BRUNEI

CAMBODIA

INDONESIA

LAOS

MALAYSIA

LEGAL SYSTEM

Common Law

Civil Law

Civil Law

Civil Law

Common Law

RELIGION

Mostly Islam

Mostly Buddhism

Mostly Islam

Mostly Buddhism

Mostly Islam

CULTURAL NUANCES TO BE OBSERVED IN DOING BUSINESS

MEETING AND
GREETING

Hierarchical
culture

Hierarchical
culture

(It is important to
introduce the most
important person on
your
team
first.
Greetings should be
formal
and
demonstrate respect
and deference.)

(Respect
and
deference
must
always be shown to
the
most
senior
person;
When
meeting a group you
will be introduced to
the highest ranking
person, similarly you
should have the most
senior of your group
greet them; If groups
are
involved
you
should
introduce
people according to
rank so that your
Cambodian
counterparts
understand
the
dynamics
of
the
group.)
STANDARD FORM OF GREETING

Handshakes which Handshakes

are
tend to be light.
normal although be
careful not to be
(Bruneian men often too firm as this may
raise their hands to be
construed
as
the
heart
after aggressive.
shaking hands.)

The traditional Lao A firm handshake is

gesture of greeting the standard form
is the "phanom" or of greeting.
"wai", where the
palms are placed
together
in
a
prayer-like gesture
in front of the face
or chest.
(Nowadays, however,
the
handshake
is
becoming
increasingly common
for both men and
women, particularly
during the conduct of
business.)

DEALING WITH OPPOSITE SEX

Most Bruneians do
not shake hands
with members of
the opposite sex.
(Foreign
businesswomen
should nod their head
in greeting; foreign
businessmen should
wait to see if a
Bruneian
woman

If men are dealing

with women they
should wait and see
if they extend a
hand before doing
so. Eye contact
should be kept to a
minimum.

Physical
touch
between
sexes
might be seen us
inappropriate.
As
Malaysia
is
a
Muslim country.
(Malay women do not
necessarily
shake
hand with men. To be
on the safe side, wait
for the woman to

extends
first

her

hand

reach out her hand

first. Otherwise a nod
or a single bow is
appropriate)
TITLES

Titles
are Titles
are
important and can important.
be confusing.
(Cambodians address
people
with
the
(Bruneians can have
honorific title "Lok"
as many as 20 words
for a man and "Lok
in their title. Titles
Srey" for a woman
such as Pengiran
with several different with the first name
alone or both the first
words following it,
and surname.)
Awangku and
Dayangku indicate
the person is related
to the royal family. It
is acceptable to
address someone
with a title by their
title alone. Honorific
titles are Awang for
a man and Dayang
for a woman. The
abbreviations for
these titles are Awg
and Dyg
respectively.)

with Address persons by

their title and their
surname.
(Lao names can be
confusing
for (Using first names is
foreigners. Surnames not very common.
Malaysians,
come before given Many
names, eg. Prime however, do not have
Minister
Khamtay surnames. They often
their
father's
Siphandon would be use
referred to as Mr name adding it to
Khamtay or Prime their surname with
the
term
bin
Minister Khamtay.)
meaning son of.
The term applying to
women is binti. In
cases
where
the
surname is missing
you can use the first
name together with a
Mr. or Mrs. Some
Malaysians
have
been conferred a title
by the government.
These are usually
Tun,
Tan
Sri,
Use
titles
surnames

Dato and Datuk.

If you know the title,
use it!)
BUSINESS CARDS

Business cards are

typically exchanged
after introductions
and handshakes.
(Present the card
with both hands or
with the right hand
and the left hand
supporting the right
hand. Give a business
card to each person
you meet. Examine
any business card
you receive before
putting it in your
business card case.
The respect you show
someone's business
card is considered to
be indicative of the
respect you will show
the
person
in
business.
It
is
considered a breach
of etiquette to write
on
a
persons
business card in their
presence.)

Business
cards
should
be
exchanged after the
initial
introductions.
(Have one side of
your card translated
into
Khmer
if
possible.
Present
your card so the
Khmer
side
is
readable
to
the
recipient. Use the
right hand or both
hands when offering
or
receiving
a
business card. It is
important to treat
business cards with
respect as the way
you handle the card
is indicative of the
way you will treat the
person.)

Always
distribute
and
receive
business cards with
both hands as a
sign of respect to
the person you are
dealing with.
(When
receiving
another
person's
card, always study
the card for a few
seconds
in
their
presence and never
place it immediately
into your pocket or
wallet.)

