“How many cups of coffee does it take to close a deal in the Middle East?”

Investing in long-term liaisons is key to forging successful business relationships in the Arab Gulf.

Taking the time to get to know potential business partners in the Middle East, is more than just courtesy. It is an intrinsic part of the region’s deal-making and can help novices to the region navigate the complex web of customs, regulations and customer/supplier relationships.

How can I develop business relationships in the Middle East? Is networking in Dubai different from networking in Abu Dhabi? These questions were raised during a panel discussion I recently moderated in Dubai as a part of an INSEAD networking conference (which included the Middle Eastern launch of my book “Network Advantage: How to Unlock Value from Your Alliances and Partnerships”).

The discussion involved INSEAD MBA students and senior business leaders from the U.A.E., including Mishal Kanoo (Deputy Chairman of the Kanoo Group), Gary Chapman (President of Group Services & dnata, The Emirates Group), Nicholas Clayton (CEO, Jumeirah Group), Mansour Hajjar (Managing Director, Chalhoub Group), Robin Mills (Head of Consulting, Manaar Energy) and Constantin Salameh (CEO, Al Ghurair Investment).