Visiting professor gives tips on doing business in the Middle East

The Fulbright scholar and business professor at King Fahd University in Saudi Arabia has come to Salem State College to "share my experience with regard to business in Saudi Arabia, and enhance the cultural relationship between Saudi Arabia and the United States."

To accomplish that mission, he has been speaking with students and business people through the college's Enterprise Center, as part of the Fulbright's Direct Access to the Muslim World program.

Al-Ghamdi describes his invitation from the U.S. government as, "a beautiful, wonderful, genuine move toward bridging the culture gap." It is a move he hopes one day will be continued by a U.S. scholar doing the same program in Saudi Arabia.

With the goal of improving business relations, he has been lecturing on everything from the lucrative investment potential in Saudi Arabia to the proper order to shake hands in a business meeting.

Al-Ghamdi said the relationship between Saudi Arabia and the United States is one that has existed for more than 80 years, with Americans investing billions of dollars in the country. But recent world events and the cultural differences may deter some from doing business with the country.

Al-Ghamdi assured local entrepreneurs that Saudi Arabia is an "oasis of political and social stability" and they need not worry about their safety. But Saudi Arabia is also a very conservative culture, and understanding the differences is important in "bridging the gap."

He views the reason for the gap as one of context. Middle Eastern countries like Saudi Arabia are what he calls high-context cultures. For them, information resides in background, basic values and shared behavioral norms. Ignorance of this context can cause American business people, who are from low-context cultures, to miss nonverbal cues or expected behaviors. That can mean inadvertently offending someone else or embarrassing themselves.

But Al-Ghamdi doesn't believe in culture clash; instead he sees cultural differences as a learning experience.

r When meeting with a group for the first time, shake hands first with the most senior man, then continue in a counterclockwise rotation.

r It is uncommon for a man to shake hands with a woman, so women should not offer their hand first and risk an awkward situation.

r Don't be overly admiring of an item that belongs to someone else. They might feel obligated to give it to you.

r It is considered impolite to refuse a gift or an invitation. Saudi Arabians are very hospitable and enjoy giving gifts.

r Be sure not to schedule appointments during one of the five daily prayer times. Ask what those times are.

r Dignity and respect are very important to Saudi Arabians, so pressure tactics that force uncomfortable positions are not received well.

r It is considered disrespectful to show the sole of your shoe to someone. Keep your feet on the floor.

Photos

Dr. Salem Al-Ghamdi is visiting Salem State College to lecture about doing business in the Muslim world. Courtesy photo