Business cards are

customarily
exchanged after an
initial introduction.
(It is usually first
given out by the
visiting party. When
receiving
or
presenting a card,
hold it with both
hands.
Hand your
card
facing
your
name upwards and
when receiving
it
make sure you study
it
briefly
before
putting it away into
your
pocket
or
placing it in front of
you on the table.
Have
your
card
translated
into
Malay.)

COMMUNICATION
STYLE

Bruneian
communication
is
formal
and
respectful.
(This is especially to
those senior in age or
position. Hierarchy is
revered,
so
older
businesspeople
should be greeted
before younger ones.)
Bruneians
commonly ask what
would
be
considered
intrusive personal
questions such as
about wages or the
like.
(If
you
are
uncomfortable
discussing
such
matters,
it
is
important to handle
the
matter
diplomatically
so
neither party loses
face.
Such
conversations
are
meant to get to know

High
culture

context

(This
means
that
words
are
less
important
and
greater
attention
must be given to
additional forms of
communication such
as voice tone, body
language, eye-contact
and
facial
expressions. Because
business is personal
and based on trust,
developing
relationships rather
than
exchanging
facts and information
is the main objective
of communication.)
If your business in
Malaysia
requires
interaction
with
Malaysian
government
officials,
ensure
that
all
communication
takes place in the
language of Bahasa

Malaysia.
The
majority
of
transactions
and
correspondence
with
Malaysian
companies however,
will generally be
conducted
in
English.

you as a person, they

are not meant to
make
you
uncomfortable.)

INDIRECTNESS OF COMMUNICATION
Communications
are indirect.

Yes is
always Yes

not

(As in much of Asia,

group harmony is
vital. Therefore, the
communication style
tends to be indirect
and
somewhat
ambiguous. This is
done
to
avoid
embarrassing
someone or causing
either party to lose
face. If you are from
a more direct culture,
you may find the use
of evasive responses
or insincere yeses
frustrating.)

(In Indonesia there is

a
difference
in
showing
an
agreement.
Indonesian will very
rarely say: No or
openly show their
disagreement.
The
local culture is based
on the principle of
harmony
and
consensus and thus a
clear
No
to
something
would
contradict
those
principles. Be aware
that
there
are
different levels of

Direct
answers,
particularly
negative ones, are
avoided.
(This is in order to
prevent
disagreement
and
preserve
harmony;
two very important
aspects of Malaysian
culture.)

Yes. Those levels

range from: Yes, I
hear you talking.;
Yes, I understand
what you have said.;
Yes, I agree with
you.; Until the final
Yes, we can do
that! Do not take the
first Yes as an
overall agreement.)
BODY LANGUAGE

Tone of voice, body

language,
eye
contact and facial
expression
can
often
be
more
important
than
what
is
actually
said.
(It is incumbent upon
the
foreigner
to
refrain form showing
his/her
inner
feelings.
Most
Bruneians
find
emotions
such
as
impatience, anger, or
irritation
embarrassing and try
to
avoid
them.
Therefore,
it
is

Non-verbal
behaviour is just as
important
to
be
aware of.
(For example, smiling
in
Cambodia
is
situational and can
have many meanings;
it may mean a person
does not understand
what has been said,
they are nervous or
even
irritated.
Showing emotions is
considered
a
negative behaviour.
Anger, impatience or
frustration should be
hidden as it would
lead to a loss of face.

To lose face, that

is to lose control of
ones emotions or
to
show
embarrassment in
public, is perceived
as
a
negative
display
of
behaviour.
(Malaysians will use
a number of methods
in order to save
face. Laughter, for
instance,
is
often
used to mask ones
true feelings and can
reveal
numerous
emotions
including
nervousness, shyness
or
disapproval.

important to observe
the person as they
speak.)

BUSINESS
MEETINGS

It is important to
advise
Bruneian
counterparts
in
advance of who will
be attending the
meeting.
(This allows them to
organize
counterparts at the
same level. It is also
a good idea to send a

Modesty and humility

are emphasized in
the
culture,
so
compliments
and
praise are generally
responded to by a
deprecating
comment. It is a good
idea not to speak
with bravado, which
may be interpreted
as boasting. Avoid
prolonged
eye
contact. Be sure to
speak clearly, slowly
and to avoid use of
slang, adages and
colloquial sayings.)

Saving
face
is
particularly crucial in
business contexts as
causing
your
Malaysian
counterpart to lose
face may influence
the outcome of your
future
business
dealings.)

Meetings do
stick
to
schedule
agenda.

