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