“一带一路”国家跨文化商务交际教程（第二版） 课件 Unit 2 Malaysia

Lead-inOverviewBusinessknowledge

CasestudyCareerskillsLead-inUnit2MalaysiaBriefIntroductionMalaysiaisanimportantcountryalongtheancientMaritimeSilkRoadandwasamongthefirstcountriestoparticipateintheBeltandRoadcooperation.Withaheritageofdiverseculturalinfluences,MalaysiaisoneofthemostmulticulturalcountriesinSoutheastAsia.Therichculturaldiversityplaysanimportantroleindiversifyingitseconomyandincreasingthecountry’sattractivenessintermsoftourism,investment,andtalent.WordtipsBorneo

/ˈbɔ:niəʊ/

婆罗洲（加里曼丹岛的旧称）culinary

/ˈkʌlənəri/

a.烹饪的awe-inspiring

/ˈɔːinsˌpaiərɪŋ/

a.令人起敬的；令人钦佩的pristine

/ˈpristi:n/

a.未受损害的；处于原始状态的mundane/mʌnˈdeɪn/a.平凡的；平淡的；乏味的shroud

/ʃraʊd/vt.覆盖；遮蔽；隐藏trekking

/ˈtrekɪŋ/

n.

长途跋涉；徒步旅行kayak

/ˈkaɪæk/

vi.划小皮艇；乘小皮艇Questions1WhatisMalaysiarichin?2Whydidthespeakersaythat“Malaysiaistrulyaracialmeltingpot”?3WhatisthesecondaspectofMalaysia’sdiversity?4Whatdoesthespeakermeanbysaying“InMalaysiathepastandthefuturesitsidebyside”?ScriptsMalaysiaissituatedjustnorthoftheEquator,betweenThailandandSingapore.Malaysiaisafederationof13states,with11ontheMalaysianPeninsulaandtwoontheIslandofBorneo.Withalowcostoflivingandayear-roundtropicalclimate,Malaysiaremainsafavoritedestinationfortravelerstheworldover.Malaysiaisanationrichindiversities(diversity).Oneofthefirstplacesyou’llnoticethisdiversityisinthesmilingfacesofthosewaitingtogreetyou.MalaysiaistrulyaracialmeltingpotwhereMalay,Indian,Chinese,andsmallerethnicgroupslivetogetherinrespectfulharmony.Malaysia’sdiverseculturalheritageaddsspiceandcolortoeveryaspectoflifehere,fromreligionsandfestivalstoculinarytraditionsandarchitecture.ThenationallanguageisMalay,butEnglishiswidelyspoken,makingitabreezefortravelerstofindtheirwayaroundandtogettoknowthelocals.ScriptsMalaysiaisalsoacountryofawe-inspiringgeographicaldiversity.Lookingforunspoiledbeachesandcleartropicalwaters?InMalaysia,someoftheworld’smostpristineislandsandmarinehabitatsawaityou.Feeltheneedtoriseabovethemundaneeverydayworld?Come,letyourspiritssoaramonghighlandhideawaysandmist-shroudedmountains.Longingforalittleadventure?Exploresomeoftheearth’ssteamiestjungles,wildestrivers,andlongestcavesystems.Malaysiaisalandofnaturaldiversity.Asoneofthe12mostbiologicallydiversecountriesintheworld,Malaysiaisatreasuretroveofamazingnaturalrichnessandbeauty.Seventypercentofthecountry’slandarearemainsforested,andthecountryisaworldleaderinconservationandsustainabletourismprograms.ScriptsMalaysiaisaplaceofdiverseexperiences.Foractivetravelers,thereareendlesswaystoenjoytheMalaysianoutdoors.Teeoffonsomeoftheworld’smostbeautifulgolfcourses.Exploreendlesstrekkingtrailsorkayakuptheriverintovalleys,forests,andjunglesthatmostpeoplewillonlyeverexperienceinnaturemagazines.Then,therearethoseurbanjunglestoexplore.InMalaysia,thepastandthefuturesitsidebyside.Someofthenewworld’smostcelebratedarchitecturalcreationsriseaboveproudhistoricdistrictsthathavechangedlittlefordecades.Malaysiaisalandwithacultureasdiverseasthosewhocometoexperienceit,andthosewhocometovisitoftenreturnbecausenotwovisitstoMalaysiaarequitethesame.Diversity.1.WhatisMalaysiarichin?BecauseMalay,Indian,Chineseandsmallerethnicgroupslivetogetherinrespectfulharmony.2.Whydidthespeakersaythat“Malaysiaistrulyaracialmeltingpot”?Geographicaldiversity.3.WhatisthesecondaspectofMalaysia’sdiversity?BecauseyoumayfindmodernarchitecturesriseabovehistoricdistrictsinMalaysia.4.Whatdoesthespeakermeanbysaying“InMalaysiathepastandthefuturesitsidebyside.”?OverviewUnit2MalaysiaCountryprofileOfficialname-MalaysiaOfficiallanguage-MalayCurrency–MalaysianRinggit（MYR林吉特）Capitalcity-KualaLumpurCountryprofileMalaysiaislocatedinSoutheastAsia.ThecountryconsistsoftworegionsseparatedbytheSouthChinaSea:EastMalaysiaandPeninsularMalaysia.Malaysiaboastssignificantethnic,linguistic,cultural,andreligiousdiversity.Itspopulationisunevenlydistributed,withthemajorityresidinginPeninsularMalaysia.Itspopulationiscategorizedbyethnicoriginasindigenouspeoples(includingMalays)andimmigrantpopulations(mostlyChineseandSouthAsians).CountryprofileSince1970,Malaysia’seconomyhastransitionedfromrelyingontheexportofrawmaterials(tinandrubber)tobecomingoneofthemostdiverseandfastest-growingeconomiesinSoutheastAsia.Inaddition,Malaysiahasincreasinglyfocusedonexport-orientedmanufacturingtodriveitseconomicgrowth.Thecountryhasalsoattractedsignificantforeigninvestmentthankstoitseducatedworkforce,well-developedinfrastructure,politicalstability,andunvaluedcurrency.CountryprofileMalaysiaandChinahavebeencollaboratingtosupporthigh-qualityBeltandRoadcooperation.Overthepastdecade,MalaysiahasattractedinvestmentfromanincreasingnumberofChinesecompanies,particularlyinthefieldsofelectricalandelectronics(E&E),chemicals,pharmaceuticals(药品),medicaldevices,andaerospace.KeyculturalconceptsHigh-contextcultureConceptofFaceConceptofbudiHigh-contextcultureMalaysiaisahigh-contextculture,whichmeansthatpeopletendtocommunicatemoreimplicitlyandindirectly.InMalaysia,peoplerelyontheirnetworksoffriendsandfamily,viewingtheirrelationshipsaspartofonelargecommunity.Consequently,avoidbeingoverlydirectandstraightforward,especiallywhenyouareaimingtobuildasuccessfulbusinessrelationship.ConceptoffaceLosingcontrolofone’semotionsinpublicorgivingadirectnegativeresponsetoyourMalaysianbusinesspartnersmaycauseyoutoloseface.BycomplimentingyourMalaysianbusinesspartners,showingthemrespectordoingsomethingtoincreasetheirself-esteem,yougivethemface.ConceptofbudiAsatraditionalMalaysianconcept,budi

