Making appointments Generally, businesses in the Kingdom open at about nine in the morning, close for Dhuhr prayer,

open afterwards for half an hour or so, close for the afternoon and then re-open for the hours from five to ten pm [closing for Maghrib and Isha' prayers during these hours]. Government offices and banks open an hour or so earlier with the former not reopening in the evening and the latter closing finally after Isha' prayer. Government offices are open Saturday to Wednesday, inclusive. Banks are open Thursday mornings as well and most retail businesses observe a seven-day working week. As in the west, the basic working week is 5 _ days, save that the week begins on Saturday instead of Monday. The importance Saudis attach to courtesy and hospitality can cause delays that prevent keeping to a strict schedule. It is therefore customary to make appointments for times of day rather than precise hours. Although prayer times vary around the year, current ones are always printed in the daily newspapers. To say between Maghrib and Isha is more common and practical than to specify 6 or 7 o'clock. As it is exceptional for meetings to span a prayer time, one can usually rely on punctuality for appointments immediately after prayers. Add to that the universal advantage of booking the first appointment in the morning and one should comfortably be able to schedule a minimum of three daily appointments. Whenever possible, however, it is better not to book an appointment but merely turn up on the off chance. If you already know the person, you would be expected to pay an impromptu social call whenever in the area anyway. Of course this works both ways, so that one must be prepared to tolerate others popping in to eavesdrop on his own business as well. Within reason, the higher the level, the better this works. A minister's diary is likely to be full well ahead, but by going around and being prepared to wait, there is a good chance of exploiting an unanticipated gap between appointments. It is always a good idea, however, to take along a letter that you can leave with the man's secretary should you not see him. Unlike in the west, Saudi secretaries do not normally have authority to make appointments for their bosses. At higher levels [rarely below the rank of deputy-minister], what might be called coffee protocol enables keeping to schedule. On arrival, a coffee-bearer is summoned, who pours thin, cardamom-flavoured Saudi coffee from a large brass dallah into thimble cups. Three cups are the normal polite limit but he will keep pouring until the visitor shakes his empty cup to signal he has had enough. The man then leaves and discussion begins. As always, familiarisation chitchat precedes business. If the coffee bearer is summoned a second time, it is a polite indication that time is short. The visitor should accept more coffee but not linger more than five minutes afterwards. To do so would be blatantly to overstay his welcome. This applies, however, only to the service of Saudi coffee from a dallah. Ordinary tea by the glass or Turkish coffee by the demitasse as normally served in offices carries no such import.

Guidelines for business dress The only absolute requirement of dress code in the Kingdom is modesty. For men, this means covering everything from navel to knee. Short sleeves are therefore acceptable but not short trousers. Anything with a waistband makes one feel unnecessarily warm in an already hot climate. Not only is local garb more practical, most Saudis take the concession to custom of wearing it as a cultural compliment. Apart from undergarments [pants, vest and skull cap], the ensemble consists of three items; thobe [body garment], ghuttera [head scarf] and aqal [head rope]. A good quality mishla [gold-edged woollen cloak] for wear at important social functions is a reasonable, though relatively expensive, investment. Whilst the female dress code requires covering everything except the face, hands and feet in public, a woman can wear literally anything she wants providing she covers it with an abaya [standard black cloak] and headscarf when she goes out.

Business and social customs in Saudi Arabia

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 faceto-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. 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 ones 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 mans 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.

