Business ethics in Asia

If your counterparts appear to be stalling the negotiation, assess carefully whether their slowing down the process indicates that they are evaluating alternatives or that they are not interested in doing business with you. In most cases, though, this behavior indicates an attempt to create time pressure in order to obtain concessions.

Saudi businesspeople are usually shrewd negotiators who should never be underestimated. Most of them thoroughly enjoy bargaining and haggling. They expect to do a lot of it during a negotiation and may be seriously offended if you refuse to play along. In addition, they may expect flexibility on your side, so avoid coming with overly narrow expectations of how a deal might be reached.

The bargaining stage of a negotiation can be very extensive. Prices often move more than 50 percent between initial offers and final agreement. Leave yourself a lot of room for concessions at many different stages. Ask the other side to reciprocate if you made one, but never make them look like the loser in the exchange. It is not advisable to make significant early concessions since your counterparts expect further compromises as the bargaining continues. You can use the fact that aspects can be re-visited to your advantage, for instance by offering further concessions under the condition that the Saudi side reciprocate in areas that had already been agreed upon.

Deceptive techniques are frequently used. This includes tactics such as telling lies and sending fake non-verbal messages, pretending to be disinterested in the whole deal or in single concessions, misrepresenting an item's value, or making false demands and concessions. Expect your Saudi counterparts to be masters at this game, playing it with many exaggerations and much enthusiasm. They may occasionally play stupid or otherwise attempt to mislead you in order to obtain bargaining advantages. Do not take such tactics personally and realize that overt attempts to lie at or bluff your counterparts could backfire and might damage business relationships. Lies will be difficult to detect. It is advisable to verify information received from the local side through other channels. Similarly, they treat `outside' information with caution. Even when you can see right through a lie, it would be a grave personal insult to state or even hint that your counterpart is not telling the truth. Saudis are usually too proud to claim or admit that they have only limited authority, even if it is true.

Negotiators in the country may use pressure techniques that include making final offers or nibbling. Final offers may come more than once and are rarely final. Do not use tactics such as applying time pressure, opening with your best offer, or making expiring offers, since Saudis could view these as signs that you are not willing to build a long-term relationship. They may choose to terminate the negotiation. Silence can be an effective way to signal rejection of a proposal.

Saudi negotiators avoid openly aggressive or adversarial techniques but may use more subtle versions. Making an extreme opening offer is a standard practice to start the bargaining process. Negotiators may also make indirect threats and warnings, or subtly display anger. Use these tactics with caution yourself since they may adversely affect the relationship if employed too aggressively. Do not walk out or threaten to do so as your counterpart may take this as a personal insult.

Emotional negotiation techniques, such as attitudinal bargaining, sending dual messages, attempting to make you feel guilty, grimacing, or appealing to personal relationships, are frequent and can be effective. Be cautious not to cause loss of face when employing any of them yourself. Also, know that Saudis can become quite emotional during fierce bargaining. It is best to remain calm. Defensive tactics such as blocking, distracting or changing the subject, asking probing or very direct questions, or making promises may also be frequent.

Corruption and bribery are quite common in Saudi Arabia's public and private sectors. However, people may draw the line differently, viewing minor payments as rewards for getting a job done rather than as bribes. Also, keep in mind that there is a fine line between giving gifts and bribing. What you may consider a bribe, a Saudi may view as only a nice gift. So much as hinting that you view this differently could be a grave insult to the person's honor. It may help if you introduce and explain your company's policies early on, but be careful not to moralize or appear to imply that local customs are unethical.

Decision Making. Company hierarchies can be very rigid, and people expect to work within clearly established lines of authority. Although the pace of business is accelerating, decision making can be a slow and deliberate process in Saudi Arabia. Decision makers are usually individuals who consider the best interest of the group or organization and may consult with others in the organization. Decisions therefore often require several layers of approval. Final decision-making authority may be delegated down, but that can change quickly if subordinates fall out of favor. Consequently, it will be important to win the support of senior executives.

When making decisions, Saudi businesspeople may not rely much on rules or laws. They usually consider the specific situation rather than applying universal principles. Personal feelings and experiences weigh more strongly than empirical evidence and other objective facts do. Saudis are often reluctant to take risks. If you expect them to support a risky decision, you may need to find ways for them to become comfortable with it first. You are much more likely to succeed if the relationship with your counterparts is strong and you managed to win their trust.

