Dealmaking with Arabs the theme of talk in Campinas

21 de junho de 2016

São Paulo – Next Thursday (23) in the city of Campinas, São Paulo, the lecture Como Negociar com o Mercado Árabe (How to do business with the Arab countries) will feature Michel Alaby, CEO of the Arab Brazilian Chamber of Commerce, and Janaina Azevedo, commercial manager of the meat packing company Minerva. The event is part of the 35th anniversary of the spreading of awareness of Arab culture in the city by Instituto Jerusalém (the Jerusalem Institute). The lecture is being organized by the Center of Industries of the State of São Paulo (Ciesp).

“The idea of the event is to show the potential of the Arab world in terms of trade. To show local businesspersons what it is like doing business with the Arab countries,” says Alaby. According to the CEO, several industries active in Campinas could potentially export to the Middle East and North Africa.

“The region holds promise in sales of foodstuffs, agricultural machinery and equipment, medical and hospital equipment and cast components such as steel for the steel industry,” the CEO explains.

With 15-plus years’ experience working in Arab markets, Janaina Azevedo will speak on her hands-on experience in selling food to those countries. “I believe it’s a more challenging endeavor. You need to be extremely serious. There are things that you say that don’t need to be written down. They will remember the deal they made with you ten years down the line,” the executive says regarding the Arab style of negotiation.

She recounts how she had to study the culture and do research on the region’s customs so that she could talk business more easily with Arab buyers. According to the executive, learning about the local habits is the key to successful dealmaking in Middle Eastern and North African countries.

According to her, unlike American or German executives who like going straight to the point, Arabs enjoy a good conversation before they talk business. “With the Arabs, you need to build a greater rapport. They like you to speak and they also very much like you to listen,” she points out.

Azevedo is currently in charge of doing business in Qatar, Kuwait, the United Arab Emirates, Egypt, Lebanon, and Saudi Arabia. She travels to the region two or three times a year.

The lectures will be attended by Ibrahim Alzeben, the ambassador of Palestine in Brazil and dean of the Council of Arab Ambassadors in Brazil, and Malek Twal, the ambassador of Jordan in Brazil.

Quick facts
Lecture "Como Negociar com o Mercado Árabe" (How to do business with Arab countries)
June 23, 8:30am
Where: Ciesp – Campinas
Rua Padre Camargo Lacerda, 37
Free of charge. Interested parties should confirm their attendance here (in Portuguese)

*Translated by Gabriel Pomerancblum