When
scheduling
business meetings
in
Malaysia
one
must
take
into
consideration
the
importance
of
prayer times in this
predominantly
Muslim country.

not Friends
first

any business later

or
(One of the most
important issues in
(Issues may be Indonesia is building
tackled
separately up good relation with
and
altogether
if business
partners.
need be - once an This process is time
issue has seemingly consuming
and
been resolved it may requires
you
to
later be addressed present
yourself

When
entering
a
Malaysian
home,
always
take
your
shoes off. Only use
the right hand for
eating or touching
another person as the
left hand is regarded
unclean.

(Fridays
are
a
particularly religious

brief
biography
person.)

business
of each

Observe Seniority
(When entering a
room it is a important
that the most senior
person on your team
to enter the room
first. Doing so gives
face to both parties
since it demonstrates
respect towards the
Bruneian culture. It
is quite common for
the
most
senior
person from each
side to sit opposite
each other at the
table. Typically, the
most senior Bruneian
will offer a brief
welcoming
speech.
Although you need
not do the same,
having
a
few
welcoming words will
brand
you
as
a
competent leader.)
Small talks

again. Meetings will

continue until the
attendees
feel
everything has been
satisfactorily
covered.)
Small talk should
always be employed
at the beginning of
meetings.
(Building
a
relationship
on
mutual trust is crucial
so
initially
time
should be invested in
getting to know your
counterparts.)

more as a person
rather
than
a
businessman.
This
will set the baseline
for a good business
with your partner.
From
the
first
contact with your
partners and beyond
you will have to
answer
a
lot
of
private
questions
regarding your life,
family,
network,
hobbies,
food
preferences and so
on. For Indonesians it
is very important to
have a good and solid
friendship
with
somebody
before
doing business. If a
good
relation
is
established you will
also
make
good
business.)

Punctuality
is
important.
Arriving
late
shows a lack of
respect
for
the
person with whom
Relax and dont be
you are meeting.
pushy

(Time is relative in
Indonesia.
As
in

day of the week and

if possible meetings
should
not
be
scheduled for this
time. When making
appointments for a
business
meeting,
avoid
scheduling
them to a Friday, as
this day is reserved
for Muslims to pray.)
People have a more
relaxed
attitude
towards time.
(As a general rule,
you will be expected
to
be
punctual;
therefore it is advised
to arrive to business
appointments
on
time. Arrive in time
for a meeting but be
prepared to wait.)
When having a first
meeting
with
a
party do not expect
business decisions
to be made.
(Initial meetings are

(Once
the
introductions
are
complete
and
everyone is seated,
there will be a period
of
small
talk
to
enable all parties to
become
more
comfortable
with
each other. It will end
when the most senior
Bruneian
feels
comfortable
discussing business.
Do not rush the
process or you risk
permanently harming
your
business
relationship. At the
first
meeting
between
two
companies,
Bruneians often do
not get into in-depth
discussions.
They
prefer to use the first
meeting
as
an
opportunity to get to
know the other side
and build a rapport,
which is essential to
them.)

many countries in
South East Asia, the
recognition of time is
based on a cyclic
interpretation.
In
particular, this means
that for westerners it
is important to have
a defined start, a
result and work steps
to reach the result.
In Indonesia people
use the thinking of
the right time for
important
issues.
Some topics do not
need to be finalized
on a fixed date or
deadline, but at the
right time to do it. As
a foreigner you may
lose patience and
become
pushy
to
move the deal ahead
(e.g.
signing
a
contract).
Indonesians
mostly
become confused and
even frightened by
such
behavior
because
it

usually
used
for
building rapport as
business
relationships
are
based on familiarity
and trust. Without
them, your business
plans
may
be
fruitless. They are
always started with
small talk. Personal
questions are not
very adequate but
questions on hobbies
or
interests,
sometimes also on
family,
are
fine.
Asking people about
their weight, income
and marital status for
example,
is
not
uncommon and is
viewed
as
an
acceptable approach
to
initial
conversations.)
Be
patient
with
your
Malaysian
counterparts
during
business
negotiations.
The
process is often a

Meetings
may
extend
into
business meals.
(Although
at
this
point, business will
generally
not
be
discussed
nonetheless,
this
getting-to-know you
time
is
vital
in
developing
and
fostering
a
good
working relationship
and therefore it is
important that you
remain professional.)

contradicts the local

culture. Try to find
out the reason and
even if they do not
seem logical for you
try to accept it. Being
too pushy may result
in
losing
your
Indonesia partner.)
Always try to reach
a consensus.
(One
of
the
constitutional
principles is to make
decisions based on
consultation
and
consensus
(musyawarah dan
mufakat).
This
principle is also quite
common
in
Indonesian business
culture. Decisions are
made based on long
lasting
discussions
and
consultations
between
business
partners. It is not
that important to find
a
solution
which
might the best one.

