Mariell C.

Intoy
BSBA-MA/4th year

Technical Writing/ MWD/3:30-4:30pm

Dean Paz Bobadilla

Business Etiquette
Although Qataris are used to dealing with foreign business partners and negotiating business matters in English, expats
should always prepare material and paperwork in Arabic.
The work pace is slightly slower than what most Western expats may be used to.
Qataris take their time to establish personal relationships with their business partners.
The family always has highest priority in Arab culture.
Businesswomen should be treated with the utmost respect. This also means that expats should not shake a womans hand
unless she offers to do so.
Business Culture
As an Islamic state, alcohol sale is strictly regulated and pork products are banned.
Qatars legal system works on a mix of civil law and Islamic law
Dress code for men is suits, while women are expected to cover their elbows and knees.
Arabic is the national language of Qatar, but English is widely spoken, especially in business.
Normal business hours are 8 a.m. to 12 noon and 4 p.m. to 7 p.m. Saturdays to Thursdays, with many offices closed on
Fridays.
Organisational structure
Status and wealth are very important in Qatari culture, with senior managers commanding a high level of authority and
respect. This is reflected in the typically hierarchical structure of Qatari-owned businesses, where decision making is
usually top down. However, some international businesses operating in Qatar may operate a flatter organisational
structure.
Management style
Management in Qatar can appear quite dictatorial because of the tendency to defer to senior people. Although they may be
asked to contribute an opinion or idea, once a decision is made employees are given clear instructions and expected to
follow them to the letter. The pace of decision making may sometimes be slower than in other countries, but efficiency is
valued amongst the workforce.
Formality
Qataris can be quite formal, so you will probably be addressed by title before moving to a first name basis. Some visitors
find the use of given names, ancestral names and family names confusing to begin with, so if in doubt ask what the person
prefers to be known as. With high-profile contacts, it may be appropriate to use their Arabic titles such as Sheikh or
Hajji. If you are offered a business card, show your respect by looking at it carefully then either keeping hold of it or
placing it on the table in front of you rather than putting it away.

Relationships
Strong relationships are central to Qatari business culture, so take the time to get to know the people you meet. Dont
expect to talk business at the first meeting initial contacts often feel more like a social occasion than a business event,
but the purpose will be relationship development. Be open and friendly, and keep the conversation neutral steer clear of
religion and politics. Family is a good topic to discuss, but avoid asking about female family members as this is
considered disrespectful.
Dress code
While some business people in Qatar wear traditional Arab business dress, the high proportion of international businesses
operating there means most wear western clothing. However, it is important for both men and women to dress
conservatively in respect of Islamic custom. Women should select modest blouses and suits that cover their knees and
elbows, and men should wear either a business suit or long-sleeved shirt and lightweight trousers.
Greetings
Enthusiastic greetings are important to Qataris, so take the time to make a good impression. Greet the most senior person
first, and always use your right hand to shake hands. Handshakes can last longer than usual as Qataris are generally quite
tactile. Dont be surprised to see men holding hands as this is common in the Middle East and does not carry the same
connotations as elsewhere in the world. When greeting women, wait to see if you are offered a handshake rather than
initiating physical contact yourself.
Punctuality
Qataris are quite relaxed on punctuality, so while its best to turn up on time for meetings, dont necessarily expect the
same from your contacts. It is not always necessary to book meetings in advance, but if you do and someone arrives late it
should not be taken as a sign of disrespect or disinterest as it will not be intended as such. Note that many meetings take
place in the evening in Qatar, so be flexible enough to accommodate this.
Meetings
Meetings can appear quite chaotic, with no fixed agenda and numerous digressions. Dont be surprised if you are
interrupted by phone calls, requests for signatures or other points of urgent business. Often, meetings are lengthy, but if
you remain patient they can be very productive. Avoid being pushy or aggressive when selling but expect to negotiate
extensively. Be careful not to use the word no or any other directly negative terms as a more indirect communication
style is preferred in Qatar. Finally, make sure you can deliver on anything you promise as verbal agreements are taken
very seriously.
Cultural sensitivity
Qatar is fairly liberal compared with other countries in the Middle East, but you should still be respectful of local culture
and beliefs. Be aware of your body language as pointing with your finger and showing the soles of your shoes can both be
considered rude. Although alcohol is available in hotel bars and restaurants, most Muslims do not drink so it may be best
to stick to soft drinks when meeting your Qatari colleagues over dinner.
Business language
Arabic is the main language of Qatar but English is widely spoken as the international language of Qatars cosmopolitan
business community. When doing business it is useful to have your documentation printed in both Arabic and English, and
learning a few phrases of Arabic always gives a good impression even if your contacts speak impeccable English.