Directorate for Human Capital Instructors: Leonard R. Hawley, former DAS State Tim Hollifield, U.S. Army LTC Retd MoDA IV Business Etiquette and Rapport.

Directorate for Human Capital

Instructors:Leonard R. Hawley, former DAS State Tim Hollifield, U.S. Army LTC Ret’d

MoDA IVBusiness Etiquette

and Rapport Building(in Afghanistan)

This presentation is unclassified


AGENDA Introduction (and Caveats)

Social Customs and Values National Character Hospitality, Honor and Shame Cycles of Life

Etiquette Meetings and Introductions Public Protocol and Communication Home Visitation and Social Interaction

Rapport-building and Negotiation Tools you can use Leveraging Cultural Narratives

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In a remote part of Afghanistan, a PRT

Commander and his Political Advisor

stopped at a small road side tea house

to talk to the villagers gathered there. The Commander didn’t

want to drink and politely turned down the offered tea. Turning to

the locals, the tea house owner said in Dari, “These foreigners

think what we eat and drink is dirty.” The POLAD understood

and quietly told the Commander to accept the tea,…

The American Military Advisor: Dealing with Senior Foreign Officials in the Islamic World, Michael J. Metrinko (2008)

Another True Story…


Impossible to cover every aspect of AFG Social Customs and Etiquette

Everyone will have a different experience (please share!)

Disconnect between ideal values or norms and actual practice (especially living at subsistence level)

Contradictions and exceptions to every rule and generalization (individual and collective behavior)

“Only constant is change,…only absolute is complexity”

Caveats and Disclaimers


The Cultural Iceberg


Values Influence Customs and Etiquette

American values are individualist: Life, (Human Rights and Equality) Liberty, (Inherent Personal Choice) …and pursuit of Happiness (An Abstraction)

Afghans values are collectivist: Blood, (Lineage and Descent) Patronage, (Security and Econ Provision) …and pursuit of Honor (An Abstraction)

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mus

t ac

quire

and

pre

vent

loss


Religious Shura

Provincial Gov’t

Druglord

Multiple Centers of Power and Influence

“Ahmad, Mamood, Kalbi,

Maqsud…”

Tribal Jirga Warlord

Tribal Malik

Village Mullah

Zamindar

Taliban Commander

GIRoA

Badmashi

Taliban Shadow

Governor

CSTC-A

Tribal Kinsmen

ISAF


Afghan National Character

Weak national identity; sub-national (local, regional, ethnic) identity stronger

Honor (and shame) serves as a form of social currency

Past is important: long memories, focus on genealogy and lineage

Strong social emphasis; customs reinforce collaboration/communal harmony

Not a disposable culture; everything recycled or repaired when possible


Afghan National Character

Weak national identity; sub-national (local, regional, ethnic) identity stronger

Honor (and shame) serves as a form of social currency

Past is important: long memories, focus on genealogy and lineage

Strong social emphasis; customs reinforce collaboration/communal harmony

Not a disposable culture; everything recycled or repaired when possible

Afghan ingenuity: tree trunk used as water pipe; tooth-paste box used to make remote airplane


Honor (and Shame)

ghayrat wa namus (pride and honor the safe-guarding of personal, family, women’s honor as well as property) bey-ghayrat - without pride ben-namus - without honor tauba tauba - “shame, shame (on you)”

izzat (honor, “face” -- as in “saving face,” or reputation

In Afghan society, women are the ultimate repositories of honor for each family, clan, lineage honor --- why?

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Hospitality

Cornerstone of Afghan culture; a matter of social obligation and honor/pride

Mehman Nawazi (Dari) or Melmastia (Pashto): extending hospitality and invitation to friends or strangers

Saleh Samarkandi:

Insincere hospitality

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Morals and Values wafadari - loyalty and fidelity to family

and friends and keeping one’s pledges

qawmparasti - Ethnic/tribal fidelity

adab - respect or deference shown to rish-e-safeyd / speen-gireh (elders, lit. “white beards”) or key leaders

sadaqat wa imandari - honesty and integrity

rishwat - Corruption, bribery

wasita - Connections, social or political ` influence

Considered immoral but unavoidable

Important Distinction: Use of the word jihadi ▪ Synonymous with mujahidin or veteran not terrorism▪ Use “dushman” instead (or takfiri, munafiq,…etc.) ▪ Even serves as M.O.S in ANSF


Afghan Courtesy

Great courtesy given to acquaintances and guests (in private or official spaces)

No longer extends to public space i.e. waiting in line, getting on a bus, etc.