Agreements and Contracts. Capturing and exchanging meeting summaries can be an effective way to verify understanding and commitments. While these serve as tools to improve the communication and strengthen commitments, they should not be taken for final agreements. Any part of an agreement may still change significantly before both parties sign the final contract. Agreements are only final when the participants part. Until then, the Saudi side may unilaterally abrogate them, possibly even if they were already signed. Oral agreements are not binding under Saudi law.

Although businesspeople in the country understand the role of contracts well, they may view them only as general guides for conducting business, expecting that both parties are willing to change terms if there is a change of conditions. Written contracts are usually kept high-level, capturing only the primary aspects, terms, and conditions of the agreement. Writing up and signing the contract is a formality. Saudis believe that the primary strength of an agreement lies in the partners' commitment rather than in its written documentation. Accordingly, do not propose an overly detailed contract since that may cause hurt feelings.

International contracts in the country usually include `offset' requirements, which are spelled out by law. As compensation for the gains the foreign company expects to receive from the business deal, it is required to support efforts the local economy will benefit from, such as training local staff or transferring technological know-how. Saudi law also requires having a local representative on a continuous basis. It is strongly advisable to consult a local legal expert before signing a contract. However, do not bring your attorney to the negotiation table. Saudis may read it as a sign of mistrust if you do.

Since personal honor is highly valued in Saudi Arabia, contracts are usually dependable and your partners will strive to keep their commitments. However, business partners commonly expect the other side to remain somewhat flexible if conditions change, which may include agreeing to modify contract terms.

Women in Business. Saudi Arabia remains a male-dominated society. Although some women are working, they still have very traditional roles and rarely attain positions of similar income and authority as men. The relative scarcity of women in Saudi business may make local men uncomfortable in dealing with Western women, who should not expect to be met with the same respect as men. Women find themselves subjected to many restrictions in the country. Displaying confidence and assertiveness can be counterproductive. Appearing overly bold and aggressive may create major issues and must be avoided under all circumstances.

As a visiting businesswoman, emphasize your company's importance and your role in it. A personal introduction or at least a letter of support from a senior executive within your company may also help. Even with these credentials, you may still not find sufficient attention, making it advisable to take a male colleague along for the trip and act `behind the scenes.'

Female business travelers should exercise great caution and act professionally in business and social situations. They need to dress in accordance with local customs, which means that collarbones and knees need to be covered at all times and that clothes should not be form-fitting.

Male visitors should not speak to a Saudi woman unless the situation clearly requires it. In addition, avoid bringing up the subject of women with your male business partners. Do not even inquire about a wife's or daughter's health. Furthermore, while there may be intensive contact between men, it is vitally important not to stare at any woman you may meet.

United Arab Emirates. When holding business meetings in the United Arab Emirates, some foreign businesspeople suggest holding the meeting in the lobby of an international hotel rather than in an office. The advantage of this is that there will be fewer people wandering in and out of the meeting. Also, your counterpart's willingness to come to you demonstrates a true interest. You will also have access to refreshments that may be more to your taste.

Before companies send teams of negotiators to other countries, they may need to provide an extensive course on rituals and behavior indigenous to that country. As an example, if an Arab businessman agrees to meet with a female delegate, she may lose all credibility if she shows up for the meeting in a short skirt. This form of "immodest" attire would only serve to offend their host. And, interestingly, attire rules are applicable to men as well.

The following give a good idea of some of the approaches and attitudes you will encounter in a business environment in the UAE:

Meetings can often appear unstructured with no (or little reference to) agenda. People may be present who they are, seemingly, nothing to do with your meeting.

Meetings will not always (in fact very rarely) start on time. Levels of lateness can vary from a few minutes up to more than an hour.

Try not to arrange too many meetings on the same day as lack of punctuality, the unstructured nature of meetings and heavy traffic can make it difficult to pack lots of commitments into one time slot.

Arabic is a language of hyperbole. Therefore, it is common for business associates to lavish extravagant praise on each other as part of the all-important relationship building phase of doing business. Don't feel inhibited to join in this process.

People do not like to say `no' or deliver negative news. It can be very difficult to fully understand exactly how interested people are in your propositions. Only perseverance and patience will reveal the true picture.

Don't take `yes' to mean 'yes' every time. It could be being used as a delaying tactic.

