Understanding Arabs (projection — short version) By Mr. Malek El-Khoury, Glion, July 2, 2019 << aE vp : (4) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA a | i EFTA00522007

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The Arab world includes 4 regions... North Africa (5 countries) The Middle East (5) The Gulf states (7) The African states (5) fe o~ Ik P... (4) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA EFTA00522008

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For Arabs, public is not private * The attitude of Arabs is rarely the same in public and in private ¢ The difference between the public and the private sphere is the difference between showing and being ¢ Men are mainly responsible for the public sphere (outside) * Women are mainly responsible for the private sphere (inside), but it is changing (mainly in Saudi Arabia) vee gg a 7 (4) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA PH - EFTA00522009

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Showing-off is very important... Nisplaying wealth inspires confidence Confidence attracts business and social position Business and social position are power ° Car * House ¢ Dress * Women’s jewels ¢ Standard of living ¢ «Servants» ¢ Behaviour k ao hk P. 4.) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA EFTA00522010

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Men take care of the public sphere... Men’s responsibilities traditionally are: ¢ Protection of the group he belongs to (family, clan, etc.) ¢ Their place in the society (image) ¢ Provider of money and has to assume all financial issues k P 4,) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA a ° i EFTA00522011

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..while women look for the private sphere Women’s responsibilities are: ¢ Relations between the people of the same group and with the members of other groups ¢ Education and development of the children (she prepares them for their future roles) ¢ Private matters within the group (sicknesses, weddings, etc.) ¢ In general, women are responsible for harmony within the group kb P ‘,) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA a ° EFTA00522012

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Western and Arab women Western Arab world * Greater freedom and equality * Less freedom, even if becoming better * Less respect * Greater respect * Athome: same rights as outside * Athome: almost absolute power ¢ — Try to convince and prove their competence * Try to please and seduce aN vp rl (4) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA a ' i EFTA00522013

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Receptions are key moments for networking * Most valuable means for maintaining a NETWORK ¢ Style differs from region to region * Depend on the place (public or private, house or flat, etc) * Depend on the size of the group invited * Depend on the purpose of the invitation (busi or entertainment) * It is mainly woman’s responsibility to receive - vp : 4.) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA a ° EFTA00522014

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Proper timing for arrival ¢ It is impolite to arrive on time * But it is even more impolite to arrive too late ¢ The more important you are, the later you arrive * It is good to arrive with a gift in your hand, but not flowers (have to be sent earlier) ¢ Agift will rarely be opened on the spot, so it is customary to leave a small note to show who offered the gift oo 4.) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA a ° EFTA00522015

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After receptions... * The guests should call to thank (normally the woman’s role) Thank you for Thank you * The host calls to thank for the gift Re SEO For the gift e ¢ Those chats are essential because they allow you to continue a conversation but in “private” * You often get more infos during those calls than during the reception (difference of public vs private) a pp 4.) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA a ° EFTA00522016

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Gifts for a reception ¢ Gifts are important. Without them you could be labelled as ’stingy” (one of the worst faults for Arabs) * Agift should have a ’correct” value, representing the value of the host as well as the guest * A personalized gift shows that you know the person well and that you care about her .“ mE vp ' (4) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA a EFTA00522017

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Men and women have complementary roles... ¢ After having established new relations, men and women “exchange” information about the newcomer ¢ Often it is the woman’s remarks that weigh more in the evaluation of the character of the newcomer * But inthe end, it is still the man who decides to collaborate or not with this person hk P. 4.) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA a ° EFTA00522018

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..and both should ta about the “right” things. * The objective of any conversation or relation is strengthening the network ¢ Men must strengthen the public image * Men discuss politics, business, the military * Women should discover more about the private sphere of the others * Women talk about private issues, “secret” relations, under-the-table issues ne ggg a : 4.) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA a ° EFTA00522019

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Professional gifts carry messages ¢ They are “strategic” and bear a particular value or message ¢ They show the importance of the relation between two partners ¢ They can be for an introduction or a thank-you * They may represent the company or the value of the company Lee gg a ’ 4.) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA TM EFTA00522020

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Intercultural hybridization Cultured Cultural Culture A Culture B Culture AB ~~, a 7 4.) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA EFTA00522021

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Hybrids have evolved... ° Pure traditional Arabs are very rare nowadays ° The young generation could be divided into 3 categories: 1. Those educated abroad 2. Those with a mixed education (local and foreign) 3. Those with a pure local education .= k _ k P. 4.) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA —_—_—_—_—_"_——_ a EFTA00522022

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Behavior of hybrids * Hybrids are wonderful, knowledgeable, = | adaptable people a ¢ But the extent and impact of hybridization Lae varies with each person IN J * Hybridization mostly affects the behavioral level (the global) * Emotions and basic assumptions never hybridize 4 (4.) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA a EFTA00522023

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..and have many facets ¢ Arab « hybrids » (those you meet the most frequently) can play very much on their different « backgrounds » and « belonging » ¢ « Hybrids » may react as Westerners or as Arabs or as a combination of both. > 3 P (4,) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA a ° i 4, EFTA00522024

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Last but not least, loyalty comes first! * Loyalty to the group you belong to is the most important value ¢ Therefore you may sometimes feel that friendship is less important ¢ The objective of networking and relations is to strengthen the solidarity and power of the group << o& “P... (4) © 2019 Malek El-Khoury & Institut Villa Pierrefeu SA a ° EFTA00522025