1. Doing Business in Asia

2. “All people are the same. it’s only their habits that are so different
Confucius

3. East Meets West Cultural and personality differences
Common courtesies and customs
Culture shock
The foreign enterprise or business
Our goal

4. Cultural and Personality Differences
Modesty and reserve vs. pride and familiarity
Individuals from countries with a pioneering experience consider the traits of pride, boldness, aggressiveness, achievement, frankness and familiarity to be assets
This may be the opposite in some countries
The virtues of humility, reserve, modesty and consensus are the most greatly admired and respected
Eastern familiarity is a natural sign of friendliness to Americans and Australians. Getting familiar is not thought of by Asians as synonymous with getting friendly
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5. Cultural and Personality Differences
Tone of Voice
The more important the subject the more quiet the voice
Language barriers are not over come by speaking loudly
Speak in complete sentences
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6. Cultural and Personality Differences
Temper Tantrums
In western societies, anger can be expressed loudly and usually no harm is done. Often results are quick and forthcoming.
In the East, it is a different story
Speaking in a raised voice, shouting and swearing and a display of temper are considered in excusable.
The person involved will suffer a lose of face and the person who has shown the anger a loss of respect that may never be regained
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7. Cultural and Personality Differences
The “Back-Home” Syndrome
Pride in one’s country is natural. However, statements such as “Back in _______” are resented.
A person can feel free to criticize his own friends, family or country, but outsiders should never do it.
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8. Cultural and Personality Differences
The western profile
If we look at ourselves the way others might see us, we can tone ourselves down so that we don’t seem to be so overwhelming
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9. Cultural and Personality Differences
Sense of humor
We should understand the difference in west-east reactions
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10. Cultural and Personality Differences
Compliments
Beware and Danger
Do not praise an Asian’s beautiful child, do not say how fat and healthy or how much it has grown. It is believed that this cast an “evil eye” and some harm may come to the child or person.
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11. Cultural and Personality Differences
First-Name Basis
Never call an acquaintance by the first name until asked to do so
It is considered polite to seek out the elderly person to announce your presence
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12. Cultural and Personality Differences
Touching people
Westerners are “touchy people.” In some cases this is considered an unnatural form of intimacy.
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13. Cultural and Personality Differences
Discussions on a personal or emotional level
Westerns often speak in a deep or personal level
They strive for openness in their relationship with others
It is seen as a sign of weakness
In the Asian culture, much value is placed on the reserved
Conversely, Westerners are reluctant to discuss the price paid, salary, rent, etc.
To the Asian, this is a sign of friendly interest
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14. Cultural and Personality Differences
Offensive or obscene gestures
The pointing fingers
Calling someone to you
Making a fist and striking the other hand
Hands off the hip
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15. Cultural and Personality Differences
Ethnocentricity
“Characterized by or based on the attitude that one’s own group is superior”
One looks at cultures through their own eyes
Reacts to bigoted, prejudiced, or close minded ways
Ones sees one’s own culture as virtuous or select and values are universally true
All other customs are inferior… “Back-home,” we do it this way
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16. Cultural and Personality Differences
Asian “yes”
Sometimes means, “I hear what you are saying, but I do not necessarily agree.” It could mean “no” or “maybe.”
“When I don’t want you to feel bad, I say yes with my mouth and no with my face.”
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17. Cultural and Personality Differences
Formality
Asian cultures are much more formal and traditional than Western cultures
The Asian appreciates and respects preliminaries and form
The importance of the deal is measured by how much formality surrounds it and how it is set up. Westerners often make decisions in an atmosphere of informality, giving little time to preliminaries, getting strait to the heart of the matter, and feeling that formalities are a waste of time.
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18. Cultural and Personality Differences
Asian face
Saving face…. If you go to a party in Australia, you are expected to bring your own bottle of sprites. In Asia, the host would feel insulted (lose face). It might imply that the host did not have enough for him to drink.
Difficult concept to understand, recognize and internalize...
Making someone feel embarrassed; making someone feel humiliated; causing someone to feel inferior; giving insult to someone.
Dishonest verses disagreement or respect
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19. Cultural and Personality Differences
The Westerner
Sometimes it is best “not to be yourself”
Many times what the westerner feels is normal in his culture, is seen as irritating to peoples of other cultures
An Asian is less likely to admire a Westerner for his friendliness, outspokenness, and frankness, than he is to view him as lacking grace, manners and cleverness
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20. Cultural and Personality Differences
Summary
It is not that Westerners must restrain their warm and friendly ways toward their Asian host. However, misunderstanding occurs when people’s assumptions failed to be met on both sides. Most cultures are willing to overlook all kinds of mistakes when the visitor’s heart is in the right place.
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21. Common Courtesies and Customs
Driving
Smoking and littering
Taxis
Tipping
Toilet facilities
Conversation
Eating

