Religion and family are typically prioritized over work. The western notion that "business is business and personal is personal" doesn't apply. Business in the Middle East is personal.
"It is seen as very disrespectful to just dive into business. You don't interrupt someone unless it's something that may cause a financial problem, or affect the way they provide for their family. You also have to have patience and not demand an immediate answer." — David Hanzal
It would be highly inappropriate to bring alcohol as a friendly gesture or order alcohol during a dinner meeting (unless you've otherwise been given the cue that it is okay). Everyone has their own levels of observance, and country laws and flexibility differ.
"Bringing a bottle of booze is a great way to end any relationships in the Middle East. Avoid eating or offering from a pig too. It's considered a dirty animal." — David Hanzal
In the Middle East it is preferred to use titles and surnames when addressing clients and partners.
"I'm always addressed as Mr. Hanzal, or, Engineer David. It is proper to use full name in e-mails and a Mr./Mrs. when meeting in person. If you are a male and planning on doing business with a woman, be very cautious when shaking hands. Only do so if she extends her hands first. Don't spend a lot of time looking her in the eyes, and certainly do not touch her." — David Hanzal
Additionally: avoid using your left hand when touching things, as it is seen as unclean. Never cross your legs and show the sole of your shoes — this is considered an insult.
When your business associate is ready to talk business, they will. Business is often conducted over a meal or in the company of a client's family. Hanzal suggests taking time getting to know a client. Discussing sports, family and hobbies are welcome — the Middle East peace process, less so.
"Enjoy your conversations, enjoy getting to know them on a personal level, and just understand that it is an honor for them to let you into their life. It will go a long way in your business relationship knowing that you respect them. They will not only be a good business associate of yours, but will also consider you a good friend, which also is an honor." — David Hanzal
The workweek is typically Saturday to Wednesday, with Thursday and Friday as the weekend. However, in the UAE it is Sunday through Thursday.
"Do not bother anyone on Friday, it is their most holy day." — David Hanzal
Westerners are notoriously uncomfortable with haggling. When selling goods or services, negotiations are a core part of the culture.
"A better price will always be asked for no matter what is being offered. I see people come in on their first project and lose their shirts because they didn't anticipate there would be negotiations. Keep it reasonable, but make sure you're comfortable with some wiggle room when closing the deal." — David Hanzal
After years of doing business in the Middle East, Hanzal knows that to be most effective, he should get as much work done as possible before Ramadan begins.
"I bank as much work as I can before everyone shuts down and stops working, because often I won't get a response until Ramadan is over." — David Hanzal
After Ramadan there is a lot of catching up to do. Prepare with lists that outline what needs to be done immediately.
"There is an understood sense of 'we need it yesterday' in the Middle East. I prepare a list of the most pending issues and address them first, but I am careful not to let anything seem less important. I am firm that all issues will be addressed." — David Hanzal
Arriving early is a significant sign of respect in the Middle East.
"Foreigners are especially expected to be on time. The truth is they are rarely on time themselves — they kind of consider you late if you come on time and on time if you come early." — David Hanzal
A raised voice doesn't mean someone is angry or argumentative. High voice volume is culturally often a tool for asserting power and leadership.
"Meetings can get crazy sometimes. Don't be intimidated. It's a good way to figure out who is running things." — David Hanzal