Still many formulaic expressions of politeness: Response to expression of thanks --- “qabli ta-shakur nast”

Response when someone apologizes for turning their back to you --- “gul pusht-eh ruh nadareh”

When receiving a compliment --- “chesm makhbool ast”

After labor/physical task --- “khasteh nabsheed” or “dast-e shoma dard nakoneh”

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Courtesy and Good Manners

mu’adab (polite, courteous)

Adab-etch-tim-mah-e(“possessing social graces, charisma”)

aklak (Dari) or khoost bar-khord (Farsi)(“Good Manners”)

Note: These qualities are cultivated by observing proper etiquette and protocol


Politeness as a “Lost” Cultural Value Most Afghans now lament loss of

former gentile and polite society

Many complain that their countrymen have become greedy and rude

Conflict society: Social norms and processes subordinate to competition for scarce resources / subsistence

Sarah Chayes: “The whole of Afghan society suffers from PTSD”

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“Afghans will never surrender in war or give up in a fight,...but they will always surrender to kindness.” --- Joseph David Osman

Neo-patrimonialism: Unregulated accumulation and redistribution of resources to establish, maintain or increase a ruler’s power, mercy and grace


Hospitality: An Undervalued Practice

For Afghans, hospitality is:

A social obligation and cornerstone of culture and identity (should be reciprocated)

Both etiquette and part of negotiations (process as important as content)

A means of winning honor or patronage

Something to be reciprocated

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Hospitality: A form of reception, accommodation, and entertainment extended to guests or visiting officials (formal and informal)

“A guest is God’s friend!”


From An Expert: On Hospitality

“We don’t have the funds …but also the same habit [of wining and dining foreign guests]…Arabs, Iranians, and Afghans, if their means allow, are going to have a table groaning with food…we have a very different tradition…so,…we’re going to look a little cheap to them. They’re going to look a little profligate to us.”

– Amb. Ronald Neumann

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Children ensure continuity of lineage and serve as only “retirement plan”

Shab-e shash (“six nights after birth”)

When son is born, family arranges celebration and feast

Childhood ends around 10 -12 years of age

Cycles of Life: Birth / Childhood


Most important ceremony in Afghan society; Marriage = Family / Tribal Alliance

Engagement: Ruybar / Khasgari / Shirini-khuri

Wedding: Mendhi / Mahr / Nikkah / Kamar Bastan

Cycles of Life: Marriage


Most marriages are arranged between first cousins --- i.e. paternal uncles’ daughter

“Winter-Spring” marriages

(Elder man with young girl) common esp. in rural areas

Polygamy decreasing and rarer in urban areas

Taboos: Broken Engagements Emphasis on bride’s virginity Talaq (“Divorce”)

Cycles of Life: Marriage


Funerals conducted quickly IAW Hadith

Ceremonies: Ghusal Namaz-e janaza 40 days of grieving

Cycles of Life: Death

Nadir Shah (1880-1933)

Mausoleum, 1969


“Bacha bazi” and “Bacha posh”

Bacha bazi (trans. ~ “boy play”) Form of illicit entertainment and prostitution Young male dancer dressed as woman old

Persia/Central Asia tradition (9th -18th cent.)

Bacha posh (loose trans. ~ “dressed up as a boy”) Done out of necessity/desperation in families with no son(s) As seen in Siddiq Barmak’s 2003 film, Osama

“It's very hard for you to believe why one mother is doing these things to their youngest daughter", and that "things are happening in Afghanistan that are really not imaginable for you as a Western people.”

- Azita Rafaat, Legislator for Badghis Province Afghan National Assembly (raised daughter as Bacha Posh)

Bacha bazi inSamarkand (ca 1905 – 1915)


Fatalism and Predestination

Mullah Nasruddin

“In sha’ Allah” (Inshallah)

Different understanding of cause-and-effect

Non-accountability avoids shame and dishonor

Everything is preordained or controlled by hidden hand

Story: Mullah Nasruddin and the Shirt-maker


Proverbs (Fatalism and Predestination)

Though you go to Kabul, your appointed lot will follow you thereکه ته لاړ شې تر کابله برخه به ځي در پسې خپله

Man's lot is (fixed) from the creation, it is not (attained) by force of competitionبرخې ازلي دي؛ نه په زور او نه په سيالې دي