long and detailed

one that should not
be hastened.
(DONT assume that
a signed contract
signifies
a
final
agreement.
It
is
common
for
negotiations
to
continue
after
a
contract has been
signed.)
When formulating
ideas and making
decisions
Malays
will tend not to rely
on
empirical
evidence or hard
facts, but prefer to
be
guided
by
subjective feelings
combined with the
Islamic faith.
(Consequently,
negotiations
may
take
longer
than
expected and your
Malaysian
counterparts
will
view decision making

Keep in mind that the

Indonesian Culture is
based on a collective
principle
where
everyone needs to
agree in order to
have
a
working
solution.)

GIFT-GIVING

in a more personal
light.)

are
not
Shoes and socks Gifts
make inappropriate usually exchanged
as they may be
gifts in Laos.
perceived
as
a
(As in most Buddhist bribe.
cultures, the foot is
in
the
the least sacred part (However,
event that you are
of the body.)
presented with a gift,
Green and red are it is customary to
the most suitable accept it with both
colours
for hands and wait until
wrapping paper in you have left your
Malaysian colleagues
Laos.
before opening it. Be
(Avoid
the
colour sure to reciprocate
white,
which
is with a gift of equal
value in order to
considered unlucky.)
avoid loss of face.
Pay attention to the

Muslim rules.
(Do not give alcohol,
pork
meat
or
something made of
pigskin.)
DRESS CODE

It
is
therefore
preferable for both
men and women to
wear
lightweight
tropical suits when
conducting
business in Laos.
(Like other countries
in Indochina, Laos
has
a
subequatorial/tropica
l-monsoonal climate.
Temperatures
are
high all year round
and the wet season
lasts from May to
October.)

Men should wear a

suit,
with
dark
pants,
a
longsleeved shirt and a
tie.
Women
have
slightly
more
freedom regarding
their
dress
etiquette. They can
wear
skirts,
trousers
or
a
traditional dress.

(Revealing
clothes
are
inappropriate.
Garments,
fully
covering a woman's
For
informal body, or headscarves
occasions a smart, are very common. )
casual
shirt
or
blouse with a collar
may suffice. Laos is
a
particularly
conservative

country and it is
best to dress that
way when in public.
(In late 1994 the
government banned
mobile
telephones,
mini-skirts
and
earrings on men as
"counterrevolutionary"
activities.
Although
the current status of
this
prohibition
remains
unknown,
discretion in terms of
attire
and
appearance
is
advisable.)

LEGAL SYSTEM

MYANMAR

PHILIPPINES

SINGAPORE

THAILAND

VIETNAM

Civil Law

Civil Law

Common Law

Civil Law

Civil Law

Mostly Buddhism

Vietnamese Polk
Religion

RELIGION
Mostly Buddhism

Mostly Catholics

Mostly Buddhist

CULTURAL NUANCES TO BE OBSERVED IN DOING BUSINESS

MEETING AND
GREETING

Myanmar
culture
has something of a
middle
ground
approach to small
talk, not requiring a
long elaborate ritual,
but also not diving
straight
into
business talk.
(Myanmar people are
usually curious about
foreigners
impressions of their
country, culture, and
cuisine.)

Always greet the Status and

oldest or highest- hierarchy are
ranking person at important in
the meeting first.
Singapore business
Filipino colleagues culture, where
and
new companies have a
acquaintances
top-down
aren't
being structure.
aggressively nosy
(When they ask you
about your family
history, your marital
status, or the names
of your children and
how they're doing in
school.
They're
simply
inquiring
about
the
same
things that occupy
the center of their
own universe.)
STANDARD FORM OF GREETING

Always
use
right
hand

your Firm
when are

handshakes
standard

Thai
greetings Vietnamese
involve a wai.
generally

shake

shaking hands or
passing
something
to someone, as the
left
hand
is
traditionally use for
toilet
ablutions(washing/cl
ean up)
(However, locals use
their left hand to
support their right
arm
when
shaking
hands.)
To
properly
introduce oneself, or
offer or accept an
item, place one hand
firmly
under
the
elbow
of
the
extended arm

protocol
in
Filipino
community.

the

(The
rules
on
handshakes
are
about the same as in
the West, although
Filipinos may use a
little more contact (a
pat on the side of the
arm as gesture of
hospitality
or
friendship). If there
is a clear status
differential, or you
are meeting a senior
executive, it may be
best to let him/her
offer the handshake
first.)

