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

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 ASIA 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  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 pro 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 pro 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 KISS, BOW, OR SHAKE HANDS: 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 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 denitive authority on how to conduct yourself around the world. You can easily oend 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. e material is concise and easy to read. e 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 nd themselves working across international borders and on assignment outside their home country.” —Carolyn Ryel, 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 T M  W A. C A, M To Nica, Brendan, and Alex Forever Wise, Forever True, Forever Loved And to Tony A chuisle mochroí —T M To my Parents I hope I was a good long-term investment. —W A. C And to the late George A. Borden, Ph.D., a gied friend. Copyright © 2007, Terri Morrison. All rights reserved. is 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. is 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 Littleeld 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. is 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. is book is available at quantity discounts for bulk purchases. For information, please call 1-800-289-0963. v Contents vi Preface viii Introduction xi Cultural Orientation xviii Map of Asia 1 China 16 Hong Kong 21 India 35 Indonesia 56 Japan 74 Malaysia 94 Philippines 110 Singapore 125 South Korea 143 Sri Lanka 155 Taiwan 171 ailand 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 vi Preface I    since the rst edition of Kiss, Bow, or Shake Hands was originally published, Asia has changed in remarkable ways. Asian economies grew, collapsed, and recovered. e 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. e Soviet Union dissolved, leaving its Central Asian republics to nd a new path alone. Japan slowed, and China boomed. e 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. Aer 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, “ere 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, negotiation techniques, and social customs. Give the right gi; make the right gesture. Read Kiss, Bow, or Shake Hands: Asia. —H H.B. K, the former Director of the Wharton Export Network “e reputation of a thousand years may be determined by the conduct of one hour.” —J  Preface vii . HANDS: ASIA How to Do Business in 12 Asian Countries • CULTURAL OVERVIEWS • TIPS FOR DOING BUSINESS • KNOW BEFORE YOU GO • NEGOTIATING STRATEGIES • PROTOCOL TERRI. 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 T