UAE
Doing Business
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Negotiating
If you change the lead negotiator, negotiations will start over.
The highest-ranking person, usually the owner whom you may never meet, makes decisions.
Decisions are reached slowly.
Emiratis are tough negotiators.
High-pressure sales tactics are counter-productive.
Repeating your main points indicates you are telling the truth.
Emiratis may repeatedly ask the same question to see if your response is consistent.
You may need to compromise on a point if someone's dignity is at stake.
There is a tendency to avoid giving bad news and to give flowery acceptances, which may only mean "perhaps".
In Abu Dhabi, all bids must be in English.
Proposals and contracts should be kept simple.
