São Paulo – Cultural, religious and business characteristics of Middle Eastern and North African nations were the theme of the workshop Cultural Aspects and Negotiation with Arab Countries (or Aspectos Culturais e Negociação com os Países Árabes, in Portuguese) presented this Wednesday (16th) by Michel Alaby, CEO of the Arab Brazilian Chamber of Commerce, at the organization’s head office, in São Paulo. The event also had the attendance of Orlando Sarhan, former president and current member of the organization’s board of administrators, and Ramez Goussous, the institutional and international relations advisor of the board.
At the event, aimed at executives willing to do business in the region, Alaby presented the main characteristics of the business environment in the Arab countries, such as the religious resolutions that influence business, interpersonal and communication relations, languages spoken in the region, the Arab way of negotiating, among other topics. “Without knowledge on the culture it is very hard to sell,” pointed out Alaby.
“Arabs, by definition, are good negotiators. They can bargain, pay cheaper, always ask for 20% to 30% discounts,” stressed the businessman. The CEO also pointed that, for the Arabs, the person who they are negotiating with is more important than the company this person represents.
Alaby demystified the role of women in the business environment. “It is often said that they do not like to do business with women. That is a lie. Women are very well regarded,” he claimed.
Questioned about doing business during the Ramadan, which started on June 28th and should continue until July 28th this year, Alaby answered that, at this time, “business operations decrease.” “It is a period for reflection. It is not an appropriate period for doing business,” he warned.
The CEO also recalled the important role Islam has in the Arab world. “Religion defines behaviour, dressing code and what should be consumed.” Alaby pointed out that sharia, Islamic law, has an influence on several aspects of the life of people and companies, such as finances, penal code, ethics, prohibitions (such as alcohol and pork), marriage and life in society.
To highlight positive aspects of each company, Alaby stressed the importance of setting apart Brazilian and Chinese products, as the competition from the Asian country is strong in the Arab market. According to him, it is also important to show that the company follows sustainability standards and respects the environment, besides listing other countries the company may already be exporting to.
In the end, to close deals with the Arabs, patience is required. They value personal relations with buyers. “It is rare for a deal to be closed immediately. Sometimes it takes six months, sometimes a year to get to know each other,” he added.
Big 5
Alaby also spoke about Big 5 construction fair, the largest sector event in Middle East, which takes place in Dubai, in the United Arab Emirates. This year, the exhibition is to take place between November 17th and 20th.
Brazilian participation is being organized in a partnership between the Arab Chamber and Brazilian Export and Investment Promotion Agency (Apex-Brasil). Registration for the fair is open until August 8th. Five companies have already registered and there is room for three other companies at the stand.
During the presentation, Alaby showed that, in 2013, Brazil exported US$ 13.6 million in construction material to Gulf countries. He also pointed out several civil construction projects the region’s nations have.
“Dubai will host Expo 2020. As a matter of fact, it will have the largest mall in the world,” said the businessman, who stressed that the emirate has already got the largest shopping mall in the planet, but is planning on building another one even larger.
On the national participation, he said that, from 2005 to 2014, 105 different Brazilian companies displayed at the event with support of the Arab Chamber and Apex.
During 2013’s edition, Brazilian participants estimated at US$ 7.1 million business under way. “2013’s edition had 74,382 visitors, 23.3% more than the previous edition,” pointed out Alaby.
Service
Feira Big 5
De 17 a 20 de novembro
Em Dubai, Emirados Árabes Unidos
Inscrições até 08 de agosto pelo site http://www.apexbrasil.com.br/inscricoes/big5/02/index.htm
Mais informações estão disponíveis com a Apex-Brasil pelo telefone (61) 3426-0202 ou pelo e-mail apexbrasil@apexbrasil.com.br, e com o Departamento Comercial da Câmara Árabe, pelo telefone (11) 3147-4066 ou pelo e-mail members@ccab.org.br.
Site da feira: www.thebig5.ae
Big 5 construction fair
From November 17th to 20th
In Dubai, United Arab Emirates
Registration until August 8th through the Apex website http://www.apexbrasil.com.br/inscricoes/big5/02/index.htm (in Portuguese)
For further information, please contact Apex-Brasil at (+5561) 3426-0202 or mail to apexbrasil@apexbrasil.com.br., and with the Commercial Departament of the Arab Chamber, at (+5511) 3147-4066 or mail to members@ccab.org.br.
Big 5 fair website: www.thebig5.ae
*Translated by Rodrigo Mendonça
