Top Culture and Business Etiquettes in Iran

Tehran, Iran (Photo by atosan on Getty Images)

Khosh amadid! (Welcome!)

This is your guide to understanding the rich and complex culture of doing business in Iran. Whether you’re looking to expand your business or planning a business trip to Tehran, understanding the intricacies of Iranian business culture can give you an edge in your dealings. From communication style to dining etiquette, we’ll cover it all in this guide–there’s a lot to cover, so let’s get started!

Historical Context

Iran’s history is as diverse and layered as its landscape. It is a country with a deep cultural heritage that dates back thousands of years, and this history has shaped the country’s business culture. Iranians are proud of their history and traditions, and when you show respect for their culture, you’re likely to win their hearts and minds.

Communication Style

• Iranians are typically indirect communicators. They often use metaphors, analogies, and polite language to convey their thoughts.
• Their indirectness is often seen as a way to maintain harmony and avoid confrontation or embarrassment. However, they also value honesty and sincerity, so be sure to speak from the heart.
• Iranians tend to explain themselves using stories, poems, or traditional sayings. Sometimes, though, the hidden meaning behind these stories might not be immediately clear to someone who isn’t familiar with Iranian culture.
• If you ever need clarification, it is ok to ask open-ended questions and check your understanding multiple times. Conversations often take time as both parties strive for complete understanding.
• When it comes to turning down requests, using a direct refusal might come across as rude and give the impression that you want to end the relationship. It’s generally better to opt for an indirect approach, like saying “I’ll see what I can do.”

Body Language & Non-Verbal Communication

Body language is an important aspect of communication in Iranian culture with various rules that need to be followed in public and private.

• Physical contact: When at home, it’s acceptable for friends and family to touch each other in a friendly manner. But when in public, it’s not appropriate to have any physical contact or show physical affection towards someone of the opposite gender.
• Personal space: Iranians generally prefer a bit closer proximity compared to the Western norm. Furthermore, public seating can sometimes feel a little squashed, however, it’s important to remember to give extra space between you and someone of the opposite gender.
• Eye contact: When chatting with people who are around your age, the same gender, or have a similar status, it’s normal to maintain eye contact which shows that you’re being friendly and genuine. However, according to Islamic customs, it’s customary for men and women to lower their gaze and avoid prolonged eye contact with each other. This is seen as a gesture of respect and adherence to the separation between genders. Younger individuals often lower their gaze when speaking with older people out of reverence. So, if you notice an Iranian person avoiding eye contact during a conversation, it’s their way of remaining respectful and modest.
• Hand gestures: Iranians tend to be more reserved in their use of hand gestures compared to their Arab neighbors. During conversations, do not point your index finger at someone because this is seen as being rude. The thumbs-up gesture is considered very rude in their culture — similar to raising one’s middle finger in other parts of the world. So avoid giving a thumbs-up to anyone!
• Feet: It’s considered improper to show the soles of your feet or shoes to someone. As you might imagine, putting your feet on the table is completely unacceptable!

Dress Code

Iranians dress conservatively in both social and business settings.

• Men typically wear dark-colored suits that are smart and conservative.
• Women are expected to adhere to Islamic dress codes, which include wearing a headscarf and loose clothing — either a floor-length skirt or trousers with a long-sleeve tunic that reaches the knee — so that the entire body is covered.

Business Meetings

• It is very important to arrive on time for meetings in Iran.
• The most senior person will arrive last, and you should introduce yourself to them before greeting everyone else.
• Business cards should be exchanged with the right hand or both hands — never use the left hand! You should take a few moments to look the card over in front of your colleague before you put it away.
• In the initial stages of meetings/negotiations, there will be a lot of rapport building as they get to know you. It’s important to be honest, transparent, and hospitable. Tip: Show genuine interest in the Iranian perspective, people, and problems.
• Be aware that their hospitality and politeness can make discussions move a bit slower. Their indirect approach means it takes them longer to communicate their point. You’ll need to be patient.
• When it comes to negotiating with professional Iranians, they can be tough and persuasive. They’ll expect you to be equally persuasive.
• Be aware that when negotiating, Iranians will act like they’re in a position of strength, whether it’s true or not.
• If you encounter refusal, don’t give up right away. Iranians truly believe in their ideas, so if you give in too quickly, it might seem like you’re unsure about your own position. Stay persistent until you’re confident you won’t get the answer you want.
• Remember your Muslim colleagues may need to step out for prayer sessions, especially for the midday prayer. If you know your Iranian counterpart prays, allow time in the agenda for this prayer.

Dining Etiquette

If you’re invited to a business meal, it’s important to observe local dining etiquette.

• Always wait to be told where to sit.
• Remember to only eat with your right hand!
• It’s considered impolite to blow your nose, slurp, burp, chew loudly, or talk with your mouth full. Furthermore, try not to use a toothpick at the table, but if you must, cover your mouth with your hand.
• When you’re offered more food, it’s polite to initially decline before accepting it.
• Tip: Take the time to learn a little about the food you will encounter in Iran, such as Iranian breakfast dishes, Iranian seafood dishes, Iranian meat dishes, Iranian vegetarian dishes, and their amazing Iranian desserts and sweets.

Gift-Giving Practices

• When it comes to giving gifts, it’s best to use a bit of discretion and modesty. It’s always good to avoid going overboard with lavish and expensive gifts, as it will be seen as bribery.
• Aim for a gift that’s of good quality and make.
• It’s customary for the most senior person to receive the gift.
• So, what are appropriate gifts? Perfume/cologne, beauty products, and food items from your native country are all great choices.
• What should you avoid? It’s best to steer clear of alcohol, perfumes containing alcohol, pigskin products, personal items, sharp objects, and anything to do with pigs or dogs in general.

Tips for Successful Business Negotiations

• Build personal relationships: Iranians prefer to do business with those they know and trust, so take the time to build personal relationships.
• Be patient: Decision-making can be a slow process in Iran, so patience is key.
• Show respect: Respect for elders and those in higher positions is deeply ingrained in Iranian culture.
• Show appreciation: Iranians are generous and hospitable, so be sure to thank your colleagues for their hospitality and for their time. Expressing your gratitude will go a long way in building relationships with Iranian counterparts.

Common Pitfalls to Avoid

• Avoid sensitive political topics: Given Iran’s complex political history, it’s best to steer clear of political discussions at all times!
• Don’t rush: Iranians value relationship-building and careful decision-making, so avoid rushing negotiations.
• Be mindful of Islamic customs: Always respect Islamic customs and practices, particularly in relation to modest dress, gender separation, and alcohol consumption.

Conclusion

Doing business in Iran offers exciting opportunities, but understanding the local business culture is crucial for success. By respecting Iranian customs and traditions and building strong personal relationships, you will pave the way for productive business collaborations in this beautiful and diverse country.

Of course, this is not an exhaustive list of Iranian cultural and business etiquette tips. So if you have any great points to add, just include them in your comments!

Movafagh bashid! (Good luck!)