Were the whole world to turn physician, the cure rests entirely with fate که ټول جهان طبيب شي، چارې واړه په نصيب شي

The inevitable laughs at man's schemesتقدير په تدبير پورې خاندي


Poetry Rich tradition; often has themes of love, spirituality, and exhorts traditional

values

Poetry often set to music; most Folk and Traditional music mere extension of poetry (i.e. ghazals)

sher jangi (“poetry battle”) common form of entertainment

Khalilullah Khalili(1905 – 1987)

Famous and prolific Afghan Poet, Author, and Scholar

“Like many developing nations, Afghanistan has a sophisticated literate culture but an illiterate society…there is great respect for literature and poetry but most Afghans learn it as an oral tradition…”

Louis Dupree, Afghanistan


Literature Poetry culturally dominant but non-fiction and non-

fiction literature once popular Most indigenous fiction deals with fable or romances

e.g. Shahnameh of Ferdowsi Has deep cultural resonance Known to all (Persian equivalent of

Legends of King Arthur)

Many libraries destroyed during Taliban era unless religious texts

Despite desire of many to read, Afghanistan has “book deficit”

Artistic depiction of Ferdowsi (940–1020) and characters from the Shahnameh


Recommended Minimum Reading for Rapport Building

Books of Cultural-Historical-Religious significance:

The Qur’an, trans. by Tarif Khalidi (2008), M. Abdel-Haleem (2004), et al.

Approaching the Qur’an: The Early Revelations 2nd Ed. (with CD of Qur’anic Recitations) by Michael Sells (Ashland, Oregon: White Cloud Press, 2007)

Shahnameh: The Persian Book of Kings by Abolqasem Ferdowsi, trans. by Dick Davis, The Penguin Classics Deluxe Edition (New York: Penguin Books, 2007)

(Easy to read!) Primers on Islam / Islamic History:

No God But God: The Origins, Evolution, and Future of Islam by Reza Aslan (New York: Random House, 2006)

Destiny Disrupted: A History of the World Through Islamic Eyes by Tamim Ansary (New York: PublicAffairs Books, 2009)

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Business and Social Etiquette


Business Etiquette Overview

Acquaint yourself with Afghan culture, social customs, and etiquette

Remember and apply 3 principles that guide ideal Afghan social behavior: Business is ALWAYS personal Honor / Saving Face BETTER than Progress Deference, Humility, and Cordiality

Go Slowly (“ahistah buro”)! Be patient

Be flexible,…esp. as regards timeliness

30Avoid CAOS: “Clueless American Overseas Syndrome”


Business Dress Code Dress conservatively to be taken seriously

Esteem associated with wearing a suit Afghans very formal dressers (if they have the means) Afghans with military rank may wear uniform

during ceremonies and national holidays Norm: Western-style suit/clothing in office and

traditional clothing at home or in village

Unlike Arabs, no stigma against wearing traditional clothes (but not in urban setting)

If possible, avoid stigma of U.S. civilian contractor outfit (5.11 pants and polo shirt)

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Sure, he looks cool; but what’s wrong with this outfit (if walking

into MoD or MoI?


Confirm: Ask I/T to call on day before or morning of (even if regular event)

Avoid meetings during holidays and elections (when possible)

During Ramazan: Sched meeting in AM

Always allow extra time for traffic, security, and delays by counterpart

Setting Up the Meeting

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Afghan Ministry of Defense (MoD Conference Room and Main

Entrance)


Meeting and Greeting Your Counterpart

Expect office to be filled other Afghans May be subordinates or official visitors …or family members or neighbors visiting or

seeking patronage, business contracts, etc.

Greetings and farewell Waving inappropriate Greet everyone in room; seniors first (if able) Handshakes (same gender!) --- often soft/limp

(conveys humility not insincerity or indifference)

Wait for acknowledgement and offer to sit

Expect “small talk,” smiles, stares, constant interruptions --- make only general inquiries about his family 33


Titles Matter: Addressing Your Counterpart

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Title / Form of Address Meaning or Association

ra’is or khan Chief, leader, “the big boss”

- jaan Honorific suffix; connotation of respect or familiarity --- used with peers & seniors

agha-ye / sahib Sir / Mr. --- often used with profession i.e. doctor, engineer, professor, general, malvi

khannum-e / sahiba Madame / Mrs.

baba / pader / cawcaw Grandfather / father and “Uncle”; used to show respect for elderly men

mowder / bibi Mother / honorable matron; used to show respect for elderly ladies

Bacheem / bacha / dukhtar Young children / young boy or “child” / young girl


Business Card Protocol

Business cards not widely used in AFG; --- often carry sense of importance and prestige

If handed a card, accept with either right or both hands DO: Study closely and comment on qualifications or credentials of

the giver DO NOT: Just slip into wallet or

pocket dismissively

If able: Have your own cards translated into Dari/Pashto Caution with address / pers. info Providing Cell # can mean

24 hour accessibility36

Wow! Me and Mr. Tim are

BFFs!

