Matakuliah
Tahun
: V0052
: 2008
GETTING TO KNOW EACH OTHERS:
Indonesia, Malaysia, Singapore
Week 12
Learning Outcomes
On completion of this unit, the students should be able to
explain the cultural characteristics of Asian countries;
Indonesia, Malaysia and Singapore.
Mahasiswa dapat menjelaskan karakteristik budaya negaranegara Asia; Indonesia, Malaysia dan Singapura.
Bina Nusantara
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Subjects
ASIAN COUNTRIES:
• Indonesia
• Malaysia
• Singapore
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Week 12
INDONESIA
Bina Nusantara
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Week 12
Indonesia: Facts and Statistics
• Location: South-eastern Asia, archipelago
between the Indian Ocean and the Pacific
Ocean
• Capital: Jakarta
• Population: 241,973,879 (July 2005 est.)
• Ethnic Groups: Javanese 45%, Sundanese
14%, Madurese 7.5%, coastal Malays 7.5%,
other 26%
• Religions: Muslim 88%, Protestant 5%,
Roman Catholic 3%, Hindu 2%, Buddhist 1%,
other 1%
• Official Language: Bahasa Indonesia
Bina Nusantara
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Week 12
Indonesia: Facts and Statistics
• In Indonesia there are over 300 ethnic groups
and 500 languages
• In general, there are four broad ethnic
groups:
– The majority group (Malay origin)
– Eurasians and people of Arab, India or
Pakistani origin
– Indigenous people (not of Malay origin)
– Chinese
• Indonesia is the 4th most-populous country in
the world
• Indonesian culture is part of the South-East
Asian cultural tradition which is distinct from
the dominant northern cultures of the region
such as India and China
Bina Nusantara
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Week 12
Society and Culture
• In general, Indonesia is a collectivist culture
which stresses deference and harmony
• Indonesian society is complex and
interdependent
• There is strong loyalty to the extended family,
respect for elders is usual (The importance of
family)
• There is a tradition of “Musyawarah Mufakat”
(decision by consensus) and “Gotong Royong”
(mutual assistance)
• In business, it is important to spend time on
social courtesies and establishing relationship
before getting down to business. Face-to-face
discussions are preferred, especially in early
dealing
Bina Nusantara
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Week 12
Society and Culture
Diversity
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Bina Nusantara
Indonesia is a hugely diverse nation
Each province has its own language, ethnic makeup, religions and history.
Most people will define themselves locally before
nationally.
Although Indonesia has the largest Muslim
population in the world it also has a large number
of Christian Protestants, Catholics, Hindus and
Buddhists.
As a result the national motto is "Unity in
Diversity", the language has been standardised and
a national philisophy has been devised know as
"Pancasila" which stresses universal justice for all
Indonesians.
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Week 12
Society and Culture
Hierarchy
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Bina Nusantara
As with most group orientated cultures, hierarchy
plays a great role in Indonesian culture.
Hierarchical relationships are respected,
emphaised and maintained.
Respect is usually shown to those with status,
power, position, and age.
This can be seen in both the village and the office
where the most senior is expected to make group
decisions.
Superiors are often called "bapak" or "ibu", which
means the equivalent of father or mother, sir or
madam.
Although those higher up the hierarchy make
decisions Indonesians are advocates of group
discussion and consensus. This ties back to the
idea of maintaing strong group cohesiveness and
harmonious relationships.
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Society and Culture
Face
• Due to the need to maintain group
harmony the concept of 'face' is
important to understand.
• In Indonesia the concept is about
avoiding the cause of shame ("malu").
• Consequently, people are very careful
how they interact and speak.
• Although a foreigner can not be
expected to understand the nuances
of the concept it is crucial to keep an
eye on ones behaviour.
Bina Nusantara
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Week 12
Society and Culture
Face
• One should never ridicule, shout at or offend
anyone. Imperfections should always be
hidden and addresses privately. Similarly
blame should never be aimed at any
individual/group publicly.
• One manifestation of the concept of
face/shame is that Indonesians communite
quite indirectly, i.e. they would never wish to
cause anyone shame by giving them a
negative answer so would phrase it a way
where you would be expected to realise what
they truly want to say.
