Tài liệu How to Do Business in 12 Asian Countries 8 doc

Punctuality, Appointments, and Local Time ● Although the majority of Indonesians are Muslim, Indonesia does not follow the traditional Islamic work week pattern Friday is the Islamic ho

adat (common law) has become one of the major stabilizing factors

maintaining the traditional rural societies The military is the main arbiter of power in the government

Issues of Equality/Inequality

In most organizations there is a strong authoritarian hierarchical system that demands obedience of subordinates Although there are strong ethnic identities, there is also a strong national identity that

is taught to all children in the primary school years The husband

is considered the head of the household, but the wife is not inferior

in status, and both are expected to cooperate in maintaining their household and family Equal rights for women have always been upheld in the community

Nevertheless, Indonesia has a multiethnic society with many historic antagonisms In particular, ethnic Chinese and Christian Indonesians are sometimes the targets of antagonism

Punctuality, Appointments, and Local Time

● Although the majority of Indonesians are Muslim, Indonesia does not follow the traditional Islamic work week pattern (Friday is the Islamic holy day, so the traditional Muslim “weekend” is Thursday and Friday) Instead, the work week runs four full days, Monday through Thursday, then two half days on Friday and Saturday

● As a foreign businessperson, you are expected to be on time for all business appointments This is especially true when you are meeting someone with a higher social standing than yourself

● In general, the higher the status of an Indonesian, the more he

or she is likely to appreciate punctuality Sometimes Indonesian laborers consider themselves punctual if they arrive within a few hours of an appointment Executives and government officials will understand promptness—but they still have the prerogative

to make a subordinate wait

● A majority of Indonesian businesspeople are Chinese Their culture is very work oriented, and they are likely to be prompt

Other businesspeople and the majority of government officials are ethnic Malays Their culture is very different from that of the Chinese, and they have a looser concept of time Promptness has never been a virtue in the Malay culture of Indonesia

● Social events in Indonesia involve different rules In general, Indonesians arrive a half-hour late

● The casual Indonesian attitude toward time may allow you to schedule appointments on short notice

● Indonesian executives tend to be more accessible than executives

in many countries Even an Indonesian CEO is likely to meet with foreign businesspeople

● English is used in many business transactions and correspondence However, attempts to use Bahasa Indonesia are appreciated

● Bahasa Indonesia is the official language of Indonesia Although many government officials will speak some English, they may prefer to hold meetings in their native tongue Fortunately, an English-speaking translator is usually close at hand

● All official correspondence with government officials must be in Bahasa Indonesia Use of the language is also mandated for many advertisements and publications

● The holidays in Indonesia attempt to accommodate the celebra-tions of Islam, Hinduism, and Christianity For the official

holi-days of Indonesia, visit www.kissboworshakehands.com.

● Observant Muslims fast from dawn to sundown during the month

of Ramadan Be sure not to eat or drink in front of fasting Indo-nesians It can be difficult to conduct business during Ramadan, when many Indonesians leave to visit relatives in rural areas—or even on another island The price of food, clothing, and transpor-tation tends to rise during Ramadan

● As in most countries, Indonesians write the day first, then the month, and then the year (e.g., December 3, 2010, is written 3/12/10 or 3.12.10)

● Indonesia spans three time zones Java and Bali are on West Indo-nesia Standard Time, which is seven hours ahead of Greenwich Mean Time (G.M.T + 7) Central Indonesia Standard Time is eight hours ahead of Greenwich Mean Time (G.M.T + 8); Lombok and

Nusatenggara are on Central Time The East Indonesia Standard Time Zone, which includes Maluku and Papua (Irian Jaya), is nine hours ahead of Greenwich Mean Time (G.M.T + 9)

Cultural Note

Expect to encounter tough negotiations Indonesians negotiate virtually every aspect of their daily lives, from taxi rides to groceries You should anticipate considerable haggling over even the smallest point In addition, Indonesians are good at wearing down the opposition, because the concept “time is money” is not a cultural norm

Negotiating

● Indonesians do business with people they know and like Estab-lishing this personal relationship will take time, but it is vital for success

● The pace of business negotiations in Indonesia is far slower than

in the West Be patient and do not rush

● It would be unusual to complete a complicated business deal in only one trip Expect to take several trips over a period of months Indeed, little will happen at the first meeting except getting acquainted

● Politeness is one of the most important attributes for successful relationships in Indonesia This politeness in no way hinders the determination of Indonesian businesspeople to get their own way

● Everyone has a defined status in Indonesia In Bahasa Indonesia, you generally converse with a person after you know whether he

or she is your superior, inferior, or equal Even when the conver-sation is in English, Indonesians will not feel comfortable until they know your position This is one reason why Indonesians will ask you very personal questions about your job, your education, and your salary

● Indonesians rarely say “no” because they consider it impolite to disagree with someone You are expected to be perceptive enough

to differentiate a polite “yes (but I really mean no)” from an actual “yes.” This is rarely a problem when speaking in Bahasa

Indonesia, because the language has at least twelve ways to say

“no” and many ways to say, “I’m saying ‘yes’ but I mean no.” This subtlety is lost in English Westerners sometimes interpret this

as deceit, but Indonesians are simply being polite by their own cultural standards

■ This “no” is clear even in English: anytime an Indonesian says

“yes, but ,” it means “no.”

