Since the beginning of its history, Malaysia has been a meeting place for a diverse range of cultures and religions. As a result of these external influences, a new unified but distinguished Malay culture has emerged.
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Malaysia Today
Following years of confrontation in search of independence, Malaysia was established in September 1963. Over the last few decades, the country has evolved from a successful producer of raw materials to a multi-sector economy. Today, Malaysia offers a unique blend of old traditional culture and new technological innovations. As the Malaysian market continues to develop and prosper, it is becoming increasingly valuable for those entering into business in Malaysia to be aware of the cultural dimensions that shape the fabric of this country.
Malaysian Culture – Key Concepts and Values
Face – A vital element of Malysian culture, as with most Asian cultures, is the concept of face. In Malaysian society to 'lose face', that is to lose control of one's emotions or to show embarrassment in public, is perceived as a negative display of behaviour. Malaysians will use a number of methods in order to 'save face'. Laughter is sometimes used to mask one's true feelings and can reveal numerous emotions including nervousness, shyness or disapproval. Saving face is particularly crucial in business contexts as causing your Malaysian counterpart to lose face may influence the outcome of your future business dealings.
High Context Culture – In high context cultures such as Malaysia, communication is often more implicit so it is less direct than in many other cultures. This means that words are less important and greater atention should be given to additional forms of communication such as voice, tone, body language, eye contact and facial expressions. In Malaysia business is personal and based on trust. Therefore, developing relationships rather than exchanging facts and information is the main objective of communication. This also relates to the Malaysian cultural values of courtesy, tolerance, harmony and face. Direct answers, particularly negative ones, are avoided in order to prevent disagreement and preserve harmony; two very important aspects of Malaysian culture.
Fatalism – Malaysian culture is centred on the diverse religious values of Hinduism, Buddhism and Islam and as such relies heavily on the concept of fatalism. Fatalism is the belief that success, failures, opportunities and misfortunes result from fate or the will of God. When formulating ideas and making decisions in a business context, Malays, who are predominantly Muslim, will tend not to rely on empirical evidence or hard facts, but prefer to be guided by subjective feelings combined with the Islamic faith. Chinese and Indian Malaysians will take a similar approach since feelings and emotions play a significant part in their business culture. Consequently, negotiations may take longer than expected and your Malaysian counterparts will view decision-making in a more personal light.
Malaysia Business Part 1 – Working in Malaysia: Working practices in Malaysia
Structure and hierarchy in Malaysian companies
Working Relationships in Malaysia
Malaysia Business Part 2 - Doing Business in Malaysia: Business practices in Malaysia
Malaysian business etiquette (Do's and Don'ts)
DO be patient with your Malaysian counterparts during business negotiations. The process is often a long and detailed one that should not be hastened.
DO remain polite and demonstrate good etiquette at all times. Elderly Malaysian business people for example should be treated with respect and always acknowledged before younger members of the organisation. This is an essential part of achieving successful business dealings in Malaysia.
DO take time to establish productive business relationships with your Malaysian colleagues. Initial meetings are generally orientated towards developing such relationships and will be maintained throughout and beyond the negotiations. Without them, your business plans may be fruitless.
DON’T assume that a signed contract signifies a final agreement. It is common for negotiations to continue after a contract has been signed.
DON’T be surprised if your Malaysian counterparts ask what you may consider to be personal questions. In Malaysia, asking people about their hobbies, income and marital status for example, is not uncommon and is viewed as an acceptable approach to initial conversations.
DON’T enter into business with a Malaysian company without a letter of introduction from a bank or mutual acquaintance. This will help your request for a future meeting as Malaysians prefer to conduct business with those they are familiar with.
Malaysian Culture Quiz – true or false
1. The colour yellow is reserved for Malaysian royalty and should therefore be avoided.
2. Malaysians will only do business with people they know and like, regardless of ethnicity.
3. Both Muslims and Hindus believe that the left hand is unclean. For this reason, eating and passing items to another must be done with the right hand.
4. During negotiations, periods of silence are perceived as uncomfortable and Malaysians will often attempt to engage in small talk in order to avoid them.
5. If invited to an ethnic Malay’s home it is considered good protocol to present your host with a gift of wine or spirits.