• Bahasa Indonesian actually has 12 ways of
saying "No" and several other ways of saying
"Yes" when the actual meaning is "No" !!
Bina Nusantara
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Week 12
Communication Styles
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Bina Nusantara
Indonesians are indirect communicators. This
means they do not always say what they mean.
Generally speaking Indonesians speak quietly
and with a subdued tone. Loud people would
come across as slightly aggressive.
Business is personal in Indonesia so spend
time through communication to build a strong
relationship.
Dealing with someone face-to-face is the only
effective way of doing business.
Indonesians abhor confrontation due to the
potential loss of face. To be polite, they may tell
you what they think you want to hear. If you
offend them, they will mask their feelings and
maintain a veil of civility. If an Indonesian
begins to avoid you or acts coldly towards you,
there is a serious problem.
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Language & Communication
• Verbal Communication
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Greetings
Names and Titles
Language
Indirect communication
Smiling and stress
Avoidance of bad news
Silences
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Language & Communication
• Non-Verbal Communication
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Bina Nusantara
Smiling replaces words
Eye-contact
Significance of some parts of the body
Posture
Physical contact
Some other points to note
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Meeting & Greeting
• Greetings can be rather formal as they are
meant to show respect.
• A handshake is the most common greeting
accompanied with the word "Selamat".
• Many Indonesians may give a slight bow or
place their hands on their heart after shaking
your hand.
• If you are being introduced to several people,
always start with the eldest or most senior
person first.
• Titles are important in Indonesia as they
signify status. If you know of any titles ensure
you use them in conjunction with the name.
Bina Nusantara
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Week 12
Meeting & Greeting
• Some Indonesians only have one name,
although it is becoming more common for
people to have a first name and a surname,
especially in the middle class.
• Many Indonesians, especially those from
Java, may have had an extremely long name,
which was shortened into a sort of nickname
for everyday conversation.
• There are several ethnic groups in Indonesia.
Most have adopted Indonesian names over
the years, while some retain the naming
conventions of their ethnicity.
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Week 12
Gift Giving Etiquette
Gift giving etiquette for the Chinese:
• It is considered polite to verbally
refuse a gift before accepting it.
• This shows that the recipient is not
greedy.
• Items to avoid include scissors, knives
or other cutting utensils as they
indicate that you want to sever the
relationship.
• Elaborate wrapping is expected - gold
and red and considered auspicious.
• Gifts are not opened when received.
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Week 12
Gift Giving Etiquette
Gift giving etiquette for ethnic Malays / Muslims:
• In Islam alcohol is forbidden. Only give alcohol if
you know the recipient will appreciate it.
• Any food substance should be "halal" - things
that are not halal include anything with alcoholic
ingredients or anything with pork derivatives
such as gelatine.
• Halal meat means the animal has been
slaughtered according to Islamic principles.
• Offer gifts with the right hand only.
• Gifts are not opened when received.
Bina Nusantara
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Week 12
Gift Giving Etiquette
Gift giving etiquette for ethnic Indians:
• Offer gifts with the right hand only.
• Wrap gifts in red, yellow or green paper
or other bright colors as these bring
good fortune.
• Do not give leather products to a Hindu.
• Do not give alcohol unless you are
certain the recipient imbibes.
• Gifts are not opened when received. .
Bina Nusantara
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Week 12
Dining & Service Preferences
• Dining Preferences
– Most Indonesians seldom use a knife
– Passing food with the left hand is not
acceptable
– Rice is a staple food, and is always the basis of
an Indonesian meal
– Sambal is the most common accompaniment
with most meals
– It is important to remember that Muslim
Indonesians do not eat pork or any pork
products
– Balinese Hindus do not eat beef or any beef
products
– Muslims do not drink alcohol, and in fact, many
Indonesians are quite unused to drinking
alcohol
Bina Nusantara
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Week 12
Dining & Service Preferences
• Service Preferences
– A very large percentage of
Indonesians smoke
– In Indonesian hotels and restaurants
there is generally a large staff, and
service is quick
– Bathing is an important activity – at
least 2x a day
– Tipping is expected if there is no
service charge. Taxi drivers and hotel
staff expect small tips.
