Business etiquette
As in Bahrain it is important to understand the unique differences in business culture and etiquette in Qatar and how this is influenced by the country’s culture and traditional values. Qatar is also considered a fairly liberal country when compared with other countries in the Middle East so you do not need to be overly conscious of how you behave as you might in other countries, just be respectful of local culture and beliefs. Arabic is the main language used in business communications, although English is widely used. It is useful to have any documentation printed in Arabic and learn some key phrases and terms to help with communicating and negotiating.
Working practices are very different, especially in terms of business hours and working weeks. Friday and Saturday are classed as the weekend so all businesses will be closed on these days. Business hours differ widely to the usual working hours of most European and US businesses and hours will vary during holidays so be aware of this when scheduling appointments. When booking meetings it isn’t usually necessary to schedule in advance. Qataris have a somewhat relaxed approach to time so prepare to be flexible. Avoid booking meetings during the prime vacation months of July and August. If women will be in attendance in a meeting inform your Qatari counterparts of this prior to meeting.
When greeting your Qatari counterparts take time to do so as this shows your interest and sincerity which is appreciated in Qatari culture. Handshakes can last longer than usual. Ensure that you shake with the right hand as is customary. Qataris are tactile in nature and holding hands between men is common so don’t be surprised by this. Before greeting a woman wait for her to extend her hand and if she does not do not shake hands so as not to go against cultural traditions and cause offence. The exchange of business cards is customary in Qatari business culture. After accepting a business card ensure that you look at it and keep hold of it or place it on the table in front of you as opposed to putting it away. Address your Qatari counterparts using titles and first names to show respect. It is also important that you greet and shake hands with the most senior person first.
Status and hierarchy are very important in Qatari culture. Status is not only ascribed through position but also through age, wealth and family relations. Those who have seniority hold a high level of respect and authority. Decision making in most business organisations is traditionally top down.
Establishing strong relationships is a very important part of the business culture so you should take time to get to know your Qatari business partners. The purpose of initial meetings will be relationship building. Be open and friendly and expect not to discuss business during the initial meeting. Family is a good topic to discuss however avoid asking about female family members (especially wives or daughters) as this is considered disrespectful. Also avoid talking about sex, religion or regional politics. Remain in close distance to show respect and mutual understanding and ensure that you smile and maintain eye contact as this helps to build trust.
Be careful not to use the word “no” or similarly direct negative terms. An indirect communication style is preferred in Qatar. Also spoken word is taken very seriously in Qatar business culture. If you agree to something or promise something you must follow this through as is expected.
