Haggling prices
As the largest part of the Egyptian people are quite poor, tourism in Egypt is a very important business to make some money. As people from the Western European countries and for example the United States are not very used to haggle the prices in such a large extend and would see it as impolite, Egyptians in most cases make a lot of profit out of knowing this as haggling prices is a part of their culture
Role of women
Besides the extend of haggling prices, the role of woman in Egypt is quite different as it is in for example Western Countries. In this country the male population plays a far more dominant role than the female population does. In business the higher positions are allocated to male only. Because of the dominant role of male, it is not appropriate for woman to show their own point of view openly. This means that when they do not agree with their husband or other man, they should never make this clear by saying this openly, because this would be seen as letting down the other person. This cultural aspect leads to the fact that woman in Egypt are less assertive and more docile as the woman in for example Western European countries.
As shown in the storyboard this cultural difference between Egypt and for example the Netherlands can be seen very clear, when placing a Dutch couple in a Egyptian store to buy some souvenirs. As in the Netherlands man and woman are seen as equal, the Dutch couple will deliberate for knowing both opinions before buying something. For an Egyptian this seems very strange, as he is used to the fact that the man normally decides on his own what to do. Dutch woman are also quite assertive which means that they will take a part in the discussion or negotiation. This is difficult for an Egyptian to understand and his contra reaction normally will be neglecting the lady to let her know she is not a dignified interlocutor for him and that she is taking part in business which she is not asked for by himself. However, as assertive as she is, the Dutch woman will feel herself quite offended by this neglecting behaviour, as contra reaction she mostly will chose to become even more assertive, which will lead to the fact the Egyptian man only get more annoyed by her.
As shown in the storyboard this cultural difference between Egypt and for example the Netherlands can be seen very clear, when placing a Dutch couple in a Egyptian store to buy some souvenirs. As in the Netherlands man and woman are seen as equal, the Dutch couple will deliberate for knowing both opinions before buying something. For an Egyptian this seems very strange, as he is used to the fact that the man normally decides on his own what to do. Dutch woman are also quite assertive which means that they will take a part in the discussion or negotiation. This is difficult for an Egyptian to understand and his contra reaction normally will be neglecting the lady to let her know she is not a dignified interlocutor for him and that she is taking part in business which she is not asked for by himself. However, as assertive as she is, the Dutch woman will feel herself quite offended by this neglecting behaviour, as contra reaction she mostly will chose to become even more assertive, which will lead to the fact the Egyptian man only get more annoyed by her.
Religion, social and cultural aspects
The role of woman in Egypt can partly be derived from the Islam religion they adhere to in most cases. However, Madiha El-Safty of the department of Sociology, Anthropology, Psychology, Egyptology of the American University in Cairo, Egypt, writes that in order to understand the predicament of Muslim woman in Egypt, one should look beyond the religion. Whereas the Islam mostly is blamed for discriminatory practices against woman, it has also to do a lot with strong social and cultural forces which shape their position in society. Over the years woman have gained more rights, but they often continue to suffer as these rights are often not put into practice because of social and cultural influences (1).
However, the Egyptian leader has imposed (nearly tyrannically) a non Muslim system by strong means. Likely that could also explain that it is changing slowly.
An interesting article about gender-role attitudes among Egyptian Adolescents, written by Barbara S. Mensch, Barbara L. Ibrahim, Susan M. Lee, and Omaima El-Gibaly(2), shows us that the role and behaviour of woman indeed still is an integral part of the Egyptian culture. In their article they refer to research done by El-Kholy in 1997 under young adolescents (16-19 years) about gender-role attitudes. When it comes to statements whether wives should defer to their husbands, a fairly patriarchal view of relations between husband and wife emerges. The vast majority of both boys and girls agree that the wife “must have her husband’s permission for everything.” A smaller, though still substantial proportion believe that a wife must accept a husband’s opinion if she differs with him, that a wife must defer to the husband when it comes to spending “money left over after household’s needs are met,” and that a wife must comply with the husband’s views about childbearing.
Children are as you raise them. The child period in life can be characterized as the period wherein the personality is developed. In this case it explains that the majority still has the same values. Why changing if your frame of reference is not favourable for changing? Looking back in history from this point of view we can refer to the Hitler youth or the many civil wars in Africa where many indoctrinated children where taught to fight.
