In the Western corporate world, decision-making happens in boardrooms, conference calls, and formal meetings. However, in the Middle East, particularly in the Gulf region, business is built on relationships, and decisions are often made in the Majlis rather than the boardroom. The Majlis is not merely a social gathering; it is a highly influential setting where business strategies are formed, alliances are built, and key decisions are shaped.

For Western executives looking to expand into the Middle East,understanding and mastering the Majlis culture is not just beneficial—it is essential. Deals that fail in boardrooms often find success in the comfortable, trust-driven environment of a Majlis.

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What is the Majlis?

The word "Majlis" (plural: Majālis) is derived from Arabic, meaning “a place of sitting” or “council”. Traditionally, the Majlis is a gathering place where leaders, tribal heads, business magnates, and decision-
makers convene to discuss politics, business, and social matters. These gatherings are informal yet structured, deeply embedded in the Arab tradition of hospitality and consultation.

Unlike formal business meetings, Majālis are often held in private homes, palaces, or dedicated reception spaces. The atmosphere is relaxed but influential, and discussions flow naturally. It is not uncommon for major business deals to be subtly negotiated over cups of Arabic coffee and dates, long before they reach an official contract stage.

However, entry into these Majālis is highly exclusive. Access is strictly controlled, and only those with the right connections and introductions can gain entry. Without this access, even the most well-prepared executives may find themselves shut out of key discussions.

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Why the Majlis is the Powerhouse of Business in the Gulf

1. Trust Before Transactions

Business in the Gulf is built on relationships, not just contracts. The Majlis provides a unique space for

• Business leaders to build personal rapport before discussing formal agreements.
• Trust is a precondition to financial transactions—a handshake in a Majlis often carries more weight than a signed document.
• Business is not rushed; negotiations evolve over multiple meetings based on mutual confidence and alignment.
• The concept of wasta (influence and connections) plays a key role in determining who gets access to high-value opportunities.

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2. A Direct Line to Decision-Makers

Unlike Western corporate structures, where executives must navigate layers of bureaucracy, Majālis provide direct access to some of the most powerful decision-makers.

• Ministers, royal family members, and top business leaders frequently hold Majālis where executives can present opportunities informally before any legal process begins.
• The personal nature of discussions allows for nuanced negotiations that may not be possible in a formal corporate setting.
• Understanding how to engage in these settings can accelerate market entry, partnership
  development, and deal execution.

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3. Cultural Nuances and Business Etiquette

Majlis discussions follow a subtle and indirect negotiation style, requiring patience and cultural awareness.

• Business is rarely the first topic of conversation—discussions often begin with personal and cultural exchanges before transitioning to commercial interests.
• Demonstrating patience, respect, and active listening is key to gaining favor.
• Rushing to close a deal too quickly can be seen as aggressive or disrespectful.

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How Western Executives Can Adapt

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1. Learn the Art of Informal Networking

• Attend Majālis regularly to build familiarity and relationships with key stakeholders.
• Approach conversations with patience—business discussions often unfold over multiple interactions.

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2. Gain Proper Introductions

• To enter these exclusive gatherings, a proper introduction through a trusted intermediary is essential.
• Without the right connections, access is nearly impossible, making it crucial to have a local guide who understands the networks.

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3. Work with a Trusted Consultancy

Navigating the complexities of the Majlis requires deep cultural insight and strategic connections. This is where expert advisory services come in.

• Gain access to the right Majālis through well-established introductions.
• Understand cultural etiquette to ensure a positive and respected presence.
• Identify the right networks and decision-makers who can unlock business opportunities.
• Provide strategic intelligence on how to present proposals effectively within these settings.

With the right approach, access to a Majlis can open doors to unparalleled business opportunities in the Gulf.

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Conclusion: Mastering the Majlis for Business Success

For businesses looking to expand into the Gulf, understanding and leveraging the Majlis is not optional—it is a prerequisite for success. Influence, access, and decision-making in the region are deeply tied to these informal yet powerful gatherings. However, gaining entry and navigating these elite circles requires more than just knowledge—it demands the right relationships, credibility, and strategic positioning.

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At EastWestBridges, we provide market intelligence, high-level introductions, and strategic advisory services to help businesses decode the Gulf’s complex but highly rewarding business environment. With the right insights, networks, and cultural expertise, companies can unlock opportunities that remain hidden to the uninformed.

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Looking to expand into the Gulf? Let us help you bridge the gap and build the right connections for sustainable success. Contact us today to get started.

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