Module 1 : Understanding cultural differences

1. Intercultural awareness : the key to success in international business

• Taking stock of one's own cultural baggage
• The basics of effective intercultural management
• Identifying and going beyond cultural stereotypes

2. Key aspects of Emirati culture

• Seven monarchical emirates and a federation
• Geography, languages, a mostly foreign population
• Bedouin heritage.  The influence of the British protectorate
• The third largest oil producer in the Persian Gulf
• A high-performance educational system

3. The impact of values and behaviour patterns on professional dealings and relationships

• A Muslim culture characterised by its openness to the rest of the world
• The importance of tribal origins
• The family unit as the bedrock of identity. A duty to provide hospitality 
• The Emirati woman - between tradition and modernity
• Social distinction based on nationality: Al-Muwateneen and Al-Wafedeen
• A rigid hierarchy: respect for age and status
• Flexibility where time is concerned.

4. The Emirati corporate world

• The influence of religion on business and the pace of work.
• A virtually 100% state-controlled economy
• A horizontal hierarchy subject the authority of a leader
• Distinctions between the Emirates
• The marketplace, employment and turnover

Module 2 : Succeeding in work with the Emiratis

1. Effective communication with the Emiratis

• Building personal relationships
• The importance of verbal communication.
• A culture making extensive use of gestures.
• Respect and courtesy: a winning combination
• Arabic for day-to-day life and English for business

2. Adapting your working methods

• Establishing your authority: posture and bearing
• Local management and corporate culture
• The concentration of decision-making powers
• Building and maintaining trust and confidence: responsiveness and a willingness to listen 
• Motivating, delegating, providing feedback, issuing praise and resolving conflicts

3. Successful meetings and negotiations with the Emiratis

• The art of negotiation
• Identifying decision-makers, giving and keeping your word, providing ample documentation
• Taking care when drafting contracts
• Successful follow-up

4. Final handy tips

• Caution, patience and humility
• Protocol and etiquette
• Social standards, gifts, business cards, dress code, etc
• Sensitive subjects: politics, history, religion
• Humour: a double-edged sword