Bina Nusantara
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Week 12
Dining Etiquette
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Bina Nusantara
Dining etiquette is generally relaxed but depends on the
setting and context. The more formal the occasion the
more formal the behaviour.
Wait to be shown to your place - as a guest you will have
a specific position.
Food is often taken from a shared dish in the middle. You
will be served the food and it would not be considered
rude if you helped yourself after that.
If food is served buffet style then the guest is generally
asked to help themselves first. It is considered polite that
the guest insist others go before him/her but this would
never happen.
In formal situations, men are served before women.
Wait to be invited to eat before you start.
A fork and spoon are often the only utensils at the place
setting. Depending on the situation some people may use
their hands.
Eat or pass food with your right hand only. .
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Business Meeting Etiquette
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Bina Nusantara
Initial meetings may be more about getting-to-knowyou rather than business. Do not be surprised if
business is not even discussed.
It is common for Indonesians to enter the meeting
room according to rank. Although you do not have to
do this, doing so would give a good impression.
Indonesians do not make hasty decisions because
they might be viewed as not having given the matter
sufficient consideration. Be prepared to exercise
patience.
"Jam Karet" (rubber time) describes the Indonesian
approach to time. Things are not rushed as the
attitude is that everything has its time and place. Time
does not bring money, good relations and harmony do.
If negotiating, avoid pressure tactics as they are likely
to backfire.
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Week 12
MALAYSIA
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Week 12
Malaysia: Facts and Statistics
• Location: Southeastern Asia. Shares borders
with Thailand, Indonesia, Singapore and
Brunei.
• Capital: Kuala Lumpur
• Climate: tropical; annual southwest (April to
October) and northeast (October to February)
monsoons
• Population: 24,821,286 (July 2007 est.)
• Ethnic Make-up: Malay 50.4%, Chinese
23.7%, indigenous 11%, Indian 7.1%, others
7.8%
• Religions: Muslim 60.4%, Buddhist 19.2%,
Christian 9.1%, Hindu 6.3%, Confucianism,
Taoism, other traditional Chinese religions
2.6%, other or unknown 1.5%, none 0.8%
• Government: constitutional monarchy
Bina Nusantara
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Week 12
Culture and Society
A Multi-Cultural Society
– Malaysia is a multi-cultural society. The main
ethnic groups are the native Malays as well as
large populations of Chinese, and Indians.
– Families tend to socialise within their own
ethnic group – all part of retaining their
individual traditions and lifestyles.
– Despite the ethnic differences there are
commonalities culturally speaking.
Bina Nusantara
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Week 12
Culture and Society
Group Orientation
– The family is considered the centre of the
social structure. As a result there is a great
emphasis on unity, loyalty and respect for the
elderly.
– The family is the place where the individual
can be guaranteed both emotional and
financial support. When one member of the
family suffers a financial setback, the rest of
the family will contribute what they can to help
out.
Bina Nusantara
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Week 12
Culture and Society
The Concept of Face
– Malays, Chinese and Indians all strive to maintain
face and avoid shame both in public and private.
Face is a personal concept that embraces qualities
such as a good name, good character, and being
held in esteem by one's peers.
– Face is considered a commodity that can be given,
lost, taken away, or earned. On top of this face also
extends to the family, school, company, and even
the nation itself.
– The desire to maintain face makes Malaysians
strive for harmonious relationships.
Bina Nusantara
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Week 12
Culture and Society
The Concept of Face
– Face can be lost by openly criticizing, insulting, or
putting someone on the spot; doing something that
brings shame to the group; challenging someone in
authority, especially if this is done in public;
showing anger at another person; refusing a
request; not keeping a promise; or disagreeing with
someone publicly.
– Face can be saved by remaining calm and
courteous; discussing errors or transgressions in
private; speaking about problems without blaming
anyone; using non-verbal communication to say
"no"; and allowing the other person to get out of the
situation with their pride intact.
Bina Nusantara
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Week 12
Meeting & Greeting
– Within the business context most Malaysian
business people are culturally-savvy and
internationally exposes.
– Your experience may very well depend upon
the ethnicity, age, sex and status of the
person you are meeting. The best approach is
always friendly yet formal.
