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 Qatari culture

• A peninsular state in the Persian Gulf
• A highly international population
• The Islamic tradition
• An economy undergoing extensive reconversion

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

• The Sunni tradition as part of day-to-day life
• Hospitality and kindness
• Solidarity within the family and the community
• Qatari women: going beyond the stereotypes
• The time cycle

4. The Qatari corporate world

• A strict hierarchy
• The importance of intermediaries
• The role of migrants in the economy
• A commitment to quality

Module 2 : Succeeding in work with the Qataris

1. Effective communication with the Qataris

• The verbal aspect
• The importance of personal relationships and networking
• The use of English for business
• Deciphering non-verbal communication in order to avoid pitfalls

2. Adapting your working methods

• Effective management: prudence, a willingness to listen and firmness
• Encouraging initiative
• Dealing with touchy or sensitive people
• Convincing others: winning colleagues over

3. Successful meetings and negotiations with the Qataris

• Establishing your personal credibility
• Meeting the right people
• An ability to listen and hear
• Time, priority and deadline management
• Understanding written contracts, their interpretation and implications
• Organising the post-negotiation phase

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