(1) Madiha El-Safty – http://www.springerlink.com/content/u316170473t21144/
(2) http://www.popcouncil.org/pdfs/councilarticles/sfp/SFP341Mensch.pdf
However, the Egyptian leader has imposed (nearly tyrannically) a non Muslim system by strong means. Likely that could also explain that it is changing slowly.
An interesting article about gender-role attitudes among Egyptian Adolescents, written by Barbara S. Mensch, Barbara L. Ibrahim, Susan M. Lee, and Omaima El-Gibaly(2), shows us that the role and behaviour of woman indeed still is an integral part of the Egyptian culture. In their article they refer to research done by El-Kholy in 1997 under young adolescents (16-19 years) about gender-role attitudes. When it comes to statements whether wives should defer to their husbands, a fairly patriarchal view of relations between husband and wife emerges. The vast majority of both boys and girls agree that the wife “must have her husband’s permission for everything.” A smaller, though still substantial proportion believe that a wife must accept a husband’s opinion if she differs with him, that a wife must defer to the husband when it comes to spending “money left over after household’s needs are met,” and that a wife must comply with the husband’s views about childbearing.
Children are as you raise them. The child period in life can be characterized as the period wherein the personality is developed. In this case it explains that the majority still has the same values. Why changing if your frame of reference is not favourable for changing? Looking back in history from this point of view we can refer to the Hitler youth or the many civil wars in Africa where many indoctrinated children where taught to fight.
(1) Madiha El-Safty – http://www.springerlink.com/content/u316170473t21144/
(2) http://www.popcouncil.org/pdfs/councilarticles/sfp/SFP341Mensch.pdf
Arab Negotiation Culture
Linked to the storyboard “a Dutch negotiating adventure in Egypt” it is also interesting to dive a little deeper in the Arabian negotiating culture. The Arab world, including Egypt, is known for their long historical traditions in negotiating and doing trades. To create a win-win result, which is the most preferable in these region, good understanding of their negotiating skills is necessary. For a overview of these skills we refer to figure 1 below.
Figure 1. Overview negotiating skills Arab world (1).
De points viewed in figure 1 are very essential when negotiating with Arab business partners. We will explain these points further.
1. Understand the interests of your Arab business partners.
Things which are important for Arabs are frequently not expressed in that way. Often little things like for example inviting and training high-level Arab engineers at your European plant, turn out to be nearly as important as completing a project in time. Personal contact is of great value in the Arab world and is also needed to understand and recognize their priorities correctly. One should be aware of the fact that Arab businessmen regularly tell more about their concerns or requests when having a cup of coffee than addressing it openly in a meeting
2. Prepare your strategy and negotiations communications.
For developing the right strategies and tactics you have to understand the hierarchy structures of the Arab counterpart.
3. Understand your BATNA / Test the Arab BATNA.
BATNA means: Best Alternative To a Negotiated Agreement.
Explaining this term in its simplest way, it means that your BATNA is the choice you can make to walk away instead of concluding a specific deal, because your BATNA is a better outcome than the expected outcome of the negotiation.
BATNA also is the measure of the balance of power in a negotiation, because when other parties need you in order to achieve their objectives, you have a strong BATNA (and strong negotiating circumstances).
One should be aware of the fact that having a strong BATNA can be positive in terms of negotiating, but can also turn out to be dramatically. It is very important to stay friendly and behave as a gentleman even when having a strong BATNA, because this is the behaviour Arab people prefer in all situations. Often we see that countries which score higher on individualism instead of collectivism, show a kind of arrogance when having a strong BATNA. Their “take it or live it” mentality can lead to the fact that a pride Arab businessman will leave the negotiations forever.
4. Negotiate with results and relationship in mind; create an enduring agreement.
When doing business with the Arab world, one should always stress on the importance of relationships. Focussing mainly on getting the deal done will not have the same (positive) effect as it often has in the Western European Countries and the US.
5. Remain “principled” with commitment in the four above mentioned points of attention.
(1)
Figure 1. Overview negotiating skills Arab world (1).
De points viewed in figure 1 are very essential when negotiating with Arab business partners. We will explain these points further.