Malaysian Culture Quiz – Answers
1. True.
2. True. Forming trust and business relationships is a central part of Malaysian culture.
3. True.
4. False. Silence is often used and encouraged in business conversation to allow time to collect one’s thoughts.
5. False. Malaysia is predominantly Muslim so Malaysians are forbidden to drink alcohol.
Malaysia Today
Following years of confrontation in search of independence, Malaysia was established in September 1963. Over the last few decades, the country has evolved from a successful producer of raw materials to a multi-sector economy. Today, Malaysia offers a unique blend of old traditional culture and new technological innovations. As the Malaysian market continues to develop and prosper, it is becoming increasingly valuable for those entering into business in Malaysia to be aware of the cultural dimensions that shape the fabric of this country.
Malaysian Culture – Key Concepts and Values
Face – A vital element of Malysian culture, as with most Asian cultures, is the concept of face. In Malaysian society to 'lose face', that is to lose control of one's emotions or to show embarrassment in public, is perceived as a negative display of behaviour. Malaysians will use a number of methods in order to 'save face'. Laughter is sometimes used to mask one's true feelings and can reveal numerous emotions including nervousness, shyness or disapproval. Saving face is particularly crucial in business contexts as causing your Malaysian counterpart to lose face may influence the outcome of your future business dealings.
High Context Culture – In high context cultures such as Malaysia, communication is often more implicit so it is less direct than in many other cultures. This means that words are less important and greater atention should be given to additional forms of communication such as voice, tone, body language, eye contact and facial expressions. In Malaysia business is personal and based on trust. Therefore, developing relationships rather than exchanging facts and information is the main objective of communication. This also relates to the Malaysian cultural values of courtesy, tolerance, harmony and face. Direct answers, particularly negative ones, are avoided in order to prevent disagreement and preserve harmony; two very important aspects of Malaysian culture.
Fatalism – Malaysian culture is centred on the diverse religious values of Hinduism, Buddhism and Islam and as such relies heavily on the concept of fatalism. Fatalism is the belief that success, failures, opportunities and misfortunes result from fate or the will of God. When formulating ideas and making decisions in a business context, Malays, who are predominantly Muslim, will tend not to rely on empirical evidence or hard facts, but prefer to be guided by subjective feelings combined with the Islamic faith. Chinese and Indian Malaysians will take a similar approach since feelings and emotions play a significant part in their business culture. Consequently, negotiations may take longer than expected and your Malaysian counterparts will view decision-making in a more personal light.
Malaysia Business Part 1 – Working in Malaysia: Working practices in Malaysia
Structure and hierarchy in Malaysian companies
Working Relationships in Malaysia
Malaysia Business Part 2 - Doing Business in Malaysia: Business practices in Malaysia
Malaysian business etiquette (Do's and Don'ts)
DO be patient with your Malaysian counterparts during business negotiations. The process is often a long and detailed one that should not be hastened.
DO remain polite and demonstrate good etiquette at all times. Elderly Malaysian business people for example should be treated with respect and always acknowledged before younger members of the organisation. This is an essential part of achieving successful business dealings in Malaysia.
DO take time to establish productive business relationships with your Malaysian colleagues. Initial meetings are generally orientated towards developing such relationships and will be maintained throughout and beyond the negotiations. Without them, your business plans may be fruitless.
DON’T assume that a signed contract signifies a final agreement. It is common for negotiations to continue after a contract has been signed.
DON’T be surprised if your Malaysian counterparts ask what you may consider to be personal questions. In Malaysia, asking people about their hobbies, income and marital status for example, is not uncommon and is viewed as an acceptable approach to initial conversations.
DON’T enter into business with a Malaysian company without a letter of introduction from a bank or mutual acquaintance. This will help your request for a future meeting as Malaysians prefer to conduct business with those they are familiar with.
Malaysian Culture Quiz – true or false
1. The colour yellow is reserved for Malaysian royalty and should therefore be avoided.
2. Malaysians will only do business with people they know and like, regardless of ethnicity.
3. Both Muslims and Hindus believe that the left hand is unclean. For this reason, eating and passing items to another must be done with the right hand.
4. During negotiations, periods of silence are perceived as uncomfortable and Malaysians will often attempt to engage in small talk in order to avoid them.
5. If invited to an ethnic Malay’s home it is considered good protocol to present your host with a gift of wine or spirits.
Malaysian Culture Quiz – Answers
1. True.
2. True. Forming trust and business relationships is a central part of Malaysian culture.
3. True.
4. False. Silence is often used and encouraged in business conversation to allow time to collect one’s thoughts.
5. False. Malaysia is predominantly Muslim so Malaysians are forbidden to drink alcohol.
