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Whom Do You Send to Saudi Arabia as Head of Your Team?

Given that your female executive is the best, most experienced, and skilled negotiator, sending her would likely lead to the most successful negotiation outcome based purely on her competence. However, you must consider whether her gender could become a barrier in a conservative Saudi Arabian context, where women traditionally have a limited public role, especially in business dealings.

One potential compromise could be to send both the female and the male executives, with the male serving as the formal head of the team and the female taking a prominent role as the lead negotiator behind the scenes. This approach acknowledges cultural sensitivities while leveraging the experience and skill of your top negotiator.

Cultural Factors to Consider

Gender Roles in Saudi Arabia: In Saudi Arabian culture, men often dominate business leadership roles, and many companies may not be accustomed to dealing with women in high-level negotiations. However, Saudi Arabia has seen gradual reforms, and some sectors are becoming more accepting of women in business.

Perceptions of Authority: A female leader may not be perceived as authoritative or as capable of making decisions by the Saudi client, especially if the negotiating parties are male. This could risk undermining the negotiation process.

Respect for Local Customs: The success of business negotiations often hinges on mutual respect. Ignoring local customs could create a negative perception of your company's cultural awareness.

Practical Considerations: Saudi Arabia is making strides towards modernizing its business environment, and some companies may be more progressive in their attitudes toward women in leadership. Researching the specific client's stance on such matters could offer critical insights.

Implications for Your Business and Leadership Message

Business Success: If you choose your male executive despite his relative inexperience, there could be a higher risk of suboptimal negotiation outcomes. On the other hand, selecting your female executive could lead to a successful deal if cultural obstacles are navigated carefully.

Message on Gender Equality: Your decision sends a strong message internally and externally about your organization's stance on gender equality. Choosing the female executive might align with your company's values, emphasizing merit-based leadership. However, it's essential to ensure this decision does not jeopardize the deal due to cultural friction.

Balancing Global Perspectives: Successfully handling this challenge can position your organization as one that respects cultural norms while promoting diversity and inclusiveness. Demonstrating cultural sensitivity by involving both leaders (while ensuring the female executive is the actual decision-maker) may be a way to balance respect for Saudi traditions with your company's commitment to gender equality.

In conclusion, the best approach may involve both executives to ensure cultural respect and negotiation success. This strategy not only respects local customs but also empowers your top negotiator to perform her role effectively.