Emotional discourse denotes interest and engagement. Don't mistake loudness and emotion for hostility or anger.

You should endeavor to maintain strong levels of eye contact (with the same gender) as strong eye contact denotes sincerity and trustworthiness.

Women play a more active role in business than in neighboring Saudi, although some older, more traditional Emiratis may maintain a significant gender bias.

Dress conservatively, but very smartly. Modesty in dress code is important for women. You will be judged partly on your appearance.

Meetings can be confusing affairs as they are often subject to unforeseen interruptions and alterations. Don't expect the standard western approach of meeting room, punctuality, agenda, action points etc.

Punctuality is variable in the UAE and a meeting scheduled to start at 10am might start on time but may well start an hour or more late. It is also difficult to predict the end time of a meeting with any degree of accuracy - which can make it difficult to visit the UAE and arrange three meetings in the morning, followed by three meetings in the afternoon. Two meetings a day is probably the safest option.

It is not uncommon to arrive at your meeting to find your host in a meeting with several other people and that these other people could be meeting your host about completely disconnected issues. This process can make meetings very lengthy and it can be a little frustrating if you don't get the complete attention you feel you deserve. Some people recommend setting up meetings at the up-market local hotels where you can serve coffee and refreshments - and where you are less likely to be interrupted as frequently!

In the UAE, relationships are all-important and meetings will often start with a lot of seemingly trivial small-talk. Do not underestimate how important this relationship building process is to the overall success of your project. Make time to chat - the rewards will flow in the long-run.

2.4 About “grey” areas

A grey area is a term for a border in-between two or more things that is unclearly defined, a border that is hard to define or even impossible to define, or a definition where the distinction border is dynamic (that is, tends to move). The concept comes literally from the distinction between an environment of only pure black and pure white (on one hand) and an environment where a grayscale gradient can exist between them (on the other). The literal idea has been figuratively extended to serve as a metaphor in various domains of life:

A grey area of definitions signifies a problem of sorting reality into clearly cut categories.

A grey area of law is an area where no clear legislation or precedent exists, or where the law has not been applied in a long time thus making it unclear if it is applicable at all.

A grey area of ethics signifies an ethical dilemma, where the border between right and wrong is blurred.

Drinking and eating in Saudi Arabia.

In Saudi Arabia according to the Quran consumption of alcohol is forbidden.

Eating of pork too is prohibited. The menu also does not consist of cuisine made of pork.

The Saudi Arabian Customs and Traditions state that on friendly and formal meets guests should be offered black tea as a sign of cordiality. So when tourists visit local households they should drink a cup of tea to acknowledge the hospitality of the housemates.

Never drink or serve alcoholic beverages. Like drugs, possession and/or taking of alcohol is prohibited and punishable by law. Newcomers are advised to drink plenty of water to avoid dehydration especially during summer. Manufacturing, selling and drinking of liquor is an offense that is punishable by law.

Drinking and eating in United Arab Emirates. You may find that you are invited for a meal by a local Emirati contact who will entertain you lavishly at one of the most expensive hotels or restaurants in the region. The food will be superb and the surroundings even better. You host may flatter you and tell you how much he enjoys doing business with you. Does this mean you are on track to land that big contract? Not necessarily. This lavish entertainment may be the precursor of great things to follow - but it may also be a polite way of letting you down gently!

If you invite a local contact for a meal, it is important that you also entertain lavishly. The amount of effort (and money) put into the entertainment aspect of relationship building reflects how highly you value your guests. Do not imagine that this investment is ill-advised or wasted - it is an absolutely essential part of that all-important relationship building process.

Do not eat or pass food with your left hand - which is considered to be the `dirty' hand. (It might even be considered offensive to pass things with the left hand.).

Entertainments in Saudi Arabia. Saudi Arabia Entertainment options are plenty and they act as major crowd pullers. Entertainment activities of Saudi Arabia include shopping, driving, visiting famous places of attractions, restaurant hopping and playing indoor and outdoor games.

Shopping lovers in Saudi Arabia can stroll at the different shopping malls, supermarkets, shops and traditional open-air markets. Lots of gift items, clothes, shoes, perfumes, cosmetics and branded items exported from North America and Europe are available here. Shoppers will find various kinds of decorated daggers, brassware, jewelry and bronze objects. Electrical goods like cameras, tape, CD players are also sold in the traditional markets or souks. However, bargaining is a common option in these markets.

