There are stories that can perfectly describe the habits of a people. Although it is legends that sink the roots in centuries far from ours, they do not lose their exemplary value to enter the very heart of a culture.
So is the famous story Arab who sees three brethren against each other, ready to share a fatherly legacy that will put them hard to test: well 17 camels. But why a puzzle set in the far XIII century, in the fascinating Baghdad, can we use it to fully understand today's world?
Since Internet has finally broken down the last geographical barriers among peoples, it has become even more indispensable to know thoroughly different cultural realities from ours. Gentle covers managerial assignments knows well the importance of dealing with each other in full respect of the different social traditions. And this applies especially to habits of Trading in the Arab world, where finance follows Sharia, Islamic law, which establishes capital principles also in economic matters.
If, on the one hand, the Middle Eastern markets, and in particular those of the Persian Gulf area, offer extremely interesting perspectives to Italian entrepreneurs, on the other, the approach must necessarily be prudent in view of socio-cultural diversity and the legislation in force.
May all the peoples of the Middle East have rules rooted and fascinating In this sense it is well known. And yet we Westerners remain unfailingly exterminated in front of the great hospitality demonstrated during a negotiation, an opportunity which in Europe requires a deep dose of formality.
In short, the rules to achieve a successful bargaining do not improvise, but must be studied and mastered. If the case, also attending a professional course in techniques of negotiation, but it can still be useful to know thepuzzle of the 17 camels, of which I mentioned in the opening.
The story tells of the disappearance of an old father, whose last will is to leave to his Three children these animals, according to a strange division that complicates the negotiations for inheritance. In fact:
- half of the camels go to the firstborn;
- a third is the secondborn;
- a ninth is what the third-born will receive.
Unfortunately for the three young 17 is a Number 1, therefore indivisible both for 2, and for 3 or 9. So they start beatings that seriously jeopardize family serenity. Until the city comes the protagonist of our history, Beremiz Samir, who, informed about the affair, decides to run to help the brothers by giving his camel to resolve the dispute.
With 18 camels, in fact, it is finally possible to proceed to the division desired by the old father: the firstborn go so 9 camels, the second-born 6, while the younger son remains 2. The remaining camel is thus returned to Beremiz as a sign of gratitude for the solution offered.
So what is the morality of such a story, halfway between philosophical teaching and mathematical enigma? The reading keys can be many, but the greatness of these stories mainly passes by the fact of turning the rusty gears of the brain.
One thing is certain: to achieve a efficient negotiation With a business partner from the Middle East you need to stop for a moment to look at the situation from another perspective. But maybe this is a lesson for life.
Article written in collaboration with Profession: MANAGER, the Business Management school created by The European House – Ambrosetti for industry professionals.