■ When there are any qualifications attached (such as, “It might

be difficult”), it means “no.”

■ A clear way to indicate “no” is to suck in air through the teeth This sound always indicates a problem

■ Evasion is indicative of a “no,” even if the person has said nei-ther “yes” nor “no.” He or she may even pretend the question was never asked

● A deal is never complete until all the paperwork is signed Indo-nesians (especially the Chinese) often consult astrologers, so the signing may be delayed until an “auspicious” day arrives

● People in Indonesia may smile or laugh in situations that West-erners consider inappropriate Smiles may hide embarrassment, shyness, bitterness, or discord If an Indonesian nurse giggles while tending to a seriously ill male patient; this could be from embarrassment at having to touch a man, not callousness Learn-ing to interpret smiles and laughter may take a foreigner years

● In Indonesia, an individual who expresses anger in public is con-sidered unable to control himself or herself Such a person will not be trusted or respected

● Being embarrassed publicly (also called “losing face”) is known

as malu One result of “malu mentality” is that Indonesians may

allow a person to continue to err rather than risk embarrassment

by correcting him or her in public In effect, an Indonesian may

“honor” someone’s authority by allowing him or her to make a disastrous error

● It is considered polite among Indonesian Chinese to offer both the positive and negative options in virtually every decision Even when speaking in English, they are likely to add a “yes/no” pattern

to a question Rather than asking, “Would you like to have din-ner?” they are likely to ask, “You want dinner or not?” The phrases involved (“want or not want,” “good or not,” “can or cannot”) are direct translations of Chinese phrases into English They may sound unduly aggressive to Western ears

Cultural Note

The Indonesian term jam karet (rubber time) refers to the indigenous casual attitude toward

time Only a true emergency, such as a death or serious illness, will impel many ethnic Indonesians to make haste

● Be cautious in asking an Indonesian Chinese a question English speakers would give a negative answer to the question “Isn’t my order ready yet?” by responding, “no” (meaning, “no, it’s not ready”) The Chinese pattern is the opposite: “yes” (meaning, “yes,

it is not ready”)

● Indonesians of all ethnic groups are comfortable with silence, in both business and social settings A silent pause allows time for thought; it does not necessarily signal either acceptance or rejec-tion Westerners often find such pauses uncomfortable

● In Indonesia, individuals are rarely singled out in public, either for praise or for condemnation People are expected to be part of

a group, and it is the group that is addressed If you must repri-mand an individual employee, do it calmly and in private

● Always be aware of social hierarchy If you are part of a delega-tion, line up so that the most important persons will be intro-duced first If you are introducing two people, state the name of the most important person first (e.g., “President Suhardjono, this

is Engineer Wong”)

● Speak in quiet, gentle tones Always remain calm Leave plenty

of time for someone to respond to a statement you make (as long

as ten to fifteen seconds) before speaking again Westerners often assume that they have agreement and resume talking before a Indonesian has the chance to respond

● Topics to avoid in conversation include any criticism of Indone-sian ways, religion, bureaucracy, human rights record, or politics

Also, avoid any discussion of sex or the roles of the sexes (How-ever, do not be surprised to hear graphic discussions of birth control methods The Indonesian government supports major population control programs.)

● Good topics for discussion include tourism, travel, plans for the future, organizational success (talking about personal success is considered impolite boasting), and food (while remaining com-plimentary to the local cuisine) Stories about your attempts to learn Bahasa Indonesia also make good conversation

Business Entertaining

● Some Indonesians have negative images of foreigners Indonesia was exploited by foreigners for some 300 years Social encounters are the best way for you to dispel that preconceived image

● Understand that there may be little conversation while eating Do not be concerned by a silent meal

● Take advantage of any invitations to social events Establishing

a successful business relationship hinges on establishing a social relationship as well

● Invitations to social events may not come immediately Be patient and let your Indonesian associates make the first invitation You generally do not host a social event until you have already been a guest

● Respond to written invitations in writing Among the Chinese, white and blue are colors associated with sadness; do not print invitations with those colors Red or pink is a good choice

● Generally, spouses may be invited to dinner but not to lunch However, no business will be discussed at an event where spouses are present

greetings

● Indonesia has more than 300 ethnic groups, each with its own tra-ditions These range from isolated Stone Age tribes in the jungles

of Irian Jaya to the cosmopolitan denizens of Jakarta

● Expect to shake hands only upon initial introductions and before and after a long separation Most Indonesian handshakes are more like handclasps; they are rather gentle and last for some ten or twelve seconds (By contrast, most North American handshakes last for only three or four seconds.) For special emphasis, the hand-shake can be intensified by placing your hand over your heart

