Follow the scenarios below to see how culturally aware of Iranian business culture you are.

1. You are sitting in the receptionist's office waiting to meet the owner of a company you would like to do business with. As the meeting he is in ends someone else enters the office, has a quick word with the receptionist who telephones through to the owner. The new arrival walks straight into the office, leaving you waiting for another half an hour. What is the explanation?
As a foreigner you are considred less important than Iranians
In Iran personal relationships take precedence over who was first in line
This has been a manouvered ploy by the owner to demonstrate he has the upper hand in any negotiations


2. You are now in the meeting with the Iranian business owner. Whenever you begin talking about your business proposal he changes the subject to discuss personal matters. Why?
He is showing no interest to test how serious you are about your proposal
This is a clear sign he does not feel he wants to do business with you
He is not interested in your proposal at this stage and wants to find out more about you personally

3. The meeting has ended and you have not managed to talk about your proposal at all. What should you do?
Thank the owner for his time and ask when your next meeting will be
Confront him about his lack of warmth towards your proposal and demand an explanation
Thank the owner, be polite but know that you shall not be doing business with him

4. Another meeting is arranged between you and the owner. However when you arrive you are met by someone else, a manager within the company who talks through your proposal with you. Why?
The owner has established he is willing to consider your proposal but will now leave the initial analysis of your proposal to a manager
The owner is not really interested in your proposal but just in case has assigned a manager to have a look
Owners usually delegate business decisions to trusted managers and occupy more ceremonial roles

5. During your meeting with the manager you become frustrated at the circular nature of the meeting. Issues are constantly revisited and concrete answers are not forthcoming. Why?
The manager does not understand the issues you have covered so needs to revisit them. He cannot give answers because he does not know them
The manager is not the decision maker in the company so is ensuring he gives an accurate picture of your proposal to the owner. He does not give clear answers as he is not willing to speak on behalf of the owner
The manager in all likelihood is a junior that has been used to gain an initial impression of your proposal. The circular nature of the meeting and his lack of answers merely reflects his lack of experience.



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