Hey, here’s my card,… call me anytime!


Working with your Counterpart

Accept chai (tea / finger-foods) and do accept invite to lunch (next time, OK)

Business and decision-making only conducted with senior leader (rais)

Avoid, when possible, tasking his subordinates (even when they “get it”)

Avoid confrontation or forcing decision in front of subordinates

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“You must always respect their leader, always strengthen him, and never detract from him in public,… never lecture him.” -- T.E. Lawrence (“Lawrence of Arabia”)


Presentations and Paperwork

Audiovisual aids often not valued (as briefing / info-sharing tool) May be regarded as time-wasting / irritating English text / complex graphics of little value Personal relationships more important than information

Paperwork Hardcopy (in Dari) still preferred (and more sustainable) Provide written summary for more important meetings but

package in way that counterpart can pass / transfer to superior Challenge: getting timely translation of detailed / lengthy docs

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Most Afghans, --- especially older generation, --- still prefer qalam wa kaghaz (“pen and paper”) over computar


Communication Styles Delivery, Tone, and Topics of Discussion

Indirect versus direct Effusive, Exaggerated, Flowery: conveys erudition and

sincerity not duplicity Only general inquiries about family Loyalty factor: Avoid expressions of frustration with

elders or superior Loudness conveys anger or domination

Tell a story to convey/emphasize key points Oral tradition: Use metaphor,

story-telling, and analogy to your advantage

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Westernlinear

Near East / South Asiaspiral


Etiquette: Social Interaction

Business and decision-making conducted with senior male- wakil, malik, arbab, khan- Not the guy in the bazaar who speaks English!

If local woman engages Western male in conversation maintain friendly but serious demeanor

Shake hands with opposite gender ONLY if they offer first

Once relationship is established, expect hug (and even 3 x cheek kiss) --- same gender only


Etiquette: Home Visitation If must decline, do so gracefully (allow host to save face)

Do not expect quick dinner or mixed gender dining

Remove shoes on entering home / hujrah (lounge/dining area)

Take gift to first visit (i.e. for hosts’ children or US souvenir-memento)


Etiquette: Home Visitation Entering the hujrah; high-status guest

sits near host at bala (high) end

Other guests and male family members in order of precedence Do not put I/T between self and host Women or children may join if host is expat or

guests are female

Chai and finger-food served while food is prepared

Food usually in separate area by women or household staff

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Bala End

Payan End


Etiquette: During Meals

Go to meal hungry (esp. if eating in Afghan home)

Do not pull out own food (even to share); Do not offer to pay

Praise cooking /food often and early; host will force second, third helpings

Food served, often eaten, from common plates (use RH)

Utensils provided if available (otherwise use right hand); --- OK to use both hands to tear bread / drink from cup

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Part of Afghan culture (be prepared!)

Gift Ideas: American souvenirs and mementoes* Have bi-lingual cards made for your

counterpart (w/ card holder) Cologne or perfume --- esp. if pious individual Cigarettes

Alcohol and cigarettes CENTCOM General Order No. 1 prohibits

use of alcohol (however, indirect solicitation probable)

Gift Giving and Receiving

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* If possible avoid statues of human beings, --- however, animals, buildings, insignia and crests, etc. usually OK


Humor

Tread carefully; much is “lost in translation” e.g. “Oh, quit yer bitching”

Be humble but not overly self-effacing

Afghans love old-school slapstick comedy

Avoid “dirty jokes”

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Nonverbal Communications When Greeting

Eye Contact

Occasionally Averted: With superiors

Always averted: With opposite sex

Physical Gestures

Palm on heart: Used to indicate respect, sincerity, recognition, or appreciation

Handshake: Use right or both hands (left-hand assist)

Important: Greet and shake hands with everyone present before sitting down


Nonverbal Communication

Expect physical contact

Same gender only (in public)!