– Initial greetings should be formal and denote
proper respect.
– If in a team, introduce the most important
person first.
– Many Malays and Indians are uncomfortable
shaking hands with a member of the opposite
sex.
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Week 12
Meeting & Greeting
– Foreign men should always wait for a
Malaysian woman to extend her hand.
Foreign women should also wait for a
Malaysian man to extend his hand.
– To demonstrate respect Chinese may look
downwards rather than at the person they are
meeting.
– It is important that professional titles
(professor, doctor, engineer) and honorific
titles are used in business. Malays and
Indians use titles with their first name while
Chinese use titles with their surname..
Bina Nusantara
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Week 12
Meeting & Greeting
Among all cultures, there is a general tendency
to introduce:
- The most important person to the lower
ranking person.
- The older person to the younger person.
- Women to men.
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Week 12
Language & Communication
• Verbal Communication
– Bahasa Malaysia (Bahasa Melayu) is
the national language
– English is widely spoken especially in
commerce and industry
– Ethnic Chinese speak different Chinese
dialects incl. Mandarin, Cantonese &
Hakka
– Tamil and Hindi are the main language
of the Indians
Bina Nusantara
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Week 12
Language & Communication
• VERBAL COMMUNICATION
– Names and form of address
• Most names are derived from Arabic
• Malay man is named Ahmed bin Ali  formally
addressed as Encik (Mr/Sir) Ahmed
• A woman’s name Kemala binti Rahman would be
addressed as Miss Kemala
• Is married to Mr. Ahmed, she could be addressed
as Mrs. Kemala or Mrs. Kemala Ahmed
– Titles are common and should be used if possible
(Tunku/Tengku, Tan, Tan-Sri, Dato, Toh Puan, Puan
Sri and Datin, Hajji or Hajjah)
Bina Nusantara
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Week 12
Language & Communication
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VERBAL COMMUNICATION
– In Bahasa Malaysia there are several
equivalents for “YOU” – indicate to be formal,
informal, respectful or condescending
– The concept “Face” is important for Malays. It
is linked to self esteem, and this is depends on
how one is perceived by others. Potential
sources of “Loss of Face” include:
• Public reprimands or criticism
• Being object of jokes or ridicule (even in a friendly
way)
• Being singled out
• Being the subject of a public disagreement
Bina Nusantara
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Week 12
Language & Communication
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Bina Nusantara
NON-VERBAL COMMUNICATION
– Greetings: hand-shaking or bow slightly. To
show respect, both hands are used when
greeting people of higher status or older
people
– Public touching between sexes is uncommon
– Among Malays and Indians it is very
important to avoid touching the head as they
believe it is sacred (because the soul or spirit
resides there)
– Showing the sole of the shoe or foot is
disrespectful
– It is very rude to cross one’s legs on most
formal occasions
– Left hand should not be used for eating, for
passing things or for touching people
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Language & Communication
• NON-VERBAL COMMUNICATION
– It is impolite to clear the throat or to blow the
nose in a very public way, especially during
meals
– It is rude to use one finger to beckon with, or
point at, a person
– Standing with hands on hips suggests anger
– It is best to avoid making a fist with one hand
and hitting hit against the other hand
because many Malays see this as an
obscene gesture.
Bina Nusantara
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Week 12
Dining Preferences
– Malays eat with spoons and use their
right hand only
– Eating pork, eating meat that is not halal
and drinking alcohol are haram
(forbidden)
– Rice is the main food in a Malay meal
– Malay food is hot and spicy
– Malays enjoy rich, sweet desserts –
often based on sago, glutinous rice,
mung beans or bean flour
Bina Nusantara
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Week 12
Service and Accommodation Preferences
– Hotels and restaurants in Malaysia have large
numbers of staff who are trained to be very
attentive
– Malaysians dissaprove of dress that is too
brightly coloured or informal, especially if a lot
of bare skin is shown
– Malaysians hotels have a small arrow on the
ceiling indicating the direction of the holy city
of Mecca
– In Malay homes, the toilet is separate from
the bathroom and the squat type of toilet is
common
– Tipping is becoming widespread – a 15%
service charge and tax is added to all bills
Bina Nusantara
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Week 12
Business Meeting Etiquette
• It is a good idea for the most senior person on
your team to enter first so that he or she is the
first to greet the most senior Malaysian.
