Tài liệu How to Do Business in 12 Asian Countries 24 pptx

188 Kiss, Bow, or Shake Hands: Asia The Vietnamese View e constitution of the Socialist Republic of Vietnam guarantees freedom of religion. e country’s diverse population follows many religious beliefs. Confucianism (which is a philosophy more than a religion) has had a great eect on Vietnamese thought and tradition. Historically, the largest and most important religion in Vietnam was Buddhism. Although the Communist government describes Bud- dhism as currently “in decline,” it acknowledges that 70 percent of Vietnamese are “strongly inuenced” by Buddhist tradition. Many other religions are represented in Vietnam. Also, as is com- mon in Asia, religious beliefs oen overlap. Vietnamese Catholics also may go to Buddhist temples; Vietnamese Muslims also may engage in ancestor worship. e current breakdown of religion in Vietnam is: Buddhist Roman Catholic—10 percent (Catholicism entered Vietnam in the seventeenth century and was supported by the French colonials.) Cao Dai—approximately 2 million Hoa Hao—over 1 million Protestant—less than a half-million Islam—approximately 50,000 (Islam is concentrated among the Cham ethnic minority near the coastline in Central Vietnam.) As you would expect, views on Vietnam vary between groups. Anti-Communists and supporters of the defeated South Vietnamese government view today’s Vietnam rather critically. Many of these Vietnamese le around the time Saigon was overrun in 1975. e so- called “Boat People” who ed aer the Communist absorption of all South Vietnam in 1976 may have cynical views of both Communist governments and the West, because many Boat People were le to languish in refugee camps for years by Western governments. (For example, some spent years in camps in British-ruled Hong Kong.) Cultural Note Avoid carrying proscribed drugs or narcotics into or out of Vietnam. As in Malaysia and Indonesia, drug smugglers are subject to the death penalty. Finally, some of the many ethnic minorities of Vietnam may also dislike the Communist government. ese include the Hmong, who were persecuted as allies of the USA, and Vietnam’s ethnic Chinese—a traditional merchant class who were devastated when the Communists made private trade illegal in 1978. Almost a half- million ethnic Chinese le Vietnam during that period, primarily by boat. Many were encouraged to leave by the Vietnamese govern- ment. (is mistreatment of Vietnam’s ethnic Chinese contributed to the attack on the Vietnamese border by the People’s Republic of China in 1979.) ■ * Know Before You Go To the average business traveler in Vietnam, the greatest hazard is vehicular traffic. Traffic in Vietnam’s fast-growing cities is chaotic, with trucks, cars, motorcycles, and bicycles all competing for space. Pedestrians can be in as much danger as drivers and their pas- sengers. Exercise caution and hire a driver rather than drive yourself. After dark, foreigners should avoid using the less-regulated forms of transport, such as motorcycle taxis and cyclos (also known as pedicabs). Also, at any time of day, you should negotiate the fee before entering a motorcycle taxi or cyclo: they have no meters. In a taxi, insist your driver use his meter. Violence against foreigners is very rare, in part because the penalties for harming a foreigner are draconian. A Vietnamese who killed a foreigner in 1996 was quickly found, tried, and executed. Cultural Note To date, Vietnam has had only one Nobel Prize laureate. In 1973, the Nobel Peace Prize was jointly awarded to Henry Kissinger and Le Duc Tho for their contributions to the Vietnamese peace negotiations. These were (to say the least) controversial choices—especially because the peace negotiations did not prevent North Vietnamese forces from overrunning South Vietnam in 1975–76. As it happened, Le Duc Tho declined to accept his peace prize. ● 3 CULTURAL ORIENTATION Vietnam’s recent history has been highly dynamic and there has not been much detailed study of Vietnamese cultural orientations at Vietnam 189 190 Kiss, Bow, or Shake Hands: Asia the time of this publication. Pending further research, the following observations can be made: Cognitive Styles: How Vietnamese Organize and Process Information Historically, by accepting the foreign concept of Marxism, the leaders of Vietnam became closed to outside information. Because the Communist victory took the better part of a century, unswerv- ing dedication to Marxist ideals became a necessity. However, the Communist reunication of divided Vietnam took place during the decline of global Communism. e dissolution of Vietnam’s primary benefactor, the USSR, required the Vietnamese leadership to become more open to other, non-Communist ideals. As a market-oriented society, Vietnam’s decision makers and businesspeople have—of necessity—become more open to outside concepts and more analytic than associative. Nevertheless, they may place more value on relationships than obedience to abstract rules of behavior. Negotiation Strategies: What Vietnamese Accept as Evidence Vietnamese relate each instance to their own experience, mak- ing search