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How to Develop Asian How to Develop Asian Mindset for doing Business Mindset for doing Business in Asiain Asia
K D BhardwajSenior Program Officer, Industry DepartmentAsian Productivity Organization
Tokyo, 18 October 2012
Tip No. 1: Understand other cultures
Make sure you read about the country, its history, and its traditions
Make sure you interact with the Asian people
Make sure you watch Asian films, TV shows
Make sure you read books about their customs and practices
Note: Culture defines social structure, decision-making practices, and communication styles.
Tip No. 2: Understand the differences in cultures
Professor Geert Hofstede conducted one of the most comprehensive studies of how values in the
workplace are influenced by culture.
This website provides you with insights on Hofstede's research into national and
organizational culture.
http://geert-hofstede.com/
Dimensions:
Power Distance (PDI), Individualism Vs Collectivism (IDV), Masculinity Vs Femininity (MAS), Uncertainty Avoidance (UAI),
Long-term Vs Short-term Orientation (LTO), Indulgence Vs Restraint (IVR)
Tip No. 3: Appreciate their religious faiths
Religions define cultures and beliefs
Religions also define business ethics (For eg. no alcoholic gifts for Muslims)
Understanding religion enhances understanding of people
It will bring you closer to them quickly and you will be able to appreciate their traditions and behaviors faster
Tip No. 4: Believe that you are not dealing with your country men
Do not expect them to behave like you
Do not be offended if you find them impolite as compared to your standards
Observe their behavior closely and adjust your style
Keep in mind that you want to do business with them in their countries
Tip No. 5: Make friends and firm relationships
Laugh out loud, crack jokes, and accept humor
Answer personal questions and ask personal questions, this enhances trust
If necessary, share personal contact information and talk about families
Personal commitments and inter-personal relationships are more important than official ones.
Tip No. 6: Be prepared for uncertainties
Accept that uncertainties are part of life and learn to be adaptive
Please do not be upset at the changes, delays (smile and move on)
Rather expect uncertainties/changes and learn to be prepared for them
Always keep ready your plan B and plan C
Tip No. 7: Develop flexible mindset
Flexibility makes you more acceptable
Rules are there as the basis but business relations can not be governed 100 % by rules
Look at bigger picture; be ready to attend a meeting without having a complete agenda. Sky will not fall.
Make suggestions and accept suggestions
Tip No. 8: No need to be formal all the time
Too much formalities confuse people
Too much formalities create distance
Being oneself enhances mutual trust, understanding and relations
Depending upon the circumstances, being informal and conversational can get closer to anyone in the world
Tip No. 9: Do not be shy
Shyness reduces your potential by half
Take initiative to speak first, give your ideas freely
Feel free to speak to others, ask questions, and accept questions
Nobody is judging you rather everyone wants to know your real self.
Tip No. 10: Learn universal language
English is not an Asian language but all Asians are connected through English. English is universal.
Hardly few in Asia speak real native English
Remember that everyone makes mistakes. No one can be perfect in English speaking.
It is OK to speak broken English rather than not speaking in English at all
Tip No. 11: Communicate clearly
Speak direct and straight, not round about
Express your opinion freely, don’t withhold
Learn to negotiate, when you communicate, and interrupt if necessary
Learn to use body language to make your point
Tip No. 12: Understand body language
Closely observe body language of other people
Body language fills the communication gap
Learn to take note of their body posture, gestures, facial expressions, and eye movements
Listen and observe. You will understand.
Tip No. 13: It is a high context society in Asia
If you are dealing with high context society in other countries, expect a big communication gap
Try to understand their context
Feel free to ask questions, seek clarifications, and take notes in business meetings
Spend more off-business time with them to understand their context, when you are in their countries. Mingle with them. Eat food out in their restaurants. Talk to people, wherever you go.
Note: Most of Asian countries are high context
Tip No. 14: Know monochronic or polychronic culture
Monochronic culture: Clocks, agendas, calendars, and deadlines determine what and when things are done, and time is a limited commodity that must be carefully managed.
Polychronic cultures: Time stands in the background; and relationships and immediate needs usually determine what and when things are done.
Source: Global Etiquette Guide to Mexico and Latin America
Note: Most of the Asian countries are polychronic
Tip No. 15: Remember this thumb rule
Everyone in Asia respects all cultures, discipline, and politeness
BUT
Every Asian expects you to be Asian when you do business in Asia.
Try it, I am sure you will see the difference
Good Luck to all of you.