(To wai, the hands

are raised as if in
prayer and the head
is bowed. The wai
may be made while
sitting, walking, or
standing)

(This gesture is taken

seriously, even waiters
at a restaurant do it
before passing your
plate.)
DEALING WITH OPPOSITE SEX
Myanmar
women
should
not
in
general be touched

hands both when

greeting and when
saying
goodbye.
Shake with both
hands,
and
bow
your head slightly
to show respect.

by men.
(If a woman wishes to
shake hands, she will
offer her hand first.)
NAMES AND TITLES
Use the titles before Individuals
are
personal names.
addressed by their
titles and surnames
(Anyone seen as wise until such time as
and helpful can be familiarity
has
called Teacher X; due been established.
to history of strict
military control, names ("Mister" is obviously
like General carry proper
for
men,
less admiration than while many married
those that reference Filipinas
prefer
education; women of "Mrs."; use "Ms."
certain age are often sparingly, or at least
called Auntie, and until her preference
their
male is clear.)
counterparts
called
Uncle)
Filipinos are status
conscious, so be
quick to use formal
titles
(Avoid
using
someone's first name
until they've known
you for a while, or
until they ask you to

Always use the

persons title.
(When making
introductions for the
first time and in
formal meetings,
always use the
persons title and
family name followed
by his personal
name, if he has a
Chinese name. If he
has a western name
like "Peter", he
should be introduced
in the same way as in
the West, i.e. given
name before family
name. The Malays do
not use a family
name. They use their
own personal name
followed by bin (son
of) or binti (daughter
of) before their

be more informal.)

fathers personal
name.)

Nicknames
(Many Filipinos have
multiple
names:
Enrique Ramon, Juan
Jesus,
Maria
Teresita. Always ask
what they prefer to
be called, then make
a
note
regarding
both formal names
and nicknames (with
proper
spelling).
Nicknames, some of
them
seemingly
flippant,
are
common: Johnnyboy,
Peachy,
Babes,
Junior, Booboy. In
written form, the
nickname is often
enclosed
in
quotations
as
a
middle
name:
Antonio
"Tonyboy"
Cojuangco,
Ferdinand
"Bong
Bong" Marcos)
BUSINESS CARDS

If you're the visitor, Business

cards When receiving a

it's customary to should

be
offer your business exchanged
upon
card first.
meetings
and
treated
(Be aware, however, respectfully.
that you may not get
one in return if your (Ideally, they should
rank
isn't be
given
and
comparable to or received with both
higher
than
your hands.
Upon
Filipino
recipient. receiving a business
When you receive a card lay it in front of
card,
take
a you on the table in
thoughtful
moment accordance with the
to study it before placement
of
the
pocketing it.)
people
you
are
having the meeting
with.)
Never write on the
business card, put
it casually in your
back
pocket
or
haphazardly stash
it in a folder.
(Any of these actions
can be misconstrued
as disrespect.)

card, take it
formally in two
hands and don`t
slip it into the back
pocket.
(It is polite to make
some comments
about the card, even
if it is only to
acknowledge the
address. Read it
carefully, register the
title, and don`t write
on it.)

COMMUNICATION
STYLE

Knowing a few words

of Burmese will be
particularly
impressive and get
you off on the right
foot.
People in Myanmar
are
famously
friendly, and they
understand
that
cultural differences
exist just as well as
you do.
(Theyll be forgiving of
the smaller missteps
youll probably make)

Not in the
Philippines

English
is
the
working language
while the official
are
A raised voice, the languages
Chinese, Malay and
wrong intonation,
Tamil.
the implication of
incompetence,
or (There is a local
excessive direct eye vernacular, Singlish,
contact
can
do which is essentially
generously
major
damage. English
Once
you're peppered with local
slang
and
perceived
as
dialects. English
is
arrogant
and the
language
of
pushy,
you're
in business
and
administration, and
interpersonal
is widely spoken.
quicksand.
Translation
and
Passive Forms of interpreting services
are usually available
Resistance
at
hotel
business
centres, but these
(Among the forms services are unlikely
taken
by
passive to be required. Most
resistance in this Singaporeans
are
context:
not bilingual and speak
returning
phone their mother tongue
calls,
missing as well as English.
There
are
four
deadlines,
official languages in
misinterpreting
Singapore English,
instructions, failure Mandarin, Malay and
to follow through. Tamil.)
Most of the time you
won't even known
what hit you until it's

too late.)