Doing Business in Saudi Arabia

The historical journey which led to the foundation of the Kingdom of Saudi Arabia was notably one of triumph and misfortune. Prior to the emergence of Islam, the peninsula was divided between various nomadic Arab tribes and subject to invasion from a number of outside cultures. The creation of modern Saudi Arabia dates from 1932 when the late King Abdul Aziz AL-Saud unified the surrounding regions as the Kingdom of Saudi Arabia. To this day the monarchy remains the central institution of the Saudi Arabian Government, governed on the basis of Islamic law (Sharia). The discovery of oil on March 3rd, 1953 transformed the Kingdom of Saudi Arabia from a purely trade-based economy to the largest exporter of petroleum in the world. This economical revolution paved the way for a greater industrial base and opened up the country to the business world. For those wishing to do business with Saudi Arabia an understanding of Saudi etiquette and the personal manner in which business is conducted is essential to success. Saudi Arabia Business Part 1 - Working in Saudi Arabia (Pre-departure) Working practices in Saudi Arabia Generally speaking, business appointments in Saudi Arabia are necessary. However, some Saudi business executives and officials may be reluctant to schedule an appointment until after their visitors have arrived. Appointments should be scheduled in accordance with the five daily prayer times and the religious holidays of Ramadan and Hajj. It is customary to make appointments for times of day rather than precise hours as the relaxed and hospitable nature of Saudi business culture may cause delays in schedule. The Saudi working week begins on Saturday and ends on Wednesday. Thursday and Friday are the official days of rest. Office hours tend to be 0900-1300 and 1630-2000 (Ramadan 2000-0100), with some regional variation. The concept of time in Saudi Arabia is considerably different to that of many Western cultures. Time is not an issue; therefore Saudi Arabians are generally unpunctual compared to Western standards. Despite this, it is unusual for meetings to encroach on daily prayers and you will be expected to arrive at appointments on time. Structure and hierarchy in Saudi Arabian companies. There exists a distinct dichotomy between subordinates and managers within Saudi Arabian companies. Those with most authority are expected and accepted to issue complete and specific directives to others.Age plays a significant part in the culture of Saudi Arabia. For this reason, greater respect must be shown to elders at all times. When first entering a room for example, or greeting your Saudi counterparts for the first time, you should shake hands with the most senior person first. Working relationships in Saudi Arabia Saudi Arabian business people prefer face-to-face meetings, as doing business in the Kingdom is still mostly done against an intensely personal background. Establishing trust is an essential part of Saudi business culture; therefore cultivating solid business relationships before entering into business dealings is key to your success. Respect and friendship are values that are held very highly by the Arab people. In a business setting, favours based on mutual benefit and trust are ways of enhancing these

cultural values. Due to the personal nature of business in Saudi Arabia, family influence and personal connections often take precedence over other governing factors. Saudi Arabia business Part 2 - Doing Business in Saudi Arabia Business practices in Saudi Arabia The customary greeting is As-salam alaikum, (peace be upon you) to which the reply is Wa alaikum as-salam, (and upon you be peace). When entering a meeting, general introductions will begin with a handshake. You should greet each of your Saudi counterparts individually, making your way around the room in an anti-clockwise direction. However, it is generally uncommon for a Muslim man to shake hands with a woman therefore; it is advisable for business women to wait for a man to offer his hand first. Business cards are common but not essential to Saudi Arabian business culture. If you do intend to use business cards whilst in Saudi Arabia ensure that you have the information printed in both English and Arabic. Initial business meetings are often a way to become acquainted with your prospective counterparts. They are generally long in duration and discussions are conducted at a leisurely pace over tea and coffee. Time should be allocated for such business meetings, as they are an essential part of Saudi Arabian business culture. Gift giving in Saudi Arabia is appreciated but not necessary. Gifts are generally only exchanged between close friends and are seen as rather personal in nature. It is also advised to refrain from overly admiring an item belonging to another, as they may feel obliged to give it to you. In the event that you are offered a gift, it is considered impolite and offensive if you do not accept it. Saudi Arabian business etiquette (Do's and Don'ts) DO address your Saudi Arabian counterparts with the appropriate titles Doctor, Shaikh (chief), Mohandas (engineer), and Ustadh (professor), followed by his or her first name. If unsure, it is best to get the names and correct form of address of those you will be doing business with before hand. The word "bin" or "ibn" (son of) and bint (daughter of) may be present a number of times in a persons name, as Saudi names are indicators of genealogy. DO abide by local standards of modesty and dress appropriately. As a sign of respect, it is essential to wear the proper attire during business meetings in Saudi Arabia. For men, conservative business suits are recommended. Women are required to wear high necklines, sleeves at least to the elbow, and preferably long skirts below the knee. DO maintain strong eye-contact with your Saudi counterparts and expect a closer distance during conversation in both business and social settings. Both forms of communication are ways in which to strengthen trust and show respect in Saudi Arabia. DONT appear loud or overly animated in public. This type of behaviour is considered rude and vulgar. It is important to maintain and element of humility and display conservative behaviour at all times. DONT rush your Arabian counterparts during business negotiations. Communications occur at a slower pace in Saudi Arabia and patience is often necessary. DONT assume during business meetings that the person who asks the most questions holds the most responsibility. In Saudi Arabia this person is considered to be the least respected or least important. The decision maker is more often than not a silent observer. For this reason, if you are in a business meeting, it is advised not to ask all the questions.