Tài liệu How to Do Business in 12 Asian Countries 1 pdf

KISS , BOW , OR SHAKE ASIA How to Do Business in 12 Asian Countries • CULTURAL OVERVIEWS • TIPS FOR DOING BUSINESS • KNOW BEFORE YOU GO • NEGOTIATING STRATEGIES • PROTOCOL Terri Morr

KISS , BOW , OR

SHAKE

ASIA

How to Do Business in

12 Asian Countries

• CULTURAL OVERVIEWS

• TIPS FOR DOING BUSINESS • KNOW BEFORE YOU GO

• NEGOTIATING STRATEGIES

• PROTOCOL

Terri Morrison, author of Kiss, Bow, or Shake Hands, 2nd Edition, resides in Newtown Square, PA and

is president of Getting Through Customs, a highly successful Internet product and training fi rm for

global business travelers Her clients include American Airlines, AEP, Carnival Cruise Lines, Cypress

Semiconductor, Deloitte & Touche, Dun & Bradstreet, Hewlett-Packard, and Lucent Technologies She

conducts seminars in intercultural communications, has written for many publications, has appeared

on numerous TV shows, and has been profi led and quoted in national newspapers and magazines

from the Wall Street Journal to Fortune.

$14.95 (Canada $19.95) Business

www.adamsmedia.com

The defi nitive guide to international

business and travel etiquette

“To help achieve success in communicating globally about

our business, there are critical tools never far from my reach:

my laptop or BlackBerry, my phone, and Terri Morrison’s

book Kiss, Bow, or Shake Hands.”

—Sherry Nebel, Vice President–Communications, Connexion by Boeing

Kiss, Bow, or Shake Hands: Asia reveals the subtleties of interaction, negotiation

strategies, and professional skills you need to keep poised for success in

your business travels This comprehensive guide to Asia contains up-to-date

information to lead you through social situations, business meetings, and

understanding local culture

Americans must now consider how economies are continuously shifting all

over Asia, and how Asian countries interact with the West and each other Learn

about business practices, cognitive styles, and social customs Give the right gift;

make the right gesture

Countries profi led are China (and Hong Kong), India, Indonesia, Japan, Malaysia,

the Philippines, Singapore, South Korea, Sri Lanka, Taiwan, Thailand, and Vietnam

Includes:

• Cultural IQ tests

• “Know Before You Go” tips

• Alerts on international security issues

MORRISON and CONAWAY

OR SHAKE

ASIA

How to Do Business in

12 Asian Countries

• CULTURAL OVERVIEWS

• TIPS FOR DOING BUSINESS • KNOW BEFORE YOU GO

• NEGOTIATING STRATEGIES

• PROTOCOL

Praise for the Kiss, Bow, or Shake Hands series

“In this global economy, ANYONE who leaves the U.S is a fool if they don’t

read up on their destination’s customs Kiss, Bow, or Shake Hands is THE

definitive authority on how to conduct yourself around the world You can easily offend your prospects and there is no faster way to kill the most

lucra-tive business deal Kiss, Bow, or Shake Hands has been immeasurably helpful

over the years.”

—Louis Altman, President, New Hampshire International Trade Association (NHITA), and President, GlobaFone

“Kiss, Bow, or Shake Hands has been an invaluable resource for international

businesspeople for years Don’t leave home without it.”

—Joe Douress, Vice President, LexisNexis Martindale-Hubbell

“Kiss, Bow, or Shake Hands is a great resource of cultural and

business-related information The material is concise and easy to read The cultural information is unique, educational, and fun! It’s a book that can be enjoyed

by a great number of people, from a student, to a leisure traveler, to the most sophisticated business person.”

—Joanna Savvides, President, World Trade Center of Greater Philadelphia

“In my work, I train employees of multinational corporations on how to

manage the intercultural aspects of an international assignment Kiss, Bow,

or Shake Hands is a tremendous resource for the growing number of

indi-viduals in today’s global workforce who find themselves working across international borders and on assignment outside their home country.”

—Carolyn Ryffel, Senior Manager of Intercultural Services,

Cartus, Chicago, IL

“To help achieve success in communicating globally about our business, there are critical tools never far from my reach: my laptop or BlackBerry, my

phone, and Terri Morrison’s Kiss, Bow, or Shake Hands.”