DIRECTNESS OR INDIRECTNESS OF COMMUNICATION

UNKNOWN
VOCABULARY
WORD - "NO!"
(In
dealing
with
Filipinos, you soon
discover that they
don't much care for
the word "no." Given
the
culture
value
of pakikisama (group
loyalty)
and
the
importance
of
maintaining
social
harmony,
disagreement
or
interpersonal tension
of
any
sort
is
distasteful.
As
a
result,
business
negotiations
often
have
far
more

Singapore
is
generally
a
straightforward
place
to
do
business and what
would
be
considered normal
business in the UK
will
almost
invariably
be
acceptable
in
Singapore.

ambiguity
For example, when a
Filipino
executive
feels that telling the
truth
might
embarrass or offend,
he or she will often
beat
around
the
bush. In this context,
"yes"
doesn't
necessarily
mean
"yes." The word "yes"
could
also
mean
"maybe," "I guess
that's what you want
to hear," "Perhaps
someday," "I have no
idea," or "No." There
are, of course, a wide
array of subtle cues
to the real meaning,
some nonverbal and
some in Tagalog. For
example,
the
word mamaya implie
s
"later
today,"
while saka na means
more like "sometime
later,
maybe
tomorrow,
maybe
next month, or next

year ... "

-This
unwillingness
to say no affects the
international
businessperson
in
several ways. Many
Filipino
executives
will always be "out"
rather than answer a
phone call or meet
with someone they
know they're going
to have to turn down.
This can be very
frustrating
when
you're trying to nail
down a contract or
find out what's going
on one way or the
other. It can take a
lot longer to get a
firm negative answer
than
in
other
countries, a situation
which can leave you
hanging in a way that
can
be
hard
to
explain to.)

BODY LANGUAGE

When
smile

in

doubt, Filipinos
have
fascinating
nonverbal
(A meeting in a foreign language, much of
culture particularly it involving facial
one as unfamiliar to expressions.
most of the world as
Myanmars can be a (Lifting the eyebrows
daunting experience. without
smiling
It really neednt be. If means no -- but
youre ever unsure lifting the eyebrows
about something, just while smiling is used
ask. And finally, smile. to greet a friend.
A simple smile goes a Filipinos often point
long, long way in by pursing their lips.
Myanmar,
especially Pointing your finger
toward
alleviating is a definite no-no,
situations
that
are and you should avoid
uncomfortable
or too-direct
eye
embarrassing to you or contact.)
your hosts.)
No
one
including
children should be
touched on the head,
considered the most
sacred part of the
body
(Head and feet are
important in Myanmar
culture as the highest
and lowest points of

No
elaborate
bowing
is
necessary in formal
business meetings.
A firm handshake
will suffice.

Do
not
anything with
left
hand,
never point
one finger.

pass
your
and
with

Body language is
important in Thai
communication
and respect and
politeness
should
always be shown.
Being receptive to
subtle
body
language
and
indirect replies will
help
to
avoid
confusion
and
misunderstandings
.

Summoning
someone with a
curled index finger
as is done in the
West, is only done
by the boss. To
beckon someone,
extend your arm,
palm down, and
move your fingers
in a scratching
motion. Only
beckon someone
who has a lower
status than you.

the body; Feet should

never be put on tables
or used for touching or
pointing,
considered
unclean and so when
sitting,
dont
point
your feet at anyone or
towards images of the
Buddha;
you
are
expected to remove
your shoes whenever
you enter an indoor
dwelling or private
space; rinsing your
hands
after
meal
should not take place
under the same faucet
where you clean your
muddy toes)
BUSINESS
MEETINGS

In
scheduling
a
meeting, it's not
uncommon to make
arrangements
as
far as a month
ahead of time.
(As a professional
courtesy,
always
confirm the date by
phone a few days
prior and provide
advance copies of
whatever
materials
are
necessary
to
clarify and enhance

Singapore has a
formal
business
culture
Singaporeans
are
normally punctual
for
their
appointments and
expects the same
with others. Call
them if you are
unexpectedly late.
(Singaporeans are
cautious and likely to
make sure they are

Always make an
appointment and
arrive on time for a
meeting in
Thailand.
(Face-to-face
meetings are
preferred to other
more impersonal
methods such as
email. The most
senior person in your
team should be

Be punctual as
your Vietnamese
colleagues will
arrive on time and
they will expect
you to do the same.
(The first meeting is
an opportunity for
your Vietnamese
colleagues to get to
know you and for you
to get to know them.)

