案例分析题
Arabs consider it extremely bad manners to start talking business immediately.Even the busiest government official or executive always takes extra time to be polite and offer refreshments（点心）.No matter how busy you are，you should make time for this hospitality.
The ’conference visit’is a way of doing business throughout the Arab world.Frequently，you will have to discuss your business in the presence of strangers，who may or may not have anything to do with your business.Do not be surprised if your meeting is interrupted several times by people who come into the room unannounced，whisper，or speak softly to the person with whom you are talking，and leave.Act as though you do not hear，and never show displeasure at being interrupted.
Making decisions quickly is not an Arab custom.There is a vagueness（含糊）in doing business in the Middle East which will puzzle a newcomer.Give yourself lots of time and ask lots of questions.
Patience is an important quality.You may have to wait two or three days to see high-level government officials as they are very busy.Give yourself enough time.
Personal relationships are very important.They are the key to doing business in Arab countries.Try to identify the decision-maker regarding your product service immediately and get to know him on a friend basis.Do your homework.Be prepared to discuss details of your product or proposal.Be ready to answer technical questions.
Familiarize yourself with the Moslem and national holidays.Avoid a visit during Ramadan （拉马丹日），the Moslem month of fasting（斋戒）.Most Arab countries have six-day workweek form.Saturday through Thursday.When matched with the Monday to Friday practice in most Western countries，it leaves only three and a half workdays shared.Remember this in planning your appointments.
When an Arab says yes，he may mean ’maybe’.When he says maybe，he probably means ’no’.You seldom get a direct ’no’from an Arab because it is considered impolite.Also，he does not want to close his options.On the other hand，’yes’does not necessarily mean ’yes’.A smile and a slow nod might seem like an agreement，but in fact，your host is being polite.