Saudi Arabia

Traditional Saudi Communication Style

Indirect
Imply or suggest what is meant.  You must read between the lines to find the real message. Non-verbal communication may contain more of the message than the words themselves. Stories or parables may be used to make a point or expose a problem.

High Context    
The style and tone of communication varies according to those involved in the conversation. In high-context communication, the way one dresses, tone of voice and personal demeanor all carry a message.

Formal
Sensitivity to hierarchy and face-saving is very important. Ritual greetings, showing polite interest in the individual, and eye contact may seem simply like friendliness, but are an important part of the formal steps toward establishing a relationship.

Expressive
Emotional displays are common and expected. Being emotionally engaged is a demonstration of interest and of giving one’s full self to the discussion.

Circular
For those accustomed to linear communication,  conversations with Saudis may appear to weave and wander. It requires patience and a great deal of listening to understand the message.

Guidelines for Communication with Saudis

• Understand that a good personal relationship is the most important single factor in doing business successfully with Saudis.  Saudis will usually begin meetings inquiring about each other’s health and personal activities.
• Accept that verbal reticence will be highly disconcerting to the Saudis.  If you are quiet, they may simply think something is wrong.  Not only do you have to speak more when you are with Saudis, but you have to step up the volume as well at certain times in the conversation.  Loudness of voice, rising pitch and tone, even shouting, all denote sincerity in Saudi discourse.  In Saudi society it is quite normal to use speech in a rhetorical, almost aggressive manner to make a point clearly.
• Recognize that Saudis place great value on hospitality.  If you have drinks, food or snacks in the office, you should offer to share it with your Saudi colleagues.
• Learn that a Saudi is not likely to criticize your efforts openly.  He is more likely to hint that changes are needed or respond with inaction.  If phrased too bluntly, criticism of their work will be taken as a personal insult by Saudi employees.   Always avoid criticizing a Saudi colleague in front of others.
• Accept that Saudis implicitly mistrust people who are attempting to hurry or pressure them into a particular deal.  They will evaluate the source of a proposal as much as the content.  If you press for a specific time by which you want a decision, you may actually harm your chances for success.
• Be aware that Saudis are very relaxed about the timing of events.  While appointments are necessary, you might arrive to find several other business people present and several meetings occurring simultaneously.
• Recognize that Saudis love to use flattery and profession of friendship; therefore you should not hesitate to praise their country, their arts, their dress and food.
• Understand that Saudis are used to dealing with foreigners and readily forgive them for not behaving like Saudis.  The most important thing is to avoid saying or doing anything that they consider insulting or derogatory.  This includes the use of alcohol, improper dress, and over-familiarity with the few women they allow you to meet, and challenging the basic concepts of Islam.
• Saudis bring Allah into their arguments in almost every conversation.  Saudis do not like discussing unpleasant matters such as illness, misfortune, accidents or death.  They are even reluctant to tell you bad news about business, so bear this in mind when everything looks rosy.
• Recognize that Muslims pray five times a day:  at dawn (4:30-5:00 a.m.), around noon, in the afternoon between 2:00 and 4:00, at sunset, and one hour after sunset (never later than 9:00 p.m.).  At prayer time everything stops.   Plan your schedule around prayer times.

Saudi Business Patterns

• Business meetings last longer than time set
• Not all agenda topics covered
• Deviation from agenda is typical
• Interruptions are common and acceptable

Suggestion: Maneuver your chair so that you are sitting right next to the man you wish to do business with.  You have to be no more than a foot away and nearer to him than anybody else.Understand that Saudis openly discuss:

• Money
• Religion
• Politics
• Family

Because maintaining harmony is at the foundation of all communication, it is not appropriate to share strong differing opinions about religion and politics. Also, it is considered polite to inquire about a man’s family, but disrespectful to ask about his wife.