3 x hug and kiss (conveys kinship or close acquaintance)

Hand Holding (conveys friendship)

Guiding (conveys protection)

Other forms of contact

Touching and kissing top of head conveys blessing

Touching and kissing hands conveys supplication

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Gestures to Avoid

“Thumbs up” Especially when performed

with with upward motion

“Hey you, Come here” Pointing and curling with index finger upwards To summon: flap all fingers up and down

“The Fig” Originally sign of good luck in ancient Greece Now insulting or threatening gesture

Centurion Salute (horizontal fist pump)

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“ Words represent your intellect. Sound, gesture and movement represent your feelings.”Patricia Fripp


Etiquette: Public Protocol Transportation (Walking, Bicycling, Taxi, Bus): No yield

Punctuality: Arrive on time but expect to wait

Personal hygiene: All body fluids, discharges unclean

Taboos: Left hand; Sole of foot; Shoes (in masjid or home); Open affection w/ opposite sex (unless mahram)

Dress and Accessories: - Conservative and mostly western

- No restrictions on foreign wear of native dress as in Arab culture

- Avoid hostility/harassment: No shorts, suggestive clothing!

- Western women: Hijab not expected (but appreciated)


Religious Etiquette Mosques (masjid) normally closed to

non-Muslims unless invited or escorted

Always remove shoes - socks or bare feet are acceptable- cover head in masjid (men and women)

Avoid crossing qibla (direction of prayer)

Polite to state “Peace Be Upon Him” after referring to “Prophet Muhammad”

Refer to Isa, Ali and Rashidun as “Hazrat” (Arabic honorific; literal translation = “Great Presence”)

No eating, smoking, chewing gum (in public) during Ramazan


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Negotiating with Afghans


American Negotiating Styles Wheeler-dealer (Businesslike)

Pragmatic, candid, direct Focus: The “Deal”, bottomline, or endstate

Legal-Eagle (Legalistic) Officious and bureaucratic Focus: Facts, figures, and documentation

Bully (Hegemonic) Superpower Authoritarianism Focus: Machiavellian Realism, Realpolitk

Preacher (Moralistic) Messianic Focus: Ideals and principles

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Negotiation Styles (How We See Each Other)

We see Afghans as:

Impatient

Arrogant

Poor Listeners

Insular and Naïve

Friendly

Flexible

Risk-taking

Afghans see U.S. as:

Slow and inconsiderate

Inscrutable or conniving

Unfocused

Backwards and corrupt

Hospitable

Rigid or indecisive

Lack initiative53


Polychronic vs. Monochronic Negotiations Negotiators from polychronic cultures tend to…

start and end meetings at flexible times take breaks when it seems appropriate be comfortable with a high flow of information expect to read each others' thoughts and minds sometimes overlap talk or take long pauses view start times as flexible and not take lateness personally

Negotiators from monochronic cultures tend to… prefer prompt beginnings and endings schedule breaks deal with one agenda item at a time rely on specific, detailed, and explicit communication prefer to talk in sequence view lateness as devaluing or evidence of lack of respect


Negotiating with Afghans

Bazaar (barter) market economy and subsistence-level agrarian society = skill in bargaining / negotiation

Usual approach: start wildly high and slowly work down

May politely protest damage that is being done to them and their interests or equities during compromise

May appeal to your sense of fairness and justice; --- or in some cases, --- your sympathy

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Respond with: ● Desire to build strong relationship ● Enhance their prestige, honor, respect, marketability ● Improve their value to leadership / organization


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Rapport Building


Rapport Building

Rapport: condition in which two or more people feel in sync or on the same wavelength

Occurs because of perception of shared values, beliefs, knowledge, experiences, behaviors, personal tastes, etc.

