Are business practices in an Islamic country likely to differ from business practices in the US?

Answer 1

Yes. Business practices in the Islamic World differ quite substantially with those in the United States and also there is quite a bit of difference between business practices within the Islamic World (just as there are quite a few differences with how New Yorkers and Oklahomans do business).

Of course, it should be noted that key business values, such as honesty, decency, and good manners transcend cultural boundaries (including the Islamic World and the West).

Probably the biggest difference that Americans will experience when doing business in the Islamic World is that the character of the presenter and the method of presentation for any deal is usually more important than the exact terms of the deal, which are much more subject to negotiation. In the Islamic World, it is more important to establish a friendship and understanding between the parties than it is to write up an excellent thirty minute presentation. A bad personality can kill a deal even if the terms are great. Conversely, because personal relationships and negotiation are much more central to business dealings in the Islamic World, a deal that has gone south (for monetary or political reasons) can often be salvaged or further discussed if the good rapport remains.

Another key difference is timing; in the Islamic World, deadlines and other specific time requirements are much fuzzier and much more open to renegotiation and how people feel about it.