22. Common Courtesies and Customs
Driving
The driver normally watches the front and assumes the back will take care of itself.
In most countries, formally or not, buses have the right of way
Western cultures are generally not “Bike Smart.” Bikes and other local transport must be given the right of way.
If you chose to drive, remember…
Each city and culture have unwritten rules, a rhythm. Find it and join it.
Always carry your papers, have insurance, and know who to call for help.

23. Common Courtesies and Customs
Smoking and littering
The rules are changing in many countries. Smoking in public places, such as theaters, may be prohibited and should always be verified.
Littering is the highest form of public disrespect. Do not do it!

24. Common Courtesies and Customs
Taxis
The taxi industry generally is highly regulated. The government knows that a large portion of their income is from tourism.
Remember:..
There should always be a meter.
Ask rates before entering.
Bargaining--sometimes yes, sometimes no.
No business conversations or complaints with your colleagues
If it doesn’t feel “right,” do not do it!

25. Common Courtesies and Customs
Tipping
Tipping varies by country. If a sign is posted, do not tip. To do so will embarrass your host and server.
Hotels
Restaurants
Taxies

26. Common Courtesies and Customs
Toilet facilities
For the first time traveler or his his guest, the toilet can be an interesting journey. Do not be surprised. Carry with you whatever you think you may need.
There is a difference…both western and “squat” types toilets will be found. Even with the western type, the seat may be missing. You may find a bucket of water and bailing scoop. It is believed, and it may be true, that washing is more sanitary than paper. Also, it has been proved that “squatting” is more natural and is one of the reasons given for the low rate of colon cancer in Asian countries.

27. Common Courtesies and Customs
Conversation
It is always best to avoid “sex talk” or risqué jokes in mixed company.
Young people should not correct an elder. Be courteous, simply ask for clarification.
Speak softly, avoid wild gestures, and be restrained in front of elders--both in age, statue or position.

28. Common Courtesies and Customs
Eating
Enjoying the foods of different countries is an essential part of being in the culture.
Be conscious of the style, placement of the hands, utensils and protocol.

29. Culture Shock What do you think it is? What does it mean?
Psychological symptoms of the culture impact
How do we react
The encapsulator
The cosmopolitan
The absconder .. Go native
How to deal with culture shock as quickly as possible.
Physical differences
Adjusting to the environmental difference
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30. Expat Culture Shock Environmental Impact Physical Impact
Sensory Differences
Cultural Differences
The 1001 Stress Producing Differences in the Everyday Life of the Expat
Depth of Expat’s Experience
Expat
Culture Shock
Psychological Symptoms
Psychological Symptoms
Reactions
Fight or Flight
Cultural Empathy
“Goes Native”
Cultural Types
The Encapsulator
The Cosmopolitan
The Absconder

31. The Foreign Enterprise or Business
Some Advice
Be aware that there are differences in the business structure
Ask local businessmen in the office to explain how things should be done
Ask the “old-timers” to explain what to do and what not to do
Smile a lot
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32. The Foreign Enterprise or Business
Some Advice
In the field, always speak to the foreman, or who you think is the most important supervisor
Do not make obscene gestures to local workman … they may walk off the job
Never shout
Never say anything against a father or mother
Pay employees through the foreman
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33. The Foreign Enterprise or Business
Some Advice
Always negotiate – bargain
Never discuss business immediately, spend at least 45 minutes in pleasantries.
Always offer tea first, not drinks.
It is wise to talk about food, compliment their government. It is not wise to talk about personal things and private matters.
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34. The Foreign Enterprise or Business
Some Advice
Business ethics:
Westerners like to get to the point immediately
Easterners like formality
Cleverness is admired
They send in the second team first ... they can always come back and say “father said no.”
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35. The Foreign Enterprise or Business
Some Advice
Never negotiate business in one day - three days is about normal. Time means a different thing in Asia. A 12-course dinner is a good sign.
The Eastern business is often a family concern.
“Walk and talk softly ... you never know who you are speaking to”

36. Our Goal
It is through shared common business interests and goals that multi-national corporations can bridge the gap that separates one country from another.