Food lovers can enjoy mouth-watering delicacies at the Saudi Arabian restaurants. Arabian specialties include pita bread, Kebabs, Kultra, Rice, chickpeas, lentils and Mezze. The food is mostly spicy and well flavored.

The use of alcohol is strictly restricted. Cocktails and beers served in the hotel bars are free of alcohol. Alcohol is replaced by Arabic coffee and fruit juices that are greatly relished by one and all.

Entertainments in United Arab Emirates. Entertainment in UAE includes the nightlife in all the major urban centers of UAE except for Sharjah that does not have any bars or discos. The bars range from sophisticated cocktail lounges to informal traditional British and Irish pubs and Western style saloons. One can also visit local nightclubs with Arab singers, belly dancers and musicians. World famous groups and individual stars from the West, the Arab world, the Indian subcontinent and the Far East are frequent visitors. The hotels, in particular, vie with each other to stage the best live shows.

The entertainments in UAE include the blockbuster movies of the Arabs, Indian, and Pakistani at the cinemas throughout the Emirates.

The other entertainments in UAE are the traditional sports that include boat racing, camel and horse race. The entertainments like the desert safari and the dune bashing are also popular amongst the travelers.

People all over the world come to Abu Dhabi to witness the shopping extravaganza and the discounts range from 20 to 50 percent. During this time the Global Village where 25 countries showcase their art and crafts. This is truly a distinctive cultural and retail experience that highlights the best of the Middle East. Dubai is now labeled as the shopping capital of the Middle East. The numerous shopping malls cater to every need of the customer.

Dubai is regarded as the ideal destination for shopping and is known as the shopping capital of UAE. In UAE, shopping is one of the major pass times. Experience the magic of glitzy Dubai malls. These shopping malls are known for offering international brands, such as American, European and Asian.

Several malls also incorporate coffee shops and childcare facilities. Shopping in UAE would be a great experience for those who love bargaining, as prices are quite competitive. In souks, a price drops incredibly. You UAE shopping tour would be incomplete without shopping of gold, textiles and carpets.

Dubai Shopping Festival is immensely popular among people from all over the world. It is usually held in the month of March. Month of March also witnesses Dubai shopping festival. Major highlights during Dubai Shopping festival are discounts, Raffles, prize draws, cultural events, street entertainers, spectacular fireworks displays etc. Another popular festival, which is celebrated in Sharjah is Ramadan Shopping Festival. Major highlights of shopping in UAE are spices, gold, textiles, carpets, electronic and traditional goods.

The city of Dubai is 5 hours from Europe and 3 hours from any part of Asia thus making it an ideal place for a short break for shopping, partying, sunbathing, fine dining, sporting events. It also called the city of superlatives the fastest, biggest, tallest, largest and highest.

Nightlife in UAE provides an ample opportunity to pursue a lively nightlife in the one of the best urban centers of the world. Except Sharjah all others cities contribute to the thriving nightlife of UAE. The entertainment ranges in different assortments with a scintillating never before experience.

Nightlife in UAE includes sophisticated cocktail lounges, informal time-honored British and Irish pubs and Western mannered saloons. Numerous piano and jazz bars add to them. The club and bars feature both local DJs and big global names. Many clubs are exclusively host Arab singers, belly dancers and bands of the traditional but stylish Middle East traditions. World famous stars from the West, India and the Arab world are frequent visitors.

Nightlife in UAE is competitive to serve the customers in the best way. The pubs and hotels race with each other to have the best live shows. Most of them have standard fare of Cabaret as along with food festivals and themed nights. Groups from the Philippines and other states perform African beat, R'B, reggae, jazz, salsa, country and western and rock. Thus the night life in UAE is more a cultural experience.

Nightlife in UAE is best seen in the bars and clubs of the four- and five-star hotels. Drinks are though expensive, the hotels offer happy hours. The dress code is generally casual. But many bars and clubs prevent shorts, jeans, and sandals. Wednesdays, Thursdays and Fridays are the greatest nights. The Arabic Nightclubs by and large warm-up themselves approximately after 10.30 p.m. Though the Food menus are limited, yet the fascination is lively.

