Brandon Arends Stephanie Sterle Nicole Yates

1. Brandon Arends Stephanie Sterle Nicole Yates

2. History & Religion Malaysian Indonesian Cultures Business Cultures & Practices Behavior & Communication Styles Non-verbal Communication Negotiation Expectations Differences Meeting Tips History, Religion, Interactions w/ other countries, Economics, Legal System and contracts- Brandon Culture, Business Culture, Behavior, Body Language, Communication Style, Working Practices- Stephanie Negotiation Methods/ Styles, Negotiation do�s and don�ts, Meeting Tips, Negotiation Timeline- Nicole History, Religion, Interactions w/ other countries, Economics, Legal System and contracts- Brandon Culture, Business Culture, Behavior, Body Language, Communication Style, Working Practices- Stephanie Negotiation Methods/ Styles, Negotiation do�s and don�ts, Meeting Tips, Negotiation Timeline- Nicole

3. MALAYSIA INDONESIA 27 million people 60% Muslim Mostly Malay Some Chinese Some Indian 237 million people 86% Muslim Extremely diverse Javanese Sudanese

4. Trade route influenced culture British Control Post WWII nation building State Mandated Islamicism �the bargain� Continued efforts to further nationalize Islam Emergence of liberal Islamic national identity

5. Many influences. Mostly Indian, but culture is extremely diverse. 300 native ethnicities. Essentially an Islamic country. Dutch/Japanese/Sukarno/Suharto Sports are popular, and often associated with gambling.

6. Strongly group-oriented Relationships based on trust, respect, and familiarity Long-term perspective & commitment �Saving Face� is crucial Status = Respect 3rd Parties often used to deliver bad news

7. Often speak in gentle, quiet tones Usually very friendly and polite diplomatic restraint & tactful communication ARE very important �Saving face� effects social standing & reputation Candid criticisms & other comments only spoken in private Indirect communication most common

8. INDONESIA MALAYSIA Official language is Bahasa Indonesian Many younger businessmen & women speak English Older people & many high-ranking managers rarely speak English well Official language is Bahasa Melayu Most government officials do not speak English English spoken with unique grammar, syntax, pronunciation Respectful Pause/Silence

9. Subtle gestures, body language more restricted than in US Handshakes are acceptable avoid other physical contact in Malaysia never touch a person�s head Show utmost respect when speaking to senior officials & the elderly Hindus and Muslims consider left hand unclean

10. No pointing Avoid frequent eye contact No suggestive facial expressions Smiling does not necessarily equal happiness

11. Relationships & meetings begin w/ very personal questions 1st meetings are all relationship building Be friendly & polite at all times Punctuality is expected of foreigners Titles & hierarchy are most important Person over company Power persuades Business cards should have title, rank and professional qualifications

12. Negotiation process is very slow- many steps Patience and harmony are valued Taking time to become comfortable with all contacts is vital Changing any contact will start relationship building all over Serious business only begins after they are comfortable with you Decision making is a very slow, consensus Don�t assume a contract is a final agreement

13. Malaysia Indonesia Dislike Demands Business is based on trust Tend not use facts for decisions, more guided by feelings Gifts are seen as bribes Consider religion when scheduling meetings Likes to bargain & haggle May use deception Personal feelings & facts are used to make decisions Gifts as bribes is very subjective Try to schedule meeting 4 weeks in advance

14. Be clear & precise Don�t assume they understand what you mean Create relationships thoughtfully Don�t push a relationship that does not fit Be patient at all times An insider, translator or established contact is helpful Avoid mistakes Focus efforts