• This gives face to both parties as it
demonstrates respect towards the Malaysian
and shows that you respect hierarchy within
your company.
• It is customary for leaders to sit opposite each
other around the table.
• Many companies will have their team seated in
descending rank, although this is not always the
case.
• Expect the most senior Malaysian to give a brief
welcoming speech. You need not reciprocate.
Bina Nusantara
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Week 12
Business Meeting Etiquette
• There will be a period of small talk, which will end
when the most senior Malaysian is comfortable
moving to the business discussion.
• Meetings may be conducted or continue over lunch
and dinner.
• Meetings, especially initial ones, are generally
somewhat formal. Treat all Malaysian participants
with respect and be cautious not to lose your
temper or appear irritated.
• At the first meeting between two companies,
Malaysians will generally not get into in-depth
discussions. They prefer to use the first meeting as
an opportunity to get to know the other side and
build a rapport, which is essential in this
consensus-driven culture.
Bina Nusantara
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Week 12
Gift Giving Etiquette
Gift giving to Malays:
– If invited to someone's home for dinner, bring the
hostess pastries or good quality chocolates.
– Never give alcohol.
– Do not give toy dogs or pigs to children.
– Do not give anything made of pigskin.
– Avoid white wrapping paper as it symbolizes death
and mourning.
– Avoid yellow wrapping paper, as it is the color of
royalty.
– If you give food, it must be “halal” (meaning
permissible for Muslims).
– Offer gifts with the right hand only or both hands if
the item is large.
– Gifts are generally not opened when received.
Bina Nusantara
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Week 12
Gift Giving Etiquette
Gift giving to Chinese:
– If invited to someone's home, bring a small gift of fruit,
sweets, or cakes, saying that it is for the children.
– A gift is traditionally refused before it is accepted to
demonstrate that the recipient is not greedy.
– Do not give scissors, knives or other cutting utensils as
they indicate a desire to sever the relationship.
– Flowers do not make good gifts as they are given to the
sick and are used at funerals.
– Do not wrap gifts in mourning colours - white, blue, or
black.
– Wrap the gifts in happy colours - red, pink, or yellow.
– Never wrap a gift for a baby or decorate the gift in any
way with a stork, as birds are the harbinger of death.
– It is best to give gifts in even numbers since odd numbers
are unlucky.
– Gifts are generally not opened when received.
Bina Nusantara
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Week 12
Gift Giving Etiquette
Gift giving to Indians:
- If you give flowers, avoid frangipani as they are
used in funeral wreaths.
- Money should be given in odd numbers.
- Offer gifts with the right hand only or both hands if
the item is large.
- Do not wrap gifts in white or black.
- Wrap gifts in red, yellow or green paper or other
bright colors as these bring good fortune.
- Do not give leather products to a Hindu.
- Do not give alcohol unless you are certain the
recipient drinks.
- Gifts are generally not opened when received.
Bina Nusantara
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Week 12
SINGAPORE
Bina Nusantara
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Week 12
Singapore: Facts & Statistics
– Location: Southeastern Asia, islands between
Malaysia and Indonesia
– Capital: Singapore
– Population: 4,353,893 (July 2004 est.)
– Ethnic Make-up: Chinese 76.7%, Malay 14%,
Indian 7.9%, other 1.4%
– Religions: Buddhist (Chinese), Muslim
(Malays), Christian, Hindu, Sikh, Taoist,
Confucianist
– The Language: Singapore has four national
languages: Mandarin, Malay, Tamil and
English. For business and politics, English is
the language of choice.
Bina Nusantara
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Week 12
Culture and Society
The Family
The concepts of group, harmony, and mutual
security are more important than that of the
individual.
The family is the centre of the social structure and
emphasizes unity, loyalty and respect for the elderly.
The term, 'family' generally includes extended family
and close friends who are treated as family
members.
Respect for the elderly and seeing the family as the
place one goes to for support, both help retain core
values in this island nation.
Bina Nusantara
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Week 12
Culture and Society
Face & Respect
Having face indicates personal dignity.