UAE is regarded as one of the hottest holiday destination. It is quite popular among vacationers. People love to spend their vacations in UAE. It is known for its peaceful and calm environment. You would be able to get rid of stress and fatigue. UAE features some great tourist destinations. Exotic locales and picturesque scenery would rejuvenate your body and soul. UAE would be a great tourist destination for adventurous vacationers. It offers great options for the recreation of visitors.

Smoking in Saudi Arabia. Tobacco consumption is also not a very acceptable practice in Saudi Arabia. Tourists should stick to these restrictions to avoid any problems.

Although it is not at prohibited, most religious people in Saudi Arabia do not welcome cigarette smoking. Some consider it an evil habit. It is advisable to avoid smoking, most especially for women.

During the holy month of Ramadan, smoking is strictly forbidden in the streets or anywhere in public within daylight hours. If caught, you will be expelled from the kingdom.

Smoking in United Arab Emirates. Smoking in public places including restaurants, cafes and nightclubs will soon be banned throughout the UAE. On Tuesday, Ireland became the first country in the world to ban smoking in public places although similar bans are in place in cities and states elsewhere. In the UAE, the ban has already come into force at many government buildings and is likely to be extended to all other public places by the end of the year.

A study is underway to find the best means of imposing the ban in Dubai and Sharjah. The ban is expected to be extended to other Emirates afterwards.

Government departments have been instructed to set guidelines to prohibit smoking in public places. The Dubai Department of Justice was among the first government department to become a cigarette-free zone. Ibrahim Mohammed Bu Melha, the Department's Deputy Chairman and Attorney General, imposed the ban in November, 2002.

Last year Dubai raised the minimum age limit for buying cigarettes from 18 to 21. In Sharjah, the government has banned smoking at its departments and the sale of tobacco to anyone under 18. Sharjah residents have called on a smoking ban in taxis as is the case in Dubai.

Pictures and photos in Saudi Arabia and UAE. Do not take a picture of any person without asking his or her permission first.

Do not photograph military installations, ports and airport facilities without official permission. Do not bring lewd or pornographic pictures, tapes, and magazines/reading materials.

Cultural differences. Culture plays a role in defining ethical thinking and conduct. While Asia is as diverse as it is immense, some ethical practices are universal, some are not. Some are discussed in the business schools, in other classrooms, in homes, in the work place. Some are researched and written about, especially in English and perhaps other European languages, far more than in any Asian languages. Does this mean that Asians in business are less ethical than their western counterparts? There is in Asia a common aversion to long written contracts, which cover every contingency. In Asia the prevailing attitude is that a contract establishes a relationship; eventualities are left up to discussion as the circumstances may require.

Understanding cultural differences is essential for companies involved in international business. Countries vary across several dimensions, affecting workplace values.

When it comes to international business, understanding cultural differences and promoting cultural sensitivity will help ensure that communication across borders is effective and that business transactions are successful.

Each country has its own cultural standards of being, thinking, and acting, and these cultural differences strongly influence workplace values and business communication. What may be considered perfectly acceptable and natural in the workplace of one country, can be considered confusing or even offensive in the workplace of other country.

2.5 Cultural differences in Asia to Europe

In Asia there are long standing traditions of respect for the family, for elders, for social, educational, family and community networks, with high value placed on relationships, social stability and education. But, to the consternation of traditionalists and the protectors of national identities, change is in the air. Such changes recently are a result of globalization, the Web, satellite TV and communications technology. There is growing adoption in many parts of Asia of what is now world culture emanating from the absorption of western habits, the migration of intellectual capital, cross-cultural and interracial marriages, transformations which erode traditions and local and national cultures but which are coincident with the expansion of world economies.

There are mistakes, when dealing with foreign clients. These cultural differences, when not acknowledged, will make a foreigner uncomfortable or unwilling to do business. In order to conduct business globally, insight into the conventions of other nations will put business back on track.

Some East-West Philosophical Differences. The reason for basic philosophical differences existing between East and West and which applies to Thai and Lao people, is that many are followers of the prophet Buddha. Buddhism (like Confucianism) preceded Christianity by more than 500 years. Long before these ideologies, though was animism and this is still practised in many Asian countries. Animism is the belief that all things in nature, like trees, mountains, the sky, even buildings, have souls or consciousness; belief in an unseen supernatural force that animates and organises the universe. It is also the belief in a spirit than can exist separately from a physical body or person.

