The cultural context in which parties negotiate in an international environment plays a crucial role when reaching agreements with counterparts whose customs differ from, and are sometimes unfamiliar to, their own. The intercultural adaptation required for this type of negotiation is substantial, with competencies deeply rooted in traditional culture and aspects that differ substantially from those of the Western world.
Dr Elashmawi, an Egyptian consultant and expert in intercultural relations, states that “beyond price, good products, and quality of service, intercultural competence is the most important skill when working and doing business with organisations from Arab cultures.” Therefore, knowledge, profound respect, and sensitivity toward the traditions, customs, and cultural and religious particularities of the other negotiating party are essential for building bonds that lead to a solid and fruitful business relationship.
Egypt’s legendary culture shares strong ties with most Arab countries. It is deeply rooted in the principles of their religion, Islam, which thoroughly and rigorously determines numerous patterns of daily behavior and significantly influences business practices.
Even so, Egyptians maintain a unique identity; it is one of the most approachable Muslim countries, and venturing into the world of negotiation with them can be a very enriching experience, considering that “they are generally ambitious and results-oriented. They are excellent negotiators,” as William Dávila, an expert in strategic business development and Director of Corporate Relations at IE Business School, describes it.
In this context, protocol structures the negotiation process, meticulously attending to every detail of the agreement. In Egyptian business culture, the preliminary stage emphasises building strong relationships and mutual trust before addressing the specifics of an agreement.
To build friendly business relationships, face-to-face interaction is essential. Preliminary talks often focus on personal matters and include information considered private in the West. This slows negotiations, as Egyptians prioritise long-term partnerships; several meetings may be necessary to reach an agreement. Calmness and respect for these moments are crucial for success.
It is decisive in negotiations not to schedule meetings solely on official Islamic holidays and celebrations, such as Eid al-Fitr and Eid al-Adha, which mark the end of Ramadan, and the Hajj pilgrimage, whose exact dates are based on the lunar calendar and vary from year to year. The Islamic New Year, also known as the Hijri New Year, is celebrated according to the lunar calendar. According to Egyptian Law No. 60 of 1975, the following dates must also be observed: Revolution Day, July 23 (commemorating the 1952 revolution that overthrew the monarchy), Sinai Liberation Day, April 25 (celebrating the liberation of the Sinai Peninsula from Israeli occupation in 1982), May 1 (celebrating International Workers’ Day), and Sham El-Nessim (Festival of Spring, the Monday following Coptic Easter Sunday).
A key detail to consider when doing business with Egyptians and other Arab countries is the difference in the work week. Friday is a holy day in Islam, so the weekend runs from Friday to Saturday, and the week begins on Sunday.
Once this foundation of trust is established in the preamble to the agreement, Egyptian business culture, its approaches, and strategies must be taken into account in the negotiation, as they will undoubtedly guide it. With particular regard to punctuality, unlike in the Western world, time flows differently for them, so they do not prioritise strict adherence to appointments or deadlines. Egypt has a pyramidal hierarchical structure, with power aligned to position, and an unequal authority structure known as “power distance,” meaning that negotiations must be conducted by individuals of the same status and hierarchical rank.
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Written by María Amorós, Expert in Protocol and Institutional Relations.
12 January 2026, Spain
Category: Business Protocol
Reference: MA120126BP