for truth highly subjective. Even experienced Vietnamese businesspeople may not make decisions entirely based on objective facts. Value Systems: The Basis for Behavior e following three sections identify the Value Systems in the predominant culture—their methods of dividing right from wrong, good from evil, and so forth. Locus of Decision-Making While responsibility for decision-making rests on the shoulders of the individual, decisions are always made with the family in mind. A Vietnamese will oen consider “What is best for my family?” when making a choice. Sources of Anxiety Reduction Vietnam’s current transition to a market-oriented economy oers exciting opportunities for its citizens, but it also causes great anxieties. ere are clear winners and losers. Vietnamese laborers in inecient, state-owned industries know that they will be among the losers. e extended family forms the basic unit of Vietnamese society and also provides the main source of security. Ancestor worship reinforces the importance of the family as well. Issues of Equality/Inequality Vietnam remains a hierarchical country. Under Confucian tradi- tion, each person has a place and knows to whom to defer. Hierar- chical structures are also found in government, business, and other organizations. e ethnic Vietnamese have traditionally looked down upon the country’s ethnic minorities. e rural minorities, such as the Mon- tagnards (mountain people), have oen reinforced Vietnamese ste- reotypes by trying to remain separate from mainstream Vietnamese society. e Communist ideal includes gender equality, and women have equal rights under the law. However, Vietnam is still a male-dominated country, both in business and government. In most ethnic groups, the husband remains the titular head of the home. e aged are con- sidered more knowledgeable than the young, and their opinions are highly respected. ● 3 BUSINESS PRACTICES Punctuality, Appointments, and Local Time ● Ocial business hours are generally from 7:00 or 7:30 .. to 4:30 or 5:00 .., Monday through Friday. Many people take a long lunch break. ● Punctuality is key; be on time for all business engagements. ● Being prompt is not as vital for social events, but do not be more than a half-hour late. Vietnam 191 192 Kiss, Bow, or Shake Hands: Asia ● In Vietnam, as in most other countries, the day is written rst, then the month, then the year (e.g. December 3, 2010, is written 3.12.10). ● Prior appointments are necessary; do not try to make an impromptu oce visit. ● e country of Vietnam is seven hours ahead of Greenwich Mean Time (G.M.T. + 7), or thirteen hours ahead of U.S. Eastern Stan- dard Time (E.S.T. + 13). Negotiating ● e Vietnamese are great fans of bargaining. ey dicker over the price of everything, from taxi rides to real estate. When you nally get around to talking about the price, expect them to negotiate aggressively. ● Connections are all-important in Vietnam. You cannot do any- thing unless you are know the right (that is, powerful) people. Personal introductions are preferred, but a letter of introduction is better than nothing. ● e Vietnamese need to personally trust you before they will do business with you. Expect to spend a substantial amount of time exchanging small talk, drinking tea, and developing a rapport. Do not consider this time wasted. ● In common with other Asian cultures, the Vietnamese will oen say what they believe foreigners want to hear. It is your job to learn to tell the dierence between honest agreement and a polite-but- insincere “yes.” ● High pressure and emotion have little place in business in Viet- nam. Most would rather let a deal fall through than be rushed. Business Entertaining ● Your Vietnamese host will give at least one meal in your honor. You should return the favor by hosting a meal at an international hotel or ne restaurant. ● Business meetings are oen held over lunch. Dinners are usually considered social occasions, but work can be discussed—if your Vietnamese counterpart initiates the topic. ● Expect beer or spirits to be served at a Vietnamese banquet. e senior member of your party will be expected to make a short speech—or, at least, a toast. ● Karaoke has become very popular in Vietnam. It is worthwhile to prepare a song if you are asked to sing. ● If you happen to visit a Vietnamese kitchen, you will probably nd it decorated with the images of three Vietnamese kitchen gods. ● Vietnam is becoming a destination for culinary travelers. e Vietnamese have learned to make food out of virtually every non- poisonous sh, beast, and plant native to their country. However, for those who are gastronomically timid, there are other cuisines available in Vietnam. In addition to Chinese and ai food, Vietnamese cities have restaurants serving French and American cuisine. One can spend a considerable amount of time in Vietnam eating nothing but hamburgers and pizza. ● If you are a beer acionado, you might want to visit one of the enormous beer halls that serve Bia Hoi (fresh beer)—brewed and served the same day. Cultural Note As a developing country, Vietnam boasts a small number of entertainment venues. After the