Buddhism provides a spiritual structure which influences many aspects of the daily life of its followers. Buddhists see time as circular rather than linear. They are taught about reincarnation and fate or karma. Simply put, karma refers to the notion that what happens to someone in 'this life' is due to their behaviour and actions towards others in 'past lives'; these actions dictate what fate will befall one in the 'next life' on earth and what pain and suffering one must endure.

Because of this belief, Buddhist Asians tend to endure the the pain and suffering of 'this' life simply by accepting what life brings. They feel what happens is inevitable and there is no point in trying to alter things they believe cannot be changed by human intervention. In many cases, this gives some people little motivation to try to improve their lives and make changes for the better. They conveniently forget the 'future life can be better' concept. Western thinking is geared more towards anticipating risk or potential problems before they arise. Asians rely more on luck (fate). If someone is injured or even dies in a possibly avoidable accident, they weren't careless, negligent or taking unnecessary risk or putting other lives in danger, they were just unlucky that day! It was 'decreed'.

Table 1. Comparison of East and West

Here are the personal observations of the differences in emphasis between Eastern and Western cultures made by an Asian Christian cleric now living in the West. Some might disagree with the generalizations as in some societies they may not be altogether true.

Honesty & Truth. Another difference between Western - Judao/Christian (also Islam) thinking is the concept or interpretation of 'honesty'. In the West, although it's not always adhered to, the truth is real and very important. In some Eastern cultures, truth is at its best something to be searched for and at its worst, irrelevant (compared to Western perspective). For example, with regard to Chinese or Korean history, the Japanese will say that they have different views of events. Westerners can accept there are different opinions, but facts are facts even if there is some uncertainty or disagreement as to what those facts are.

Style and substance. Westerners living in some SE Asian countries will start to notice basic differences in mentality, interests and 'intellectual' discussion. Thai and Lao people have very astute observational skills, but most are are not focused on things that Westerners consider significant. They rarely anticipate events, often failing to consider in advance the driving force that could precipitate an accident or a potential future development; one that might later have great significance in their lives. They are more interested in viewing the results of a road accident, blood and dead bodies, than pondering on what might have caused it, or even less, how it might have been avoided. 'Face' (how you are perceived by others) is everything.

Confrontation. One area worth mentioning is problems, arguments, disagreements, disputes, even crimes. In the West we have laws and judicial systems to take care of the more serious ones. We also have old adages and expressions like 'taking the bull by the horns', 'a problem faced is a problem solved', 'speaking your mind', 'not mincing your words', 'facing problems in the eye', 'not being afraid to speak out', 'telling it like it is', 'calling a spade a spade', anticipating problems and analyzing them afterwards for 'cause and effect'.

A good number of those concepts and ideas that might seem natural and logical to Westerners, or the 'right thing to do', can be almost the direct opposite of how Asian minds think or react when life is not running as smoothly as it might. In case of dispute, Asians usually go out of their way to avoid direct confrontation or argument, often resorting to what Westerners would call lying - 'white lies' or worse, hiding their feelings behind what appears to be a genuinely friendly smile, or just simply silence. Thoughts remain unspoken, but inner anger builds up nevertheless as Asians are sensitive people, and they will respond, but not at the time and possibly not in the way a Westerner might expect.

Family ties are the 'king-pin' - a singularly important and integral part of Asian culture generally. Far more so than in the West, where this has become less apparent in many societies. Asian women, especially, value their children and own family more than their husbands (whether Asian or foreign).

In matters requiring arbitration and or redress between families, local solutions at community level are sought and imposed before resorting to judicial or legal ones. Legal ones often result in a worse situation or a more expensive solution, so in some ways there might be good reason for this in certain countries in Asia. But fairness and justice take on different meanings within the Asian context too.

The best advice that one who has lived in the East for some time can give is: be tolerant of local thinking; make an effort to accept 'the Asian way', even try to emulate it. Even when you desperately want to get your point of view understood, try to see things from the opposite perspective. When provoked, 'bite your tongue' and contain your anger. Smile even though your jaw might crack with the effort! There are probably other ways to solve the problem, difficult as that may seem at the time, especially when frustration, anger and misunderstanding seem to surround you. There is probably nowhere where it's as important to 'keep your cool' as in Asia.

Learning the language helps a lot in understanding the people and will be an asset in many aspects of living, socialising as well as doing business with the locals.

