

Communication• Speak more when you are with Arabs and

step up the volume• Loudness of voice, rising pitch and tone,

even shouting, all denote sincerity in Arab discourse

• In Arab society it is normal to use speech in a rhetorical, almost aggressive manner to make a point clearly.

• Note: The Gulf War took place partly because President Bush (Senior) spoke softly and Saddam did not believe that he meant what he said (about declaring war, etc).

• Oaths are quite common in Arabic


Week 10

Communication• Arabs do not like discussing unpleasant

matters such as illness, misfortune, accidents or deaths

• Arabs have tendency to use euphemisms: someone who is sick is described as “tired”, teachers become “professors”

• Arabs have great respect for the written word

• Arabs tend to speak at the same time• They will shout and speak loudly for

dramatic effect or out of pure joy at seeing friends


Week 10

Dining Etiquette for Arabs

• Eat only with your right hand• Take only the food that is offered to

you• Praise the food and do not ask to

meet the cooks (wives, mothers or sisters)

• You will have to overeat a little in order not to upset them

• You are not expected to talk much at mealtimes


Week 10

Gift Giving Etiquette

• When visiting their country, it is appropriate to take gifts for all the relatives (brothers, uncles, cousins, sons)

• When receiving a gift, they will not open it in front of you


Week 10

What to Avoid?• Being reluctant to accept favours• Saying anything insulting or

derogatory• Questioning Islamic taboos (alcohol,

pork, use of left hand, discussion of related females)

• Discussing Israel or Iraq• Saying that you need to be alone in

the evening when in their country• Wrap anything in an Arabic-language

newspaper because it might have Allah’s name on it


Week 10References/ Sources

• Lewis, Richard D (2006), Leading Across Culture 3rd ed., Nicholas Brealey International

• Payne, Neil, Doing Business with the Middle East The Importance of Relationships, Kwintessential

Language and Culture Specialists


Week 10 LATIN

AMERICA


Week 10About Latin America

– All countries in Central and South America speak Spanish, except Brazilians who speak Portuguese.

– In almost all Latin countries, the attitude towards time is less rigid then among North Americans and a 30-minute delay should not be a surprise.

– Latins will usually stand closer together during conversation.

– Latins are warm and friendly people who enjoy social conversation before getting down to business.

– The main meal of the day is usually taken at midday throughout all Latin American countries.


Week 10Latin American Characteristics

– Love of space– Lack on international experience– Poor cooperation with authorities– Understanding of human suffering– Compassion– Resentment against exploitation– Fear of the unknown– Indecisiveness– Imitation– Machismo


Week 10Latin American Characteristics

– Manana– Importance of status– Idealism over materialism– Art of conversation– Catholicism and crusading spirit– Feeling of cultural superiority to

North Americans– Human beings as more important

than rules– Lack of internal discipline


Week 10 Argentina

• Handshaking common when meeting for the first time.

• Titles are important.• Crossing the knife and fork signal “I

am finished.” • Never pour wine backhanded; it’s

considered impolite.• Good topics: soccer, history,

culture, home and children.• Bad topics: the Peron years,

religion, and Falkland Island conflict.


Week 10 Brazil

• Handshaking, often for a long time, is common.

• Touching arms and elbows and back is very common.

• When conversing, interruption viewed as enthusiasm.

• The “O.K.” hand signal is a rude gesture in Brazil.

• Good topics: soccer, family, and children.

• Bad topics: Argentina, poverty, and religion.


Week 10

Chile– Handshaking common when meeting for

the first time.– In business, punctuality respected.– Light conversation customary before

business discussion. – Don’t serve wine with your left hand.– Wines, especially white wines, a

national pride.– Good topics: families, children, Easter

Island, history.– Bad topics: politics, human rights, and

1988 grape export scare.


QUESTIONS?


Week 12 Review Questions

1. Explain the style of communication for Arabs.

2. Name the characteristics of Latin America. Find the meaning of manana and explain?

3. Explain the attitude towards time for Latin Americans.

4. What is tradition “open house” means for Arabs?

5. What to avoid when having conversation with Arabs?

getting to know each others: middle east and latin america week 10

Documents

middle eastthe middle

middle eastho

latin america week

informal relationship

hierarchical cultures

family centered cultures

culturesthe family

hierarchical society