emphasizespolitenessandrespect.ThisattitudehassignificantlyinfluencedthebroaderMalaysiansocialcultureandisreflectedinthebehaviorofpeoplefrommostbackgrounds.Inkeepingwithbudi,individualsareencouragedtobegracious,polite,good-natured,andcalm.BusinessknowledgeUnit2MalaysiaBusinessetiquetteGreetingsPunctualityNamesandtitlesReligiousprotocolGift-givingDresscodeStandardgreetingforthefirsttime:afirmhandshake,anodorabowGreettheeldersfirsttoshowrespectGreetingsNamesandtitlesItisrecommendedthatyoufindoutinadvancehowtoaddressyourMalaysianbusinesspartnersinaproperway.Theydonotaddresstheirsuperiorsbytheirfirstnames,butratheraddressthemas“Sir”or“Madam”.IfyourMalaysianbusinesspartnersholdhonorifictitles,usetheminwrittenorverbalinteractions,e.g.,TanSriLim(“TanSri”isthetitle,and“Lim”isthesurname).PunctualityTheattitudetowardpunctualityvariesamongtheethnicgroups.Chinese-Malaysianstendtovaluepunctuality.MalayandIndian-Malaysianbusinesspeoplegenerallyhaveamorerelaxedattitudetowardtime.Itisgenerallyexpectedtobeontime,soyouneedtobepunctual.Gift-givingExchangingsmallgiftsafteraninitialbusinessmeetingiscustomaryinMalaysia.Acceptthegiftwithyourrighthand.Donotopenthegiftinthepresenceofthegiver.Remembertoreciprocatewithagiftofsimilarvalue.Formalattire:asuitandtieformenandasuitorablousewithaknee-lengthskirtforwomenItisalsoimportantforwomentobeawareofMuslimsensibilitiesanddressconservatively.Avoidwearingyellow,whichistypicallyreservedforroyaltyinMalaysia.DresscodeIfyouhavetopasssomethingwithonehandtoyourMalaysiancounterpart,useyourrighthand.Avoidtouchingorpassingobjectsoverthetopofsomeone’shead.DonotpointwithyourfingersinMalaysia.ReligiousprotocolBusinesspracticesMeetingsBusinesscardsBusinesslanguagesWorkingrelationshipsBusinessnegotiationsMeetingsMalaysiansprefertomeetface-to-face.MeetingsshouldnotbescheduledduringprayertimeonFriday.BusinesscardsAcceptandpresentcardswithyourrighthandorbothhands.Readtheinformationonthecardafterreceivingit.Avoidplacingthecardinthebackpocketofyourtrousers.BusinesslanguagesMalaysiangovernmentofficials:MalayMalaysiancompanies:EnglishingeneralBusinessnegotiationsBusinessnegotiationsarelengthy,startingwithagreatdealofsmalltalk.Decisionsaremadeonlyafteradetailedanalysisandconsultation.Don’tpressureyourbusinesspartnersduringnegotiations.It’sconsideredrudetorejecttheofferimmediately.Payattentiontohesitanthints,suchastone,facialexpressions,andbodylanguage.WorkingrelationshipsMutualrespectInitialmeetingshelptodevelopworkingrelationships.Pitfall1Feeloffendedwhenbeingaskedpersonalquestions.Donotbesurprisedby