the objectives of the

meeting.)
Punctuality
is
paramount
in
getting
meetings
underway
even
though
actual
negotiations
may
move at a snail's
pace.
(Although there is a
tendency to think of
the Philippines as a
place where it's fine
to be late, this is no
longer
true.
Businesspeople have
gradually come to
appreciate
the
important
of
punctuality, and it's
best to arrive on
time. For most social
occasions,
it
is
almost rude to arrive
at the stated time.
Fashionably late is
the name of the
game, by as much as
an hour. At a party,
the more important
the guest, the later

doing business with

the right person. As
a
result,
it
is
necessary
to
establish a good and
genuine relation with
a
Singaporean
counterpart
to
demonstrate
your
capabilities
are
good.)
Personal
relationships
and
networking
are
important
elements of doing
businesses
in
Singapore.
Small talks
(Small
talk
is
common
at
the
outset of meetings;
you may be asked
questions about your
family
or
other
personal details
this is usually not
considered rude, but
part of the gettingto-know-you phase.
Politely
sidestep
these if you do not
wish to answer.)

introduced first. The

purpose of initial
meetings is to get to
know each other as
the foundation for
building further
relationship. It`s
best not to respond
with any sign of
impatience or
frustration.)

Sitting positions in
a meeting room or
a dining table is
accorded
accordingly to
rank, importance
and seniority.
Most business
luncheons and
dinners are held in
hotels, restaurants,
or government
facilities, which is
usually arranged
by the host.
Business is not
usually discussed
at dinners,
although it may be
at luncheons.

he or she arrives.)
The pace of doing
business
in
the
Philippines
is
casual
and
leisurely, to say the
least.
(Things
usually
unfold at a snail's
pace that can be
downright
excruciating for the
results-oriented
Westerner (I can and
do
so
testify).
However, it has been
like that here for
centuries
and
current
trends
toward Westernized
modes of business
interaction have yet
to make a significant
dent
in
longestablished custom.
If
you
aren't
a
patient person, it
might be a good idea
to
practice
deep
breathing and mental

Business
entertainment
(When entertaining
Malay
associates
(who are Muslim)
avoid
conducting
business on Fridays
or
during
the
Ramadan
(the
Muslim
fasting
month). Never serve
alcohol or pork. The
inviting party of a
business social event
usually picks up the
bill. The other party
can reciprocate next
time around.)
Decisions
are
nearly always taken
by
the
senior
management
and
subordinates avoid
directly
questioning
or
criticizing
their
superiors.

imagery;
getting
upset about it is
probably going to be
counterproductive.)
Small talks
(The
pace
and
content of meetings
is
different
than
Westerners are used
to. There may be
several minutes of
small
talk
before
getting
down
to
business (about the
stock
market,
basketball, the latest
flap at Malacaang,
whatever). )
People like to hang
around afterwards
for more of the
same, even if the
meeting itself has
been tense.
(It would be impolite
to
hop
up
and
immediately
take
your leave, even if
you're running late

for another meeting

or you've just lost a
difficult negotiation.
Mend fences, leave
with a smile and
hearty farewell, and
return to do battle
another day.)
GIFT-GIVING

While
gift
giving
isnt a necessity on a
first
business
meeting,
it
is
certainly
appreciated.
(If youre coming from
your home country, a
local product is always
a good bet. Its hard to
go wrong with a box of
quality
chocolates.
Gifts need not be
overly expensive as its
about the gesture, and
something that costs a
lot can make the
recipient
feel
uncomfortable
receiving it.)

Keep in mind hat a

lot of weight is
given
to
how
beautifully
it
is
packaged.
(This is a direct
reflection
of
the
amount of thought
and time you have
put into the gesture.
In other words, don't
just
stick
your
present in a paper
bag and say, "Here."
Because there are no
color prohibitions in
terms of wrapping
papers and ribbons,
the more festive the
better.)
Outside the family
circle,
Filipinos
consider gift-giving
a private affair and

Gift giving is a In Thailand, a

common
way
of bottle of imported
expressing thanks. liquor is
appropriate for an
(Small
businessexecutive.
related gifts such as
a
pen
with
the
( Have the gift
company logo would
wrapped locally and
be sufficient.)
don`t be surprised if
Gifts are typically the gift is set aside.)
wrapped, presented
and received with Thai`s don`t open
two
hands,
and gifts in the
opened after the presence of the
presenter leaves.
giver.
(Gifts
with
connotation
of
severance or cutting,
such as scissors, are
not appropriate as
they
symbolize
conflict.
Letteropeners however are
an exception. Clocks