—Sherry Nebel, Vice President–Communications,

Connexion by Boeing

KISS, BOW, OR

SHAKE

HANDS:

ASIA

How to Do Business in

12 Asian Countries

• CULTURAL OVERVIEWS

• TIPS FOR DOING BUSINESS • KNOW BEFORE YOU GO

• NEGOTIATING STRATEGIES

• PROTOCOL

Terri Morrison and Wayne A Conaway

Avon, Massachusetts

To Nica, Brendan, and Alex Forever Wise, Forever True, Forever Loved

And to Tony

A chuisle mochroí

—Terri Morrison

To my Parents

I hope I was a good long-term investment.

—Wayne A Conaway And to the late George A Borden, Ph.D.,

a gifted friend.

Copyright © 2007, Terri Morrison.

All rights reserved.

This book, or parts thereof, may not be reproduced

in any form without permission from the publisher;

exceptions are made for brief excerpts used in published reviews.

This book includes material previously published in Kiss, Bow, or Shake Hands by

Terri Morrison, © 2006, F+W Publications, Inc.

Published by Adams Media, an F+W Publications Company

57 Littlefield Street Avon, MA 02322

www.adamsmedia.com

ISBN 10: 1-59869-216-X ISBN 13: 978-1-59869-216-7 (paperback) ISBN 13: 978-1-60550-852-8 (EPUB) Printed in the United States of America.

J I H G F E D C B A

Library of Congress Cataloging-in-Publication Data

is available from publisher.

This publication is designed to provide accurate and authoritative information with regard to the subject matter covered It is sold with the understanding that the pub-lisher is not engaged in rendering legal, accounting, or other professional advice If legal advice or other expert assistance is required, the services of a competent profes-sional person should be sought.

—From a Declaration of Principles jointly adopted by a Committee of the

American Bar Association and a Committee of Publishers and Associations Many of the designations used by manufacturers and sellers to distinguish their product are claimed as trademarks Where those designations appear in this book and Adams Media was aware of a trademark claim, the designations have been printed with initial capital letters.

Maps © Map Resouces.

This book is available at quantity discounts for bulk purchases.

For information, please call 1-800-289-0963.

Contents

viii Introduction

xi Cultural Orientation

xviii Map of Asia

110 Singapore

125 South Korea

143 Sri Lanka

155 Taiwan

171 Thailand

183 Vietnam

197 Appendix A

Titles and Forms of Address in Asian Countries

202 Appendix B

Why Learn a Foreign Language?

205 Appendix C

Contacts and Resources

208 Appendix D

Avoiding Fashion Faux Pas

210 Appendix E

Holidays

212 Appendix F

Equivalents

216 Appendix G

International Electrical Adaptors

218 Index

221 About the Authors

Preface

In the dozen years since the first edition of Kiss, Bow, or Shake Hands was originally published, Asia has changed in remarkable

ways Asian economies grew, collapsed, and recovered The region coped with epidemics, earthquakes, and tsunamis Indonesia went from one-party rule to democracy Vietnam, once a pariah to the USA and its allies, transformed itself into a valued trading partner India became the outsourcing capital of the world The Soviet Union dissolved, leaving its Central Asian republics to find a new path alone Japan slowed, and China boomed The interesting thing is that over twelve years—throughout all of the massive political and economic changes—the cultures, values, and belief systems of major ethnic groups have remained constant

For example, the former British Crown Colony of Hong Kong was returned to China in 1997 After decades under British rule, the businesspeople of Hong Kong had to adapt to the rules of the People’s Republic of China Many multinationals will grapple with the written and unwritten rules of conduct in China as well (like Google, which was temporarily censored by the Chinese government for several days in 2006) Successful globalization will require that you, too, learn how to adapt to the cultural aspects of doing business in Asia Just understanding Chinese name order and titles will give you an advantage over other executives who do no research

As Johann Wolfgang von Goethe said, “There is nothing more

terrible than ignorance in action” (Es ist nichts schrecklicher als eine tätige Unwissenheit).

During my life, I have seen World War, reconstruction, terror-ism, and tremendous advances in technology On this increasingly interconnected planet, businesses need to acknowledge that people are not alike all over the world—the more you respect local attitudes toward families, work, and religion, the more successful you will be

in those locales Priorities in Mumbai are not necessarily equivalent

to those in Milwaukee

It is a pleasure to introduce you to this important book Review

it before you embark on your international trips Gain the informa-tion you need on business practices, cognitive styles, negotiainforma-tion techniques, and social customs Give the right gift; make the right

gesture Read Kiss, Bow, or Shake Hands: Asia.

—Hans H.B Koehler,

the former Director of the Wharton Export Network

“The reputation of a thousand years may be determined by the conduct of one hour.”

—Japanese proverb

Preface ii