workday, the legal forms of entertainment consist of karaoke, traditional arts performances, such as music, dance, water puppets—or drinking. While the Vietnamese are usually happy to welcome foreigners into their bars and beer gardens, keep in mind that they have a number of drinking games. You’re in trouble when a Vietnamese shouts “tram van tram,” which means “100 percent!” You are now in a race with the challenger to drain your drink! Of course, as soon as you drain that one, several more Vietnamese will undoubtedly challenge you again. ● 3 PROTOCOL Greetings ● e traditional greeting is a slight bow with the hands clasped together above the waist. ere is no physical contact. However, the vast majority of businesspeople in Vietnam will greet you with either a slight bow or a handshake. Vietnam 193 194 Kiss, Bow, or Shake Hands: Asia ● It is not traditional for Vietnamese to introduce themselves, and their subordinates will oen not introduce their boss, either. is is one reason that a personal introduction is extremely useful in Vietnam—from a person considered more or less an equal. ● Good topics of conversation are sports, travel, food, and music. ● If a Vietnamese superstition is discussed, take it seriously. ere are many Vietnamese who will give it credence, and your host may be one. ● Most (but not all) businesspeople have business cards. ere is little formality involved in exchanging cards. ● Your card will not be refused, but you might not be given one in exchange. Don’t be oended by this. Titles/Forms of Address ● Vietnamese names are written in this order: surname (a.k.a., fam- ily name) followed by two given names. ● It is very important to use professional and governmental titles. Cultural Note Vietnam is noted for its unique musical instruments. The Dan Bau is an instrument that uses a single long string made of silk or brass. Vietnamese find its sound sublime, although it is so faint that it must be electronically amplified to be heard by even a small group of people. Other characteristic instruments include the bamboo flute, the Tam Thap Luc (a zither with thirty-six brass strings), and the gong. Gestures ● In common with other Communist states, Vietnam is a relatively puritanical country. Although brief hugs or a kiss on the cheek are acceptable between friends, extended public contact between the sexes is frowned upon. ● In general, do not touch your Vietnamese associates at work. Allow for more physical distance than is normal in the West. ● e foot is considered unclean by many Vietnamese. Do not move anything with your feet, and do not touch anything (except the ground) with your feet. ● Do not show the soles of your feet (or shoes). is restriction determines how one sits: you can cross your legs at the knee but not with one ankle on your knee. Also, do not prop your feet on anything not intended for feet, such as a desk. ● Among Vietnamese Muslims, the le hand is considered unclean. Try to favor your right hand over your le when you are among them. ● As in much of the world, to beckon someone you hold your hand out, palm downward, and make a scooping motion with the ngers. Beckoning someone with the palm up and wagging one nger—as in North America—can be construed as an insult. Gifts ● Gis are part of doing business in Vietnam. Come prepared with a gi for each participant on your rst meeting. ese gis need not be expensive: pens, small electronics, and illustrated books of your home country are all acceptable gis. ● A more expensive gi is expected to commemorate the success- ful conclusion of a business deal or your return to your home country. ● Gis should be carefully wrapped. Currently, the old tradition of not opening a wrapped gi in the presence of the giver is fading away. Some Vietnamese will put a wrapped gi aside to open later; some will open it immediately. You should follow their suggestion as to when you open a gi. ● Avoid using wrapping paper that is primarily white or black. Both of these colors are associated with death and mourning. ● Always bring something when invited to a house. Wine, candy, or owers are the traditional choices. Dress ● Dress in Vietnam is fairly casual, although clothing should cover most of the body (despite the tropical heat). ● While Communist governments are oen quite puritanical, the current government of Vietnam restored national beauty con- tests in 1992. e classic Vietnamese four-ap dress worn by the Vietnam 195 196 Kiss, Bow, or Shake Hands: Asia everyone from schoolgirls to beauty pageant contestants is known as the ao dai. Traditionally, the ao dai was only worn once a year, during the Tet Festival. Cultural Note Modesty is a characteristic of Vietnamese culture. Consequently, bragging and hype are largely alien to Vietnamese people, and they are apt to respond badly to pompous behavior. . drinking. While the Vietnamese are usually happy to welcome foreigners into their bars and beer gardens, keep in mind that they have a number of drinking. years in camps in British-ruled Hong Kong.) Cultural Note Avoid carrying proscribed drugs or narcotics into or out of Vietnam. As in Malaysia and Indonesia,