Doing Business in the UAE: Smart “Must-Have” Strategies

The United Arab Emirates (UAE) is a fascinating country that includes Dubai’s largest city in life, the government and banking power of Abu Dhabi, and the serene ocean views of Fujairah, as well as five other unique emirates.

In addition to glittering cities, the United Arab Emirates (UAE) offers a melting pot of cultural influences through its vast expat community and unique “Middle East meets West” business climate. If it weren’t for the desert and Emirati national dress (women wear the black Abaya robe and Shela scarf to cover their hair and body, men wear the distinguished Kandora or dishdash robe which goes from white to brown depending on the season and the Guthra headscarf), you may think you were doing business in any major western city.

Don’t be fooled by the seemingly casual and unpretentious business climate. Emiratis (citizens of the United Arab Emirates) are proud, family-centered people who take great care in selecting business partners and friends. Before leaving for the UAE for business, follow these smart strategies:

• Leave travel books in the library. Visit websites and blogs to get the “real” information you need. While travel books and tourist information can provide general descriptions, the information is often out of date and overly formal. Visit websites like: en.wikipedia.org/wiki/United_Arab_Emirates and blogs like: grapehisha.blogspot.com/ to see the true “flavor” of the country and its people.
• Get an Arabic tape or find someone who speaks Gulf Arabic to teach you basic phrases. In the UAE business world, almost everyone speaks English and they will likely greet you in English. You will make a big impression by returning the greeting in Arabic and continuing to greet people by saying, “as-salaamu ‘alaykum” (weighted spelling). Once there, ask to learn a new phrase a day and practice using the new phrases frequently. What better way to show your host and business partners that you are making a long-term commitment to their relationship?
• Pack business clothes that cover as much skin as possible (especially for women). Compared to other Middle Eastern countries (such as Saudi Arabia or Iran), the UAE is more open and informal when it comes to dressing for business and holidays. During your hotel stay, you will see a wide range of outfits. Don’t let this lead you to believe that it is socially acceptable to wear clothing that shows too much skin in the general public. Men find it easier as business suits are perfectly acceptable when visiting clients. For women, it can be a bit more complicated. If you are visiting a business based in the west and predominantly run by expats, you will see a much more casual business dress code. Women are more likely to wear skirts (no pantyhose), short-sleeved shirts, and blouses that sometimes have a low-cut cut (even by American standards). Avoid this “misstep” and dress conservatively in a business suite with long pants, shoes with covered toes, and a blouse or blouse that does not let the skin pass over the collarbone. A Pashmina scarf is a great addition to the pack, as it can serve to cover both the head and the body when needed. You never know who you will meet and being respectful of the UAE culture and its people should be your number one priority.
• Leave the alcohol at home. It may seem obvious that you should not bring alcohol into a country where it is illegal to drink in public (except in hotels), but it bears repeating. While it is legal to bring a certain amount of tax free, avoid it as any mismanagement (even if it is unintentional) can have serious repercussions (such as imprisonment and deportation). When dining out with business associates, avoid drinking alcohol even if other Westerners do.
• Learn about your host’s business, family, and experiences. Today, finding information about a person is a “Google” away. Remember to do your research before leaving. Emiratis enter into long-term business relationships with people they consider friends. By showing a genuine interest in them, their business, culture and country, it will be easier for you to connect. Look up things such as where they went to school, work history, political and government commitments, and published writings, and ask additional questions when appropriate.