Cultural Note

Hosting a party for Indonesians can be complex Send out written invitations (addressed to husband and wife) a week in advance, but do not expect many responses in writing, even if your invitations say RSVP Indonesians are somewhat averse to committing themselves to a social event Find excuses to follow up (either by phone or in person) to remind your guests

of the affair Be prepared to explain (1) what event the party is celebrating, (2) the guest list, and (3) who the guest of honor is Hold the party early; the guests will probably leave by 9:30

p.m Indonesians find buffets more comfortable than sit-down dinners with assigned places

Be sure the food is sophisticated; if you depend on Indonesian servants to plan the meal, they are likely to select working-class fare (tasty but not prestigious) Remember that observant Muslims do not drink alcohol Finally, show great respect toward your guest of honor He (or she) is the last to arrive and the first to be served

● Most ethnic Indonesians are Muslim; the majority of the others are Hindu Traditionally, there is no physical contact between men and women in these cultures (Indeed, if a religious Muslim male

is touched by a woman, he must ritually cleanse himself before

he prays again.) Because of this, women should not offer to shake hands with Indonesian men (nor should men offer to shake hands with Indonesian women) Of course, if a westernized Indonesian offers to shake hands, do so

● Upon greeting, the traditional Muslim Indonesian salutation is

the word selamat, which means “peace.”

● Among Indonesian Chinese, the traditional greeting was a bow However, most now shake hands or combine a bow with a hand-shake Chinese men are more likely than other Indonesian ethnic groups to be comfortable shaking hands with a woman

● The traditional Hindu greeting involves a slight bow with the palms of the hands together (as if praying) This greeting, called

the namaste, will generally be used only by older, traditional Hin-dus However, it is also an acceptable alternative to a handshake when a Western businesswoman greets a Hindu Indonesian man

● Above all else, greetings in Indonesia are stately and formal Do not rush Take your time; hurried introductions show a lack of respect This applies to all Indonesians, from executives to laborers

● Among all ethnic groups, kissing in public (even a quick peck on

a cheek) is considered unacceptable Only the most fashionable and cosmopolitan of Indonesians will give even a quick kiss in greeting

Cultural Note

Just as the British greeting “How do you do?” is rhetorical, Indonesians have many rhetorical greetings Chinese greetings often involve food “Have you eaten?” and “Have you taken food?” are rhetorical greetings; answer “Yes,” even if you are hungry Similarly, a typical Indonesian greeting when meeting on the street is “Where are you going?” This is also rhetorical; “For a walk” or “Nowhere of importance” is a perfectly acceptable answer (“I’m eating the wind!” is a local idiomatic response) You are not expected to reveal your itinerary

● Business cards should be printed (preferably embossed) in Eng-lish Since ethnic Chinese constitute the majority of Indonesian businesspeople, you may wish to have the reverse side of some of your cards printed in Chinese (gold ink is the most prestigious for Chinese characters)

● Your business card should contain as much information as possible, including your business title and your qualifications Indonesians include all of this data on their card, as well as any titles of nobility

● Westerners should use their usual academic titles, rather than translate them into the Indonesian equivalent (which are some-times derived from Dutch academic titles)

● The exchange of business cards can be quite stately After intro-ductions are made, the visiting businessperson should offer his

or her card to each person present Present your card with both hands (The most deferential method is to present your card in your right hand, with your left hand lightly supporting your right wrist.) Give your card to the recipient with the print facing him or

her (so he or she can read it) The recipient will receive the card with both hands, then study the card for a few moments before carefully putting it away in a pocket You should do the same when a card is presented to you

● Never put a business card in your back pocket, where many men carry their wallets While it is useful to write information such as the pronunciation of a name on someone’s business card, do not let the person see you writing on his or her card Either of these actions may be interpreted as “defiling” a business card

Titles/forms of Address

● Every variation of personal naming patterns can be found among Indonesia’s myriad ethnic groups People may have one name or two, short names or long, given name followed by a family name

or vice versa, or one name and one initial

● Names are considered sacred by most Indonesians Indeed, among some Javanese, a person who has a string of misfortunes will change his or her name to one considered luckier

● Most businesspeople you meet should be addressed with at least

a title and their name If a person does not have a professional title (such as Engineer, Doctor, or Teacher), a Westerner may use

“Mr.” or “Madam,” “Mrs.,” or “Miss,” plus their name However, be aware that you may be omitting other titles, important both to the person and your understanding of that person

● As you inquire of an Indonesian how you should address him

or her, be forward in explaining what he or she should call you Indonesians may be equally unsure as to which of your names is your surname Follow their lead as to the degree of formality Do not tell an Indonesian “just call me Tony” when you are calling him Dr Armizal

● For more information on Chinese and Muslim naming conven-tions, see Appendix A

gestures

● Aside from handshakes, there is no public contact between the sexes in Indonesia Do not kiss or hug a person of the opposite