In Iran, people tend to do business with people they know because of the family-centered model of business. If you are someone who wants to do business with an Iranian who you do not know personally, you should spend time getting to know that person first. Personal relationships become the center of your ability to do business. In order to make a good impression you should also dress well and stay at a high class hotel. This is because status is very highly regarded in Iranian society.
When planning for the meeting, it is prudent to schedule the meeting six weeks to one month in advance and then confirm the appointment about a week before the appointment. As stated in an earlier post though, business slows down during Ramadan so meetings should be avoided during this time.
When arriving for your appointment it is respectful to be on time! Again, this is another example of how Iran represents a monochronic society. Initial meetings will usually not have anything to do with business. Instead the meeting will most likely focus on building a personal relationship between you and the Iranains. It takes some time for Iranian business people to become comfortable with foreign business men. Because of this you can expect to be treated in a sort of cold or formal manner.
During meetings it is very disrespectful to look at your watch. If you constantly worry about the time you will be considered untrustworthy. Meetings in Iran are also interrupted frequently so you will need to be patient as well. In order to remain professional, do not remove your jacket unless asked to do so. Also, as a matter of courtesy, present all written documents in both English and Farsi.
Iranian business negotiation can be hostile at times. Iranians tend to show emotion or even walk out of meetings if they do not like your proposals. You should be careful not to "drive a hard bargain" this will mostly work against you. Also, if you are under a time constraint, be careful how much information you divulge about it. Iranians will use your time constraints against you if they are aware of them.
Comments