Business Meeting Etiquette

• Appointments are necessary and should be made, in writing, 3 to 4 weeks in advance, although meetings with private companies can often be arranged with less notice.
• The best time to schedule meetings is in the late morning or early afternoon.
• If at all possible, try not to schedule meetings during Ramadan. The workday is shortened, and since Muslims fast, they could not offer you tea, which is a sign of hospitality.
• You should arrive at meetings on time and be prepared to be kept waiting.
• Pakistanis in the private sector who are accustomed to working with international companies often strive for punctuality, but are not always successful.
• It is not uncommon to have a meeting cancelled at the last minute or even once you have arrived.
• In general, Pakistanis have an open-door policy, even when they are in a meeting. This means there may be frequent interruptions. Other people may wander into the room and start a different discussion.
• Business meetings start after prolonged inquiries about health, family, etc.
• Meetings are formal.
• Never inquire about a colleague’s wife or daughters.
• During the first several meetings, business may not be discussed at all as the relationship is still being developed.
• Maintain indirect eye contact while speaking.

Business Negotiating

• Companies are hierarchical. Decisions are made by the highest-ranking person.
• Decisions are reached slowly. If you try to rush things, you will give offense and jeopardize your business relationship.
• It often takes several visits to accomplish simple tasks.
• If you change negotiators, negotiations will have to start over since relationships are to the person and not the company that they represent.
• Pakistanis are highly skilled negotiators.
• Price is often a determining factor in closing a deal.
• Pakistanis strive for win-win outcomes.
• Maintain indirect eye contact while speaking.
• Do not use high-pressure tactics.
• Pakistanis can become highly emotional during negotiations. Discussions may become heated and even revert to Urdu (the national language). It is imperative that you remain calm.

Business Cards

• Business cards are exchanged after the initial introduction.
• Include any advanced university degrees or professional honours on your card, as they denote status.
• Business cards are exchanged using the right hand only or with two hands.
• Make a point of studying any business card you receive before putting into your business card holder.