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 Iraqi culture

• An ancient and impressive cultural heritage
• The impact of the invasions and of the British mandate
• A multi-confessional and multiethnic society
• Independence, the Baath dictatorship and the war with Iran
• A critical situation.  A nation of immense strategic importance internationally

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

• A warm welcome, hospitality and curiosity
• The family and the community: both vital aspects of Iraqi life
• The separation of men and women
• Propriety, detachment and a sense of honour
• A class-based society
• Religion as part of day-to-day life
• A mindset based on implicit messages and suggestibility

4. The Iraqi corporate world

• A paternalistic and hierarchical organisational structure
• A willingness to embrace western management methods
• Precision, discipline and efficiency
• The influence of the political authorities and pressure groups

Module 2: Succeeding in work with the Iraqis

1. Effective communication with the Iraqis

• The importance of body language and the oral tradition
• The important role played by networking
• Arabic and English for business
•  The vital role of the interpreter: a mediator more than a linguist

2. Adapting your working methods

• Effective management: temperance, availability and expertise
• Building trust and confidence: honesty, sincerity and an open mind
• Supervising and showing a willingness to listen
• Guaranteeing a secure working environment in order to encourage loyalty
• Pitfalls to be avoided

3. Successful negotiations with the Iraqis

• Giving relationships that personal touch: social activities outside work time
• Keeping your word: The importance attached to promises
• Carrying out activities over the long term
•  Time, priority and deadline management
•  Written contracts, their interpretation and implications
• Organising the post-negotiation phase

4. Final handy tips

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