Employ MCR to enhance or build rapport Mirroring (or Matching)

Postures and Gestures Tone and Tempo (Emotion)

Commonality Reciprocity

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Mirroring (or Matching) Fosters connection on an

unconscious level (familiarity = comfort = attachment)

Body language (i.e., posture, gesture, and proximity) Avoid simultaneous mimicry Resemble NOT imitate 5-second delay

Tone and tempo of voice

Establish “sticky” eye contact; break contact slowly

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Proxemics (or Propinquity)

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The study of measurable distances between people as they interact

Different cultures have different standards of personal space Too large = "stand-offish" Too small = intrusive

Personal distances also depend on social situation, gender, and individual preference

With (same gender) Afghans; intimate space collapses


Commonality Deliberately finding something in common

with a person

Purpose is to build sense of camaraderie and trust

Determine shared interests, dislikes, and experiences

Leverage your knowledge of: Geography, History, Human Terrain Islam Culture and Social Customs Master Narratives

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“Sons of Abraham”(bacheh Ibrahim)

“People of the Book” (mardumeh ba kitab)


Bani Adam (“Children of Adam”)

The “sons of Adam” are limbs of each other, having been created of one essence

When the calamity of time affects one limb the other limbs cannot remain at rest

If you have no sympathy for the troubles of others,…you are unworthy to be called “human”

Bani adam aazaye yek deegarandke dar aafarinesh ze yek gooharand

cho ozvi be dard aavarad roozegaar deegar ozvhaa raa namaanad gharaar

to kaz mehnate deegaraan bi ghami nashaayad ke naamat nahand adami

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Muslih-ud-Din Mushrif ibn-Abdullah Shirazi aka

“Sa’adi” (1184-1291)


Your Turn: Reciprocity (Hospitality) Invite counterpart to your office or meeting space

Minimize/streamline ECP process as much as possible If secure area, find and reserve alternate conference room

Important to provide beverages and snacks Hot tea, soft drinks, and water (must offer repeatedly) Nuts, dried fruit, and candies Apologize that quality is insufficient

Invite to your DFAC May require prior approval / payment Ensure non-pork options are available!

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Increases transparency and fosters feeling of cooperation


Other “Tools You Can Use” to Build Rapport Slow smile (vs. quick and phony)

Maintain open/welcoming posture Rotate torso towards counterpart Stand with one foot forward

Stand w/ one foot forward

Treat Business card with respect

Use same terms as counterpart

Slowly nod while counterpart speaks (if in agreement)

Touch wrist with forefinger (when shaking)

Listen for words that suggest person’s interest

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Has rapport been established?


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Meta-Narratives


Meta-Narratives and Cultural Themes

Experiences shared by nearly all Afghans (or their relatives and neighbors) Involves conflict and attempt to resolve it Deeply embedded in their culture

Empathetic acknowledgement and discussion of these themes can build rapport

Compare to your own personal / national history (or that of your ancestors) Recent - “I also have sons/daughters to provide for…” Historical - “My grandparents were immigrants (or refugees);”

“my family lost their farm;” “my ancestors were all soldiers”

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Cultural Themes: Migration and Displacement Many Afghans have lived as refugees or IDPs

Dramatic change in social standing and quality of life Humiliation or Shame Loss and Forbearance Stoicism / Fatalism

Exposure to Iranian or Pakistani culture / worldview Media, education, entertainment (esp. conspiracy theories) New economic and social networks

Nomadic lifestyle (Turko-Persian and kuchi heritage)

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Cultural Themes: Armed Resistance

AK-47 replaces sword as symbol of manhood and faith “Praise Allah and pass the bullets!” Modern expression of ghazi

“Weaponized” cultures are often “honor-shame” cultures

For many Afghans, jihad and mujahidin have same connotation as “veteran” in U.S.

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Cultural Themes: Subsistence Agrarianism

78.6% of labor force (15 million; 2004 est.) engaged in agriculture; 31% GDP by sector

Most practice some form of subsistence agriculture and primitive food preparation (or have relatives who do)

Many will have basic knowledge of farming/animal husbandry

Produce (esp. melons) matter of national pride; seasons reckoned by fruit in market

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“Agriculture is the dominant factor in the Afghan economy, in food security, in livelihoods, sustainable resources, and national security.”

- Mohammad Asif Rahimi, Afghan Minister of Agriculture,

Irrigation and Livestock (MAIL)

Directorate for Human CapitalAdvice from an Old “Hand”…

“Whenever I took a decision, or adopted an alternative, it was after studying every relevant factor…geography, tribal structure, religion, social customs, language, appetites, standards --- all were at my fingertips…”

- T.E. Lawrence (of Arabia) 1888-1935Seven Pillars of Wisdom: A Triumph


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Questions?


Afghan Narratives

Predominately held culturally specific “world views”:

Outward looking and widely accepted The Great Game Pakistan Takeover

Inward looking and contentious Liberators of Afghanistan Preserving Local Rule United Afghanistan Right to Rule

Victimization, Pride and Independence


The Great Game NARRATIVE: Afghanistan’s prized location at the heart of Asia brought a plague of meddling and

self-interested foreign powers to the country. In the 19th century, the British and Russians battled over Afghanistan to expand their imperial power.

