Chai Before Contracts: Business Etiquette in Pakistan
Practical notes for your first meetings: greetings, tea, timing, Ramadan and what not to ask.
Business in Pakistan runs on relationships. Deals are usually made with people you have sat with, often more than once, and almost always over tea. These notes will help on a first visit.
Greetings
- "Assalam-o-Alaikum" is the standard greeting; "Wa Alaikum Assalam" is the reply. English is widely used in business.
- Handshakes between men are common (World Travel Guide). With a woman, let her decide whether to offer her hand.
- Use titles and surnames until you are invited to use first names.
- Offer and receive business cards and documents with the right hand or both hands (Wikipedia).
The tea comes first
Tea, or chai, will almost certainly be offered, and accepting it is part of the meeting. Declining without a reason can seem impolite (Cultural Atlas). Meetings usually begin with personal conversation about health, travel and family before business. Do not rush it.
What not to ask
It is polite to ask after someone's family in general terms. Avoid asking a man directly about his wife or daughters (Wikipedia).
Timing
- Avoid scheduling important meetings during prayer times; meetings may pause briefly for prayer (Rivermate).
- On Fridays, many offices take a longer break around the midday prayer. Plan Friday meetings for the morning.
- During Ramadan, working hours are often shortened and start earlier, and energy is lower in the afternoon, so hold important meetings in the morning (Rivermate). Avoid eating or drinking in front of people who are fasting.
Decisions and follow up
Senior people usually make the final call, and decisions can take longer than expected. A friendly follow-up message is normal and welcome. Hospitality is generous; if you are invited to a meal, accept if you can.