| Principles
and rules for Negotiating successfully with Arab Business Partners |
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Good negotiating is
a learned skill. There are strategies and tactics to negotiating
well. Especially the Arab world is known for their long historical
experience in doing trades and negotiations.
Whether you are in Dubai, Saudi Arabia or elsewhere in the
Arab world, you will need these negotiation skills to achieve
Win / Win result.
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negotiating with Arab Business Partners you should commit to
the following points: |
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1. |
Understand the
interests of your Arab Business Partners |
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Important interests
of the Arab side are frequently not expressed, but
are probably considered as very important. Often
it turns out that little things, like invitation
and training of high-level Arab engineers at your
plant in Europe is nearly as important as the in-time
completion of a project.
As described in our seminars, the personal contact
to your Arab Counterpart is of big importance, in
order to recognize the priorities of the opposite
side correctly. What an Arab businessman might not
address openly in a meeting, he might indicate while
having a cup of coffee in private, depending upon
the importance of his concerns or requests. |
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2. |
Prepare your strategy and
negotiations communications |
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For developing the right
strategies and tactics you have to understand the
Hierarchy structures of your Arab counterpart. |
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3. |
Understand your "BATNA"
/ test the Arab BATNA |
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BATNA is the acronym
for Best Alternative To a Negotiated Agreement.
If you look at it from the simplest standpoint,
your BATNA is the choice you can make if you conclude
that negotiating with a particular party is not
likely to yield a favorable result. You can walk
away from a negotiation if your BATNA is better
than the likely outcome of that negotiation. |
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BATNA, however, covers
far more than that. One view says that BATNA is
the measure of the balance of power in a negotiation.
If other parties need you in order to reach their
objectives, your BATNA is strong; your negotiating
circumstances are strong. |
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When dealing with Arab
Business Partners, having a strong BATNA can be
positive, but also can turn out to ruin the negotiations.
The Arab Business Etiquette asks for Gentleman behavior
in all situations of doing business. German negotiators,
when having a strong BATNA, often show a kind of
arrogance, telling the other side to “TAKE
IT OR LEAVE IT” and showing them that they
don’t have and don’t want to negotiate
with you. Such a behavior can drive a pride Arab
Businessman to leave the negotiations forever. |
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4. |
Negotiate with results and
relationship in mind; create an enduring agreement. |
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We always have to stress
on the importance of relationships when doing Business
with the Arab world. |
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5. |
Remain "principled"
with commitment in all of the above |
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| Janzir
Consult offers the following Consultancy Services for
successful Negotiations with Arab Business Partners: |
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We will let you see
the project with the eyes of your Arab Business Partner and
will assure you to recognize their complete interests. |
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We will assure that
you do the best preparation for your negotiations and projects
with the Arab world. This includes: |
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What are strategies for negotiations? |
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What are typical and often
used Arabic negotiation strategies? |
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What about the well proven
“Good, bad & arbitrator”- Strategy? How
does this work with Arab Partners? |
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How can you convert the Harvard-
concept for doing business with the Arab world? |
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How do you create alternatives?
Who of our negotiating- team can create alternatives? |
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How should you
use breaks and pauses of negotiation? |
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What can we do, when we reach
a Blocked Negotiation Situation? |
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We will instruct you
how to use your BATNA in a proper way and how to test the BATNA
of your Arab Business Partner. |
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We offer active assistance
at Negotiations |
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Understand and
evaluate Arabic adumbration |
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Evaluate Interests
and emphasis of the Arab side. |
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Estimate general
tendency of the Arab side. |
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Translation und
evaluation of Arab statements |
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Role of mediator
at blocked negotiation Situations |
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