After World War II, the West and the Soviets brought their rivalry to Afghanistan, leading to the Soviet invasion and civil war. As they tried to seize Afghanistan, foreigners brought with them violence, instability, and corruption.

The 2001 American invasion and occupation is just the latest in a long series of foreign powers trying to control Afghanistan in pursuit of their expansionist aims. And like those before them, the Americans will stop at nothing to maintain their foothold. What these foreigners forget is that no outsider — not even Alexander the Great or Genghis Khan — has ever been able to control Afghanistan in pursuit of their expansionist aims.

History proves that Afghanistan is unconquerable, protected against foreign domination by warriors committed to defending the homeland and the faith. Learning from this history, Afghans should not place their trust in foreign powers, who are motivated by their own interests and will undoubtedly be expelled. Afghans must instead look out for their own interests to maintain their proud history of independence and protect themselves from foreigners’ bloody games.


The Great Game

Foreign Occupation Regional Hegemony Violence, instability and corruption Foreigner occupiers will eventually leave

An unconquerable Afghanistan Defended by warriors protecting the homeland and faith

Urban Democrats Violent Islamists Ethnic Nationalists

Central Government Supporters

Taliban Pashtun NationalistsTajik NationalistsTurkic NationalistsHazara Nationalists

Audience Segments


Liberators of Afghanistan NARRATIVE: Marauding foreign crusaders have always plagued Afghanistan in their

quest to exploit the country’s resources and people. Like the British and Soviets before them, the Americans imposed a war on the Afghan people and brought great suffering: corrupt puppet officials, violence, disrespect for Afghan values, and injustice.

Yet Afghan freedom fighters have always risen to the challenge of liberating Afghanistan, expelling the most powerful armies in the world, from Alexander the Great and Genghis Khan to the British Empire and the Soviets.

Today, the Taliban has inherited this jihad, leading brave warriors to expel the American occupiers. As their grandfathers and fathers did before them, Afghans are obligated (farz or fard) to wage jihad against the foreigners and their puppet government — even giving their lives, if necessary, in defense of Afghanistan’s freedom and independence.

Those who fight will liberate the Afghan people by restoring the Islamic Emirate — a state that will provide fair and swift application of Sharia, an end to rampant corruption, restoration of local authority in line with Afghan values, and an end to the occupation claiming innocent Afghan lives. Munafiqin (hypocrites) who collaborate with foreign occupiers will face harsh retribution when the Americans are inevitably expelled and the Taliban retakes power.


Liberators of Afghanistan

Afghan fighters fought foreign occupation

Protectors of the people and liberators of the country

Overthrow puppet governance and restore independence

Taliban inheritance of this mantle Leads jihad against the most powerful army in the world.




Audience Segments


Preserving Local Rule

NARRATIVE: For hundreds of years, local and tribal leaders have provided peace and stability to the Afghan people, guided by their own laws and customs. No national government has survived without the support of these leaders.

Powerful rulers, however, have also sought to destroy this natural order in pursuit of their own interests. From the British-backed Shah Shuja to the Soviet-backed communists, greed-driven leaders have failed in their efforts to concentrate power in their own hands.

Despite the failures of those before them, American-backed leaders today are trying to govern from Kabul: this unnatural rule from afar, however, only breeds corruption, violence, and instability.

Afghans should not be bound by what is dictated from Kabul. Instead, they should abide by the local laws and leaders that have served them well for ages. By taking control over their own destiny, Afghans will restore the country’s natural order in which families and tribes live peacefully among their own people, undisturbed by self-interested outsiders.


Preserving Local Rule

Local and Tribal Rule

Afghans should take control from ignorant distant rulers Rob locals of authority Bring instability and violence

Remain Loyal to Indigenous Laws and Customs Stability and prosperity




Audience Segments


United Afghanistan

NARRATIVE: Through the 1950s and 1960s, Afghanistan demonstrated to the world that it was emerging as a modern democratic nation — a peaceful and stable partner guided by a strong central government and an enlightened leader, Zahir Shah.

Afghanistan’s path toward modernization and democracy, however, was devastated by the Soviet invasion, the civil war, and the Taliban. These years of tragic fragmentation and violence are proof that Afghanistan must be unified under a strong, democratic central government if peace is to be restored.

