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

44 Kiss, Bow, or Shake Hands: Asia
adat (common law) has become one of the major stabilizing factors
maintaining the traditional rural societies. e 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. e 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.
●
3
BUSINESS PRACTICES
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 ursday
and Friday). Instead, the work week runs four full days, Monday
through ursday, then two half days on Friday and Saturday.
●
As a foreign businessperson, you are expected to be on time for
all business appointments. is 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 ocials
will understand promptness—but they still have the prerogative
to make a subordinate wait.
●
A majority of Indonesian businesspeople are Chinese. eir
culture is very work oriented, and they are likely to be prompt.
Other businesspeople and the majority of government ocials
are ethnic Malays. eir culture is very dierent 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 dierent rules. In general,
Indonesians arrive a half-hour late.
●
e 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 ocial language of Indonesia. Although
many government ocials 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 ocial correspondence with government ocials must be in
Bahasa Indonesia. Use of the language is also mandated for many
advertisements and publications.
●
e holidays in Indonesia attempt to accommodate the celebra-
tions of Islam, Hinduism, and Christianity. For the ocial 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 dicult to conduct business during Ramadan,
when many Indonesians leave to visit relatives in rural areas—or
even on another island. e price of food, clothing, and transpor-
tation tends to rise during Ramadan.
●
As in most countries, Indonesians write the day rst, 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
Indonesia 45
46 Kiss, Bow, or Shake Hands: Asia
Nusatenggara are on Central Time. e 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.
●
e 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 rst meeting except getting
acquainted.
●
Politeness is one of the most important attributes for successful
relationships in Indonesia. is politeness in no way hinders the
determination of Indonesian businesspeople to get their own way.
●
Everyone has a dened status in Indonesia. In Bahasa Indonesia,
you generally converse with a person aer 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. is 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 dierentiate a polite “yes (but I really mean no)” from an
actual “yes.” is 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.” is
subtlety is lost in English. Westerners sometimes interpret this
as deceit, but Indonesians are simply being polite by their own
cultural standards.
■
is “no” is clear even in English: anytime an Indonesian says
“yes, but . . . ,” it means “no.”
■
When there are any qualications attached (such as, “It might
be dicult”), it means “no.”
■
A clear way to indicate “no” is to suck in air through the teeth.
is 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) oen 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 eect, 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 oer both
the positive and negative options in virtually every decision. Even
when speaking in English, they are likely to add a “yes/no” pattern
Indonesia 47
48 Kiss, Bow, or Shake Hands: Asia
to a question. Rather than asking, “Would you like to have din-
ner?” they are likely to ask, “You want dinner or not?” e phrases
involved (“want or not want,” “good or not,” “can or cannot”) are
direct translations of Chinese phrases into English. ey 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”). e 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 oen nd 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 rst. If you are introducing two people, state the name of
the most important person rst (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 een seconds) before speaking again. Westerners oen
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. e 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 rst 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.
●
3
PROTOCOL
Greetings
●
Indonesia has more than 300 ethnic groups, each with its own tra-
ditions. ese range from isolated Stone Age tribes in the jungles
of Irian Jaya to the cosmopolitan denizens of Jakarta.
Indonesia 49
50 Kiss, Bow, or Shake Hands: Asia
●
Expect to shake hands only upon initial introductions and before
and aer 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 intensied 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 oer to shake
hands with Indonesian men (nor should men oer to shake hands
with Indonesian women). Of course, if a westernized Indonesian
oers 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.
●
e traditional Hindu greeting involves a slight bow with the
palms of the hands together (as if praying). is 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.
is 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 qualications. 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).
●
e exchange of business cards can be quite stately. Aer intro-

ductions are made, the visiting businessperson should oer his
or her card to each person present. Present your card with both
hands. (e most deferential method is to present your card in
your right hand, with your le hand lightly supporting your right
wrist.) Give your card to the recipient with the print facing him or
Indonesia 51
52 Kiss, Bow, or Shake Hands: Asia
her (so he or she can read it). e 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 “deling” 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