East-West 'cross-cultural' friendships and relationships can be extremely successful as long as both partners make the effort to understand and accept the differences in each culture and traditions. Human nature makes us all think 'our way' is best.

It is presumed that for this conversation one would already be clear on the differences between guilt, shame and embarrassment, both collectively (ingroup) as well as individually.

At this point we must leave the safe, albeit confusing, world of the self and branch out in our observations. What can we expect from guilt and shame, on as grand a scale as that of a human society? When we say that a culture is either shame based or guilt based we are differentiating between dichotomous perceived social consequences. In 1946 Ruth Benedict, an American Anthropologist wrote a book called “The Chrysanthemum and the Sword” that attempted to define the difference between a guilt culture (represented by America) and a shame culture (represented by Japan.).

Benedict was attempting to compare and contrast the differences between American and Japanese cultures. The possible propagandist reasons for producing such a study, nor even any relevant moral bias present in the work do not sully our investigations. In fact, in the spirit of the whole thing, I see it as Cowboy Culture vs. Samurai Culture. Both the Cowboy and the Samurai have honor. Both are powerful and mysterious and I should be able to exploit their metaphorical value without offending either represented parties, too much. It's quite plain to see the differences demonstrated by this chart: In a guilt culture our Cowboy protests his innocence, is concerned with justice, is honest and forthright. He also expects you to stand up to him and be as forthright as he is. The Samurai is honor bound and as honor (the opposite of shame,) is bestowed by others he is reliant upon you to make him what he is. Even the suggestion of transgression is too great a burden to bear. He will continue to hide any guilt, apparently without consequence, as long he can.

The differences between Asian and Western cultures can be quite broad in many aspects. Nowadays world most major western cities are cosmopolitan, offering an array of cuisine, clothes, electronic goods, alternative religions and much more, giving us a taste of exotic destinations. Because of the competitive nature of most airline carriers we can now visit these destinations quite cheaply and the very reason why we want to experience the magic of Asia is because it is absolutely completely different to Western culture.

Family is extremely important in Asian cultures with much importance being placed on the elderly members of the family. The elderly are much revered in Asian society and it needs to be said that we don't show the same respect to the elderly in Western culture.

Although corruption is a global problem, it is rampant in most Asian countries due to the fact that the basic wages are degrading compared to most western nations, making it difficult for the general layman to get ahead in life, so if the opportunity to take advantage arises wherever hard cash is concerned, it is not seen as such a crime and is more likely to command a slap on the wrist rather than a jail term which is usually the case regarding corruption in the West.

In the majority of Asian countries the social infrastructure is set in a class system and it really is the poor versus the wealthy with little opportunity to rise above poverty. In certain Asian countries the name given to you at birth depicts where you are placed as a person in the scheme of things. Money tends to bypass the general populace in regards to support systems, such as improving hospitals, availability of fresh water, and implementing crisis agencies or whatever is required to enable people to seek shelter in times of need. All these things are high on the list of priorities and available in most Western cultures. We also take advantage of the fact that due to the rate of cheap labor in Asian countries it is more economical for Western businesses to manufacture goods offshore, so their profit margins are increased.

After travelling and living in Asia for many years, one can say with great warmth that the people are extremely friendly and helpful on the whole and unfortunately because of the threat of terror attacks people in Western societies are more inclined to keep to themselves where foreigners are concerned because of the uncertainty.

So while there are many differences between Asian and Western cultures we can learn a lot from each other.

CONCLUSION

Most people who transact business abroad may not be proficient in the spoken language of the host country. However, nonverbal communications, such as signs, gestures, and body cues, can be learned in a short period. The value of knowing what to do and what to avoid should not be underestimated, so that one will not transmit unintended messages. According to several business executives interviewed, these issues are of much greater importance to closing the deal than actually knowing how to speak the native language.

International business ethics faces enormous challenges and needs multiple approaches in both practice and theory.

Business ethics reflects the philosophy of business, one of whose aims is to determine the fundamental purposes of a company. If a company's purpose is to maximize shareholder returns, then sacrificing profits to other concerns is a violation of its fiduciary responsibility.

The importance of ethics in business can be understood by the fact that ethical businesses tend to make much more profits than the others. The reason for this is that customers of businesses which follow ethics are loyal and satisfied with the services and product offerings of such businesses.

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