With the Taliban gone, the Afghan people have an opportunity to continue what Zahir Shah started: turning Afghanistan into a peaceful, prosperous, and unified country once again. Afghans must support government institutions if they want to prevent Afghanistan from plunging into civil war, potentially leading to the disintegration of the state.

Only through popular support for government leaders and national institutions will the country emerge from the chaos started by the Soviets and become a successful, unified nation.


United Afghanistan

GIRoA public support

Narrative Undermined

Competing Narratives?




Audience Segments

• Liberators of Afghanistan• Preserving Local Rule

• Perceptions of Corruption• Weak Capacity

• Restore era of prosperity• Avoid state disintegration


Pakistan Takeover NARRATIVE: The Afghan people have repelled outside invaders for centuries, successfully fighting

off the British Empire and the Soviets. Afghanistan faced a new kind of enemy when the British created Pakistan in 1947, one bent on controlling Afghanistan by sowing turmoil through secretive plots against the Afghan people. Pakistan armed and trained violent extremists and sent them across the border to destabilize Afghanistan after the Soviets left.

In the 1990s, Pakistan supported the Taliban government, strengthening Pakistan’s foothold at the expense of Afghan peace and development. Today, Pakistan is waiting for an opportunity to retake control of the country, playing an elaborate game in which it takes money from the United States with one hand and arms extremists with the other. Pakistan wants to exploit Afghanistan economically, meddle in its domestic affairs, and prevent it from gaining the stability it needs to prosper.

They will undoubtedly move quickly to assert their power in Afghanistan once again when American forces leave. To protect the country’s security and independence, Afghans must be vigilant against the plots of Pakistan and its ISI agents. Only by exposing and thwarting these conspiracies will Afghanistan finally be able to achieve the stability needed for its economy and society to flourish.


Pakistan Takeover

Animosities date back to Partition Pashtun territory a natural extension of Afghanistan

Offers explanations of current Pak meddling Economic Exploitation Covert Support to the Taliban Destabilizing Afghanistan to prevent spread of Indian




Audience Segments


Right to Rule

NARRATIVE: The Pashtuns have called Afghanistan home for thousands of years, long before any other peoples came to the land, making them the only true Afghans. Afghan and Pashtun identity are inseparable: the Pashtuns have always been Afghanistan’s source of strength and independence by resisting foreign invaders and uniting the Afghan people. Great Pashtun leaders used their power wisely to bring prosperity and security to Afghanistan. This power, however, instilled jealousy and anger among the Tajiks, Uzbeks, Turkmen, and Hazaras, all of whom have sought to repress Pashtuns. These minorities used the US invasion in 2001 to collaborate with foreign invaders against the Pashtuns: arming themselves, securing positions of power, and repressing Pashtun language and culture while a war was declared against Pashtuns on both sides of the border. Today, these minorities control the Kabul government and receive special treatment from both the government and the Americans, while Pashtuns bear the brunt of the war’s devastation. Yet Afghanistan will always be the land of the Pashtuns, and Pashtuns throughout Afghanistan must demand that the power they deserve is restored, that their culture is respected, and that they are not forced to bow to the whims of the minorities who work against them. Only through the restoration of natural Pashtun rule can Afghanistan hope for peace and prosperity.


Right to Rule

Superiority of Pashtuns as superior Deep historical roots in Afghan ethnic tensions 2001 US invasion Disproportionately low Pashtun representation in

Parliament and the Afghan National Army

Strong nationalist support from Taliban No governance competition




Audience Segments


BACK-UP OR UNFINISHED SLIDES

85



88

“Avoid formal meetings…instead, be their constant guest and just drop suggestions in their ear, and always convince them that the suggestions you are making are really their own ideas.” -- T.E. Lawrence (“Lawrence of Arabia”)



89

“Never disparage your own religion. Avoid talking about religion as much as you can, but when you are asked a question, see that you know, and show that you know, -- the religion of Islam very well and deeply respect it.” -- T.E. Lawrence (“Lawrence of Arabia”)

Directorate for Human Capital Instructors: Leonard R. Hawley, former DAS State Tim Hollifield, U.S. Army LTC Retd MoDA IV Business Etiquette and Rapport.

Documents

human capital honor

human capital morals

human capital impossible

human capital instructors

human rights

lineage honor

loss slide

pursuit of honor