Let us further examine how some of Mr. Bell's cultural clashes can be explained. In our management training sessions, we asked groups of Arab, American, and Thai managers to list their top five values. The following table presents the responses of these three groups.

In order to succeed in your dealings with Arabs, you must show respect for the seniority of the father, boss, and leaders of the country. Bosses again will use their authority to dictate what they believe is the way to go, and their reputation will be on the line if they fail. Others will depend on the boss for decisions, whom often has to make decisions with minimal information.

These values will clash with those of most Americans. On their first encounter, the Americans' sense of equality and freedom will clash with the Arabs' emphasis on seniority and authority. American self-reliance will clash with the Arab dependence on the boss. On the other side, note how the German desire for punctuality and timeliness will clash with Arabs who believe they have plenty of time to spare. The German value of privacy will oppose the Arab value of hospitality. Keep these differences in mind when you initiate your next encounter with Arabs.

An American attending a business conference, for example, is likely to introduce themself to an Arab businessperson, then quickly walk off to talk to...