Happy CEO

The asian way: Understanding the values and norms of the largest continent

Asia breaks all records. Largest continent, highest peak (8848m), most populated (almost 4,8 billion), largest exporter. The immense diversity of these different peoples makes it a sought-after destination for exporters. Some cultural similarities exist.

The Essentials of Confucianism: Key concepts, cultural impacts

Confucianism is a system of ethical and social values based on Confucius’ teachings. It guides human behavior and relationships. Some main concepts are:

• Ren: kindness, compassion, and respect for others. Treat others as you want to be treated.
• Li: norms and rules of conduct for social harmony and order. Respect ancestors, elders, superiors, and nature.
• Xiao: duty and devotion to parents, family, and ancestors. Honor them by being obedient, grateful, caring, and supportive. Be loyal to country, ruler, teacher, and friends.
• Junzi: ideal human being with ren, li, xiao, and other virtues. Moral leader, role model, and self-improver.

Confucianism has influenced Chinese culture and other East Asian countries. It is still relevant today as a source of ethical wisdom and social harmony.

Key principles

• From the Confucian philosophy, family and honor of name come first. In fact, relationships take a long time to build. Do not miss the start…
• The CODE OF HONOR. “Save face” is fundamental in Asia.
• Decision-making processes are always long. Decisions are generally collegial or even deliberative and practically all interested persons will be questioned internally.
• Even if all the data is analyzed, the feeling and the relationship of trust are above all important in the decision.
• You will very rarely speak with the person making the decisions. It is tradition. Even if this person is very often present.
• Opposite collaborators who were opposed to you will not cooperate. Matter of honor and respect.
  Confrontation and internal competition are always to be avoided, they harm the harmony of relations between men.
• Nervousness and aggressiveness reflect a serious imbalance in your personality. Calm is necessary.
  Physical contact, touching someone is also to be avoided.
• Time spent building good relationships pays off.
• The rank, function, experience, age of a manager must be strictly respected.
• In Asia, one becomes a manager after years of service and loyalty.
• The notion of time does not have the same value as in the West and is not a priority.
• Humility is the rule.
• You must have an interest in the history and culture of the country you are working with. It’s essential.
• Sense of ownership, material possessions have less value and impact in Asia.
• The first motivation among employees remains recognition.
• The management style is less cooperative than in the West. We are used to saying “work more, talk less”.

Tips for building trust and harmony with asian partners

• If you want to negotiate a deal with an Asian partner, you should not rush the process or pressure them to make a quick decision.
  • You should respect their need to consult with their colleagues and superiors, and build a long-term relationship of trust and mutual benefit.
  • You should also avoid direct confrontation or criticism, as this may cause them to lose face and damage the relationship.
    
    
• If you are invited to a meeting with an Asian partner, you should not expect to meet the decision-maker directly.
  • You may have to deal with an intermediary or a representative, who will relay your messages and proposals to the higher authority.
  • You should also pay attention to the rank and status of the people you are meeting, and show respect and deference accordingly.
  • You should also avoid physical contact, such as hugging or patting, as this may be seen as intrusive or disrespectful.
    
    
• If you have a conflict or a disagreement with an Asian partner, you should not express your emotions or opinions openly.
  • You should try to maintain calm and composure, and use indirect or subtle ways to communicate your concerns.
  • You should also try to find a solution that preserves the face and dignity of both parties, and does not create a win-lose situation.
  • You should also avoid involving other people who may have a negative opinion of you or your partner, as this may worsen the situation.

In summary, Unlocking Asian business culture

The Asian Way: Understanding values and norms

• Asia: Largest continent, highest peak (8848m), most populated (almost 4.8 billion), major exporter, diverse cultures.
  
• Confucianism: Ethical system based on Confucius’ teachings.
  • Key concepts: Ren (kindness, respect), Li (social norms), Xiao (family duty), Junzi (ideal human).
  • Influence on Asian cultures, relevance today for ethics and harmony.

Key principles of Asian business culture

• Family and honor first.
• “Saving face” crucial.
• Deliberative, inclusive decision-making.
• Trust and relationships matter.
• Decision-makers may not be directly involved.
• Avoid confrontation, competition.
• Maintain calm, avoid physical contact.
• Respect ranks, experience.
• Different perception of time.
• Emphasize humility, cultural understanding.
• Recognition motivates.
• Less cooperative management style.

Tips for building trust with Asian partners

• Avoid rushing decisions.
• Respect consultation process.
• Build long-term trust.
• Avoid direct confrontation.
• Intermediaries in meetings.
• Respect rank, avoid physical contact.
• Handle conflicts subtly, seek win-win.
• Avoid involving others with negative opinions.

“Asian culture has a profoundly different relationship to work. It rewards people who are persistent.”

Malcolm Gladwell