1. Understand the interests of your Arab business partners.
Things which are important for Arabs are frequently not expressed in that way. Often little things like for example inviting and training high-level Arab engineers at your European plant, turn out to be nearly as important as completing a project in time. Personal contact is of great value in the Arab world and is also needed to understand and recognize their priorities correctly. One should be aware of the fact that Arab businessmen regularly tell more about their concerns or requests when having a cup of coffee than addressing it openly in a meeting
2. Prepare your strategy and negotiations communications.
For developing the right strategies and tactics you have to understand the hierarchy structures of the Arab counterpart.
3. Understand your BATNA / Test the Arab BATNA.
BATNA means: Best Alternative To a Negotiated Agreement.
Explaining this term in its simplest way, it means that your BATNA is the choice you can make to walk away instead of concluding a specific deal, because your BATNA is a better outcome than the expected outcome of the negotiation.
BATNA also is the measure of the balance of power in a negotiation, because when other parties need you in order to achieve their objectives, you have a strong BATNA (and strong negotiating circumstances).
One should be aware of the fact that having a strong BATNA can be positive in terms of negotiating, but can also turn out to be dramatically. It is very important to stay friendly and behave as a gentleman even when having a strong BATNA, because this is the behaviour Arab people prefer in all situations. Often we see that countries which score higher on individualism instead of collectivism, show a kind of arrogance when having a strong BATNA. Their “take it or live it” mentality can lead to the fact that a pride Arab businessman will leave the negotiations forever.
4. Negotiate with results and relationship in mind; create an enduring agreement.
When doing business with the Arab world, one should always stress on the importance of relationships. Focussing mainly on getting the deal done will not have the same (positive) effect as it often has in the Western European Countries and the US.
5. Remain “principled” with commitment in the four above mentioned points of attention.
(1)
Comparison Dutch and Egyptian culture by cultural dimensions of Hofstede.
A way to compare the Dutch and Egyptian culture is using the cultural dimensions of Hofstede. For a comparison of these two countries (Egyptian is part of the Arab world) we refer the graph and table below.
Graph 2: Comparison cultural dimensions Netherlands and Arab World.
Table 1: Scores cultural dimensions Netherlands and Egypt
When looking at graph 1 and table 1 we see big differences in the scores between these two countries. Large power distance (80) and uncertainty avoidance (68) are the main characteristics for Egypt (Arabian World). This is an indication that it is expected and accepted that leaders in this country separate themselves from the group and issue complete and specific directives. When these two dimensions are combined, it creates a situation where leaders have very high power and authority in order to enlarge their control. In these societies we often see high-orientation on rules, regulations and laws, this in order to reduce the amount of uncertainty. However, inequality of power and wealth are allowed to increase within these societies, mostly this is rather accepted in these countries by the society and their cultural heritage. This contrary to the Netherlands where the power distance and uncertainty avoidance are very low.
Another big difference between the countries is the fact that the Netherlands score high on individualism where as Egypt turns out to be a country that scores very high on collectivism. This means that Egyptian people have the tendency to belong to groups and look after each other in exchange for loyalty whereas in the Netherlands people have the tendency to look after themselves and their immediate family only.
.
Graph 2: Comparison cultural dimensions Netherlands and Arab World.
Table 1: Scores cultural dimensions Netherlands and Egypt
When looking at graph 1 and table 1 we see big differences in the scores between these two countries. Large power distance (80) and uncertainty avoidance (68) are the main characteristics for Egypt (Arabian World). This is an indication that it is expected and accepted that leaders in this country separate themselves from the group and issue complete and specific directives. When these two dimensions are combined, it creates a situation where leaders have very high power and authority in order to enlarge their control. In these societies we often see high-orientation on rules, regulations and laws, this in order to reduce the amount of uncertainty. However, inequality of power and wealth are allowed to increase within these societies, mostly this is rather accepted in these countries by the society and their cultural heritage. This contrary to the Netherlands where the power distance and uncertainty avoidance are very low.
Another big difference between the countries is the fact that the Netherlands score high on individualism where as Egypt turns out to be a country that scores very high on collectivism. This means that Egyptian people have the tendency to belong to groups and look after each other in exchange for loyalty whereas in the Netherlands people have the tendency to look after themselves and their immediate family only.
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