Singaporeans are very sensitive to retaining face in
all aspects of their lives.
Face is a prized commodity that can be given, lost,
taken away or earned.
It is a mark of personal qualities such as a good
name, good character, and being held in esteem by
one's peers.
It can also be greater than the person and extend to
family, school, company, and even the nation itself.
Face is what makes Singaporeans strive for
harmonious relationships
Bina Nusantara
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Week 12
Culture and Society
Ethnic Diversity
Singapore is a multi-ethnic society : Chinese, Malay
and Indian
The three main ethnic groups are religiously and
culturally diverse.
Bina Nusantara
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Week 12
Culture and Society
Hierarchy
Singaporeans claim they are an egalitarian society,
yet they retain strong hierarchical relationships that
can be observed in the relationship between
parents and children, teachers and students, and
employers and employees.
This reliance on hierarchy is drawn from
Confucianism, which emphasizes respecting age
and status, even blind obedience to one's elders.
In the workplace this is seen in the increased
deference that is paid to employees who are older.
Bina Nusantara
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Week 12
Culture and Society
The elderly are always treated with the utmost
respect and courtesy.
Even if you do not personally know the individual,
you will be expected to give special consideration.
Elders are introduced first, are given preferential
seating, are given the choicest food, and in general
put on a pedestal.
There was a law passed in 1996 that mandated that
children must assume financial responsibility for
their elderly parents should the need arise.
Bina Nusantara
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Week 12
Non-Verbal Communication
Singaporeans are group dependent and rely on
facial expression, tone of voice and posture to tell
them what someone feels.
They often trust non-verbal messages more than the
spoken word.
They tend to be subtle, indirect and implicit in their
communications.They hint at a point rather than
making a direct statement, since that might cause
the other person to lose face.
Rather than say 'no', they might say, 'I will try', or 'I'll
see what I can do'. This allows the person making
the request and the person turning it down to save
face and maintain harmony in their relationship.
Bina Nusantara
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Week 12
Non-Verbal Communication
Silence is an important element of Singaporean
communication.
Pausing before responding to a question indicates
that they have given the question appropriate
thought and considered their response carefully.
They do not understand western cultures ability to
respond to a question hastily and think this indicates
thoughtlessness and rude behaviour.
Bina Nusantara
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Week 12
Meeting & Greeting
• Greetings will follow a strict protocol often based
on both the ethnic origin and age of the person.
• Younger people or those who work in multinational companies may have adopted the
western concept of shaking hands with
everyone, but this is not the case with older or
more reserved Singaporeans.
• Ethnic Chinese shake hands. Their grasp is
rather light although the handshake itself can be
rather prolonged.
• Men and women may shake hands, although the
woman must extend her hand first. Introductions
are always done in order of age or status.
Bina Nusantara
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Week 12
Meeting & Greeting
• Between men, ethnic Malays shake hands.
• Men and women do not traditionally shake
hands, since Muslim men do not touch women in
public.
• Younger Malays may shake hands with foreign
women, but it is more appropriate to use the
'salaam' (bowing the head) greeting.
• This is also the greeting to be used when two
women meet.
Bina Nusantara
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Week 12
Meeting & Greeting
• Ethnic Indians shake hands with members of the
same sex.
• When being introduced to someone of the
opposite sex, nodding the head and smiling is
usually sufficient.
• As with the other groups, the elderly or the
person with the most status is introduced first.
Bina Nusantara
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Week 12
Gift Giving Preferences
Gift giving to ethnic Chinese:
• A gift may be refused three times before it is
accepted. This demonstrates that the recipient is
not greedy.
• Do not give scissors, knives or other cutting
utensils as they indicate that you want to sever the
relationship.
• Do not give clocks, handkerchiefs or straw sandals
as they are associated with funerals and death.
• Do not wrap gifts in white, blue or black paper as
these are mourning colours.
• Wrap gifts in red, pink, or yellow since these are
happy colours
Bina Nusantara
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Week 12
Gift Giving Preferences
Gift giving to ethnic Chinese:
• Never wrap a gift for a baby or decorate the gift in
any way with a stork as birds are the harbinger of
death.
• Do not give odd numbers as they are unlucky.
