Module 1 : Understanding cultural differences

1. Intercultural awareness, the key to success in international business

• Taking stock of one's own cultural baggage
• The basics of effective intercultural management
• Identifying and going beyond cultural stereotypes

2. Key aspects of Moroccan culture

• A multifaceted kingdom
• Separate ethnic groups: Arabs and Berbers
• Religious coexistence: Islam, Christianity and Judaism
• The legacy of the protectorates and Arab-Muslim nationalism
• The Moroccan monarchy: change through continuity
• Territorial points of contention: the  maghzen
• The weaknesses and opportunities of the Moroccan economic model

3. The impact of values and behaviour patterns on professional dealings and relationships

• The influence of Islam on Moroccan behaviour
• An immeasurable view of time: the importance of the collective mindset
• Hospitality and courtesy.  Honour and loyalty
• Clans and networks.  Inequality of opportunity and zakat
• Moroccan women on the road to emancipation

4. The Moroccan corporate world

• From small companies to world class firms
• The role of the state and the authorities: an extensive bureaucracy
• Understanding the Moroccan hierarchy: a respect for age and status
• Pragmatism and adaptability.The importance played by emotional aspects.
• A general set of rules with countless exceptions

Module 2 : Succeeding in work with the Moroccans

1. Effective communication with the Moroccans

• The Arabic-speaking and French-speaking worlds
• Body language. Attention to one’s appearance: charisma and eloquence
• The verbal promise: a declaration of good intentions
• Qualifying your statements. The importance of “getting it in writing”.
• Networking and the flow of information
• Advertising

2. Adapting your working methods

• Building confidence: patience and flexibility
• Effective management: an emphasis on subjective aspects.
• Conflict avoidance and resolution: tempering criticism with euphemisms
• Pitfalls to be avoided
• Decision-making processes
• Politeness and a keen sense of service

3. Successful meetings and negotiations with the Moroccans

• The preparatory phase
• The joys of haggling
• Identifying decision makers and priorities
• The importance of middlemen
• Moroccan-style time management: work and pleasure
• Attitudes to contracts and their implications: a one-to-one commitment
• Learning to compromise

4. Final handy tips

• Caution, patience and humility
• Protocol and etiquette
• Social standards, gifts, business cards, dress code, etc
• Sensitive subjects: politics, history, religion
• Humour: a double-edged sword