In business, give
whiskey. Giving a
gift in an office
setting may be
misinterpreted as a
bribe.
(Try to save your
business gift giving
until you are invited
to your colleague`s
home.)

don't want to hurt

the
feelings
of
those present who
aren't
getting
anything.
If you're invited to
a colleague's home,
flowers (with the
exception of lilies
and
chrysanthemums)
are
always
appreciated.

are also considered

inappropriate gifts,
as
the
Chinese
expression
for
giving clock has
connotations
to
death.
For
your
Malay
associates,
avoid products made
from
pigskin and
alcohol
as
these
goods contravene the
laws of Islam. )

(As far as edible

gifts, stick to candy.
To bring anything
other than that will
be construed as an
insult that you think
the
household
is
poor.)
DRESS CODE

Generally speaking,
foreigners
doing
business
in
Myanmar
should
wear
what
they
would wear in a
similar context in
their home country.
(With that said though,
due to the hot and
often humid climate in

Although
the
climate is tropical
long-sleeved shirts
and ties are still
the usual call for
men, while smart
business wear is
recommended for
women.
Jackets
may be worn to
formal events.

Appearance is very
important to Thai
people. Business
dress code in
Thailand is
conservative.
(Men should wear
dark suits, white
shirts and a tie.
Women should wear
plain conservative

Myanmar, dress does

usually tend toward
the
more
casual.
Neckties
and
especially jackets are
often foregone.)

dresses or suits. If
skirts are worn, they
should be kneelength or longer.)

Myanmar men and

women often wear
traditional
outfit,
but foreigners do not
need to do this.
Business casual is a
pretty good bet in
most situations.
(One very important
note to all this is for
women, who should
not dress in revealing
clothing in this fairly
conservative culture.
Skirts should reach the
knees and shoulders
should be covered for
any business dealings.)
BUSINESS
CULTURE

The
Philippine Singapore
is
a
Business as Family multiethnic society
comprising
of
Malay,
(The family is always Chinese,
Indian
and
of vital importance in
Eurasian
the Philippines; not
communities.

Thai people prefer

to build personal
relationship before
discussing
business.
Very
often issues will
need
to
be

surprisingly,
most
business
organizations
are
modeled
on
the
Filipino family. The
boss and subordinate
often
exist
in
a bata relationship,
basically like that
between parent and
child
(bataliterally
meaning "child"). As
a
consequence,
paternalistic
management
styles
are the norm. As you
might expect, such a
paternalistic
and
hierarchical
management
structure
implies
that decision making
in most organizations
is done at the top.
And unless you have
some excellent inside
connections
or
referrals, your initial
contacts
are
not
likely to be with the
decision-maker.
Getting to someone

(In most cases, you

will
encounter
Singaporean Chinese
as
your
business
counterparts as they
form the majority of
the population. It is
important to adapt to
the business culture
of
the
respective
partners and this
section
will
offer
advice
and
considerations when
dealing
with
Singaporean
associates as local
customs have great
influence
on
Singapores business
style.)
Singaporeans
are
generally open and
cosmopolitan in their
outlook.
(They are not likely
to take offence if you
commit a social faux
pas, especially when
they understand that
you come from a
different culture.)
The general advice
would be to do as

repeatedly
discussed at many
different
levels
before
any
decisions
are
made.

who can and will act

on a proposal (i.e.,
sign a contract, write
a check) often has be
done through one or
more gatekeepers, a
process that can take
a seeming eternity.
However, once you
finally push your way
through to the top,
the gears can shift
quickly and deals
completed at warp
speed.)

GENDER
SENSITIVITY

Myanmar is socially
conservative country
and homosexuality is
still
technically
illegal
(The LGBT community
is however growing in
profile and trouble is
unlikely
to
occuralthough of course in
more remote parts of
the country attitudes
may differ, and overt
signs of affection may

the Romans when in

Rome
and
be
courteous
at
all
times.
As a general rule
avoid
discussions
about
topics
like
religion, racial issues
and politics. A few
tips to consider will
be provided in the
following.

There
is
an
emphasis
on
equality
of
the
sexes in Singapore.
(Women
do
hold
positions of authority
in business. Spouses
of both sexes do not
usually
attend
business events or
functions,
unless
specially invited.)

be frowned upon)

CULTURAL NUANCES TO BE OBSERVED

IN DOING BUSINESS WITH ASEAN MEMBER STATES

Group III
ARCHIVAL
ARGALLON
BILOCURA
BUTALID
DINOPOL
MANTOS
ROBLE

SEPTEMBER 14, 2016

6:00 8:00 PM
MOOT COURT