• Do not bring food if invited to a formal dinner party
as it insinuates you do not think the host will
provide sufficient hospitality.
• Bring a small gift of fruit, sweets, or cakes, saying
that it is for the children.
• Gifts are not opened when received.
• Flowers do not make good gifts as they are given
to the sick and are used at funerals.
Bina Nusantara
HO 0708
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Week 12
Gift Giving Preferences
Gift giving to ethnic Malays:
• Never give alcohol.
• Do not give toy dogs to children.
• Do not give anything made of pigskin as Malays
are Muslim.
• Give the gift when you are departing, rather than
when you arrive.
• Avoid white wrapping paper as it symbolizes death
and mourning.
• Wrap gifts in red or green paper.
• If you give food, make sure it is halal.
• Offer gifts with the right hand only or both hands if
the item is large.
• Gifts are not opened when received.
Bina Nusantara
HO 0708
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Week 12
Gift Giving Preferences
Gift giving to ethnic Indians:
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Bina Nusantara
If you give flowers, avoid frangipani as they are
used in funeral wreaths.
Money should be given in odd numbers, so give
S$11 rather than S$10.
Offer gifts with the right hand only or both hands if
the item is large.
Do not wrap gifts in white or black.
Wrap gifts in red, yellow or green paper or other
bright colours as these bring good fortune.
Do not give leather products to a Hindu.
Do not give alcohol unless you are certain the
recipient imbibes.
Gifts are not opened when received.
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Week 12
Business Etiquette
• Business in Singapore is more formal than in
many western countries.
• There are strict rules of protocol that must be
observed.
• The group (company or department) is viewed
as more important than the individual.
• People observe a strict chain of command, which
comes with expectations on both sides.
• In order to keep others from losing face, much
communication will be non-verbal and you must
closely watch the facial expressions and body
language of people you work with.
Bina Nusantara
HO 0708
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Week 12
Business Meeting Etiquette
• Appointments are necessary and should be
madeat least 2 weeks in advance, whenever
possible.
• The most formal way to schedule a meeting is to
write to the person concerned, although most
Singaporeans will schedule an appointment by
telephone, fax, or e-mail.
• Do not try to schedule meetings during Chinese
New Year (late January/early February), since
many businesses close for the entire week.
• You should arrive at meetings on time.
Punctuality is a virtue.
Bina Nusantara
HO 0708
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Week 12
Business Meeting Etiquette
• There will be period of small talk before getting
down to business discussions.
• Since questioning authority is a taboo, it is
important to encourage questions when after
making a presentation and then smile when a
question is eventually asked.
• Presentations should be accompanied by
backup material, including charts and figures.
• Never disagree or criticize someone who is
senior to you in rank as it will cause both of you
to lose face and may destroy the business
relationship.
• Pay attention to non-verbal communication.
Bina Nusantara
HO 0708
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Week 12
Negotiation
• Always send a list of people who will be
attending the negotiations and their title well in
advance.
• Always wait to be told where to sit. There is a
strict hierarchy that must be followed.
• Business negotiations happen at a slow pace.
• Singaporeans are non-confrontational. They will
not overtly say 'no'; likewise, their 'yes' does not
always signify agreement.
• Singaporeans give a respectful pause of up to 15
seconds before answering a question. Do not
start speaking too quickly or you will miss the
answer.
Bina Nusantara
HO 0708
65
Week 12
Negotiation
• Singaporeans are tough negotiators on price and
deadlines.
• Decisions are consensus driven
• Avoid losing your temper or you will lose face
and damage your relationship.
• If you are signing a contract with ethnic Chinese,
the signing date may be determined by an
astrologer or a geomancer (feng shui man).
Bina Nusantara
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QUESTIONS?
Bina Nusantara
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Week 12
Review Questions
1.
2.
3.
4.
5.
Bina Nusantara
Explain the non-verbal behavior of
Singaporeans.
Explain the gift giving etiquette for Chinese and
Indians.
What is the concept of face? Why is it important
to pay attention to one’s face?
What are the similarity and the dissimilarity of
“meeting and greeting” in Singapore and
Malaysia?
Explain the business meeting etiquette for
Indonesians.
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