the

personal

questions.Itisanacceptablewaytoinitiateconversations.Pitfall2StartdoingbusinesswithaMalaysiancompanywithoutanintroductionletter.Anintroductionletterfromabankoramutualacquaintancewillhelpyourequestfuturecontact.Malaysiansprefertodobusinesswiththepeopletheyknowwell.Pitfall3TalkaboutethnicrelationsinMalaysia.Avoidmentioningthesensitivetopicofethnicrelations.InMalaysia,opinionsonthemattercanvarygreatlydependingonanindividual’sbackgroundandexperiences.CasestudyUnit2MalaysiaCase1JohnWilliams,aUSbusinessrepresentative,aimedtoexplorepotentialpartnershipswithMalaysiancompanies.Inordertoshowsincerity,JohnflewtoMalaysiaandscheduledaface-to-facemeetingwithhisMalaysiancounterpart,LimHao.Whentheyfirstmet,Johnpolitelyaskedhowheshouldaddresshimandcalledhim“TanSriLim”asrequested.Atthebeginningofthemeeting,Johnwasaskedabouthisinterests,income,andmaritalstatus.Feelingthatthesequestionsweretoopersonalforabusinessmeeting,Johnrespondedcurtlyandtriedtosteertheconversationbacktobusinessmatters.Asthemeetingdrewtoaclose,LimHaogaveJohnasmallgiftasagestureofrespect.Johnaccepteditgladlywithhisrighthandandopeneditimmediately.Afewdayslater,JohnwenttoLimHao’sofficeforamoreinformaltalk.HebroughtagiftofsimilarvalueandgaveittoLimHaoasreciprocation.CaseanalysisProperbehaviorincludes:JohnflewtoMalaysiaandscheduledaface-to-facemeetingwithhisMalaysiancounterpart.JohnpolitelyaskedhowheshouldaddressLimHaoandcalledhim“TanSriLim”asrequested.Johnacceptedthegiftgladlywithhisrighthand.Afewdayslater,JohnbroughtagiftofsimilarvaluetoLimHaoasreciprocation.Improperbehaviorsinclude:FeelingthatLimHao’squestionsweretoopersonal,Johnrespondedcurtlyandtriedtosteertheconversationbacktobusinessmatters.(ItisnotuncommonforMalaysianstoinquireaboutone’sweight,income,andmaritalstatus,andthisisconsideredanacceptablewaytoinitiateconversations.)Johnopenedthegiftimmediately.(Thegiftshouldnotbeopenedinthepresenceofthegiver.)Case2DuringabusinesstriptoMalaysia,WangWen,aseniorbusinesswomanfromChina,scheduledherfirstcrucialmeetingwithaMalaysianteam.WhenWangWenarrivedatthemeetingroomonthescheduleddate,shegreetedtheeldersoftheMalaysiateamfirstwithabowandthengreetedotherteammembers.Later,theleaderoftheMalaysiateam,NoraAzlin,enteredtheroom,greetedWangWenandpresentedherbusinesscard.WangWenreceivedthecardwithbothhands,carefullyreadtheinformationonit,andplaceditintohercardcase.Duringasubsequentmeeting,Nora’steampresentedtheirbusinessproposal.WangWenwasnotsatisfiedwiththepricingandinterruptedthepresentationtonegotiate.NoticingthatNora’steamrespondedwithsilence,WangWenthoughttheywererejectingherideaandshoweddispleasurethroughherfacialexpressions.Asthemeetingdrewtoaclose,WangWenfeltthatnodecisionshadbeenmade.ShewasdisappointedwiththeMalaysianteamandurgedthemtodecidebysettingaduedate.CaseanalysisProperbehaviorsinclude:WangWengreetedtheeldersintheMalaysianteamfirstwithabow,andthengreetedotherteammembers.WangWenreceivedthebusinesscardwithbothhands,carefullyreadtheinformationonit,andplaceditintohercardcase.Improperbehaviorsinclude:WangWenwasnotsatisfiedwiththepricingandinterruptedthepresentationtonegotiate.(TheMalaysianbusinessnegotiationstyleiscalmanddiplomatic.Youshouldalsorefrainfrominterrupting.)NoticingthatNora’steamrespondedwithsilence,WangWenshoweddispleasurethroughherfacialexpressions.(TheMalaysianbusinessnegotiationstyleiscalmanddiplomatic.WangWenshouldrefrainfromexpressingdispleasurethroughfacialexpressionsduringnegotiations.)Asthemeetingdrewtoaclose,WangWenurgedtheMalaysiateamtomakeadecisionbysettingaduedate.(PressuringtheMalaysiancounterpartduringnegotiationsisinappropriate,asdecisionsaremadeonlyafteradetailedanalysisofallthefactsandconsultationwithallrelevantmembersandleaders.)Case3ThomasBrown,abusinessmanfromtheU.K.,arrivedinMalaysiaforhisfirstbusinessmeetingwithaprominentMalaysiancompany.Whenschedulingthemeeting,Thomasensuredthatitdidn’tfallonaFriday.Onthedayofthemeeting,Thomasdressedinformalattire–asuitandtie,andarrivedatthemeetingvenuepunctually.WhenmeetinghisMalaysiancounterpart,SaraIsmail(aMalaysianMuslim),Thomasgreetedherwithabowandletherinitiateahandshake.Tobuildrapportwithher,Thomasbroughtupvarioustopics,includingtherelationsbetweendifferentethnicgroupsinMalaysia.Laterinthemeeting,ThomashandedSaraadocumentusinghislefthand,passingitoverhercolleague’shead.CaseanalysisProperbehaviorsinclude:Whenschedulingthemeeting,Thomasensureditdidn’tfallonaFriday,whichisaspecialreligiousdayoftheweekwhenMalaysianMuslimsattendprayers.Thomasdressedinformalattire–asuitandtie,andarrivedatthemeetingvenuepunctually.ThomasgreetedSarawithabowandletherinitiateahandshake.Improperbehaviorsinclude:Thomasbroughtaboutvarioustopics,includingtherelationsbetweendifferentethnicgroupsinMalaysia.(AvoidmentioningthesensitivetopicofethnicrelationsinMalaysia,asopinionsonthemattercanvarygreatlydependingonanindividual'sbackgroundandexperiences.)ThomashandedSaraadocumentusinghislefthand,passingitoverhercolleague’shead.(Whenpassingsomethingwithonehand,usetherighthand,becaus