Documente Academic
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Documente Cultură
Succeed in Business
Lionel Laroche
in the Far East
and Susan Morey,
ITAP Canada Understand w h a t i s e xp e c te d o f y o u w h e n
traveling to t h i s b u r g e i o n i n g p a r t o f th e w o rld.
shake than you might at home so courtesy and respect in a soft voice. will give the translator(s) time to
that you do not appear too aggres- Yes often means Im listening research the necessary vocabulary
sive. Never give an arm-pumping or I understand, not I agree. To and translate the documents. It will
handshake or pat someone on the say no, an Asian may say things like also prevent surprises, which are
back. Also, do not attempt a full- Lets wait and see or Ill try, but not popular in Asia. Finally, make
fledged bow unless you have taken it could be difficult. A face-con- sure the interpreter is fully compe-
the time to learn the proper form of scious Asian is not inclined to do tent in your area by requesting a
greeting for each country. business with someone he or she re- copy of his or her translation and
Dont stand too close and never gards as blunt, crude, aggressive, having it checked by someone you
shake hands with a glove on or one and confrontational. can trust.
hand in a pocket. When you intro- Body language. Body language
duce yourself, be sure to say your figures prominently in Far Eastern Business meals
full name, title, job description, and relationships. People do not smile at and entertainment
company name, and leave it at that. strangers. Smiles are often used to Asian meals may surprise you.
Save your friendly outgoing person- cover up embarrassment, confusion, You could be offered dog meat,
ality for later meetings. or anger. Yet, while Westerners usu- snake meat, sea slugs, chicken
Respect for elders. Age is hon- blood, raw fish, monkey brains, or a
ored in Asia and older people tend thousand-day-old egg.
to hold the highest positions in the When your hosts offer you a
If negotiations
hierarchy. Hence, greet older people local delicacy or national specialty,
before others in a group. Pay atten- they are offering you their friend-
tion and converse with the older break down, do not ship as well as a sample of their cul-
person. Stand when an older person ture. If you reject this offer, you are
enters a room. If you fail to treat an formally end them; use rejecting their culture, their friend-
older person with respect, your ship, and them personally. That is
Asian colleagues are likely to end a euphemism like not good!
the business relationship rapidly. So, whether it swims, crawls,
temporary cessation. flies, or looks at you, taste it. You
Communicating may even like it. If you dont, eat a
in the Far East reasonable portion anyway.
English is not widely spoken out- Remember the Asian banquet has
side of Hong Kong and Singapore. up to 12 courses so eat a little of
When you meet people, do not as- ally become stern when making a each. These dinners last two to two-
sume that they understand you; they serious point, Far Easterners may and-a-half hours. Always be on time
may not speak any English. smile or laugh while making a seri- or early for such an occasion. The
If they do, they are likely to have ous point in order to reduce the ten- guest of honor enters the banquet
difficulties understanding what you sion or to soften bad news. room first. Wait to be told where to
say if you speak as you normally In many Far Eastern countries, sit. The guest of honor sits at the
would. Speak in simple, short sen- continued direct eye contact is con- center of the table, facing the en-
tences, at a slightly slower pace than sidered rude and threatening. Si- trance to the dining room and to the
usual, and avoid colloquial expres- lence and lack of eye contact mean right of the host.
sions (for example, Americans and things are going well. The host offers the first toast. Do
Canadians should avoid sports En- The supplement to this article on not eat until after this toast. The
glish). Try to learn some basic the CEP Web site provides more guest of honor then reciprocates
phrases in the local language guidance regarding body language. with a short toast. You may be ap-
people appreciate the effort. Interpretation. Since many Far plauded; if so, join in the applause
Few taxi drivers speak English, Easterners, and particularly senior to express your thanks. Never tell
even in Hong Kong. Carry a hotel decision-makers, have a limited jokes when toasting.
card with its name and address in command of English, arrange to Asians drink a lot of alcohol
the local language for use when hire an interpreter or ask that one when entertaining guests, except in
traveling about. be provided. Send as much infor- Muslim areas. Western women
In Asia, language is indirect and mation as possible ahead of time should not drink alcohol in bars and
vague, with sentences often left un- in particular, provide advance in other public places unless Asian
finished. Speech is filled with deli- copies of your presentation (prefer- women are present and doing so.
cate nuances and delivered with ably with speakers notes). This If you are the guest of honor, you