Tips on Doing Business in Malaysia

Meetings

To ensure meetings and discussions go smoothly:

• Ensure everyone contributes; encourage junior staff to speak up
• Avoid direct criticism
• Have clear actionable goals
• Allow people to work in groups

Saving 'face'

How can you avoid offending a Malaysian coworker or causing them to 'lose face'?

• Switch to slightly more indirect communication
• Add a concession or positive spin to it when disagreeing
• Give critiques in private

Taboo Topics

Avoid discussing religion, racial issues, political affiliation, LGBT issues and the conflict in Israel/Palestine.

Religious sensitivities

• It is illegal to proselytize to Muslims.
• It is illegal to insult Islam (and other religions), including making jokes.
• Muslim employees require a prayer room and to be able to pray at certain times during the day.
• Ensure that a restaurant is Halal before inviting a Muslim client.
• Don't make assumptions about religion (e.g., Siti doesn't wear a headscarf, so she's probably not that religious).
• Try not to eat or drink around Muslims during Ramadan.

Faux Pas

• Public displays of affection
• Wearing shoes inside someone’s house
• Dressing immodestly in the wrong place
• Speaking loudly in public
• Eating during fasting month in front of Muslim coworkers
• Farting!
• Failing to respect elders or those in authority

General Tips

Show respect for hierarchy and titles (examples are Dato, Datuk, Tan Sri and Tun). It is important for some people and less important for others, so to be on the safe side use them until you are told by the person it is not necessary. Some people may also be addressed as Tuan (sir) or Puan (ma'am).

While travel may be a considerable cost to you, the personal interaction achieved during face-to-face meetings are important and expected (at least initially and for matters of importance).

Prioritise a long term, mutually beneficial relationship rather than seeking to merely derive maximum value on a transactional basis.

Be aware that business relationships may become social ones, the line is not distinctly drawn. You will likely be asked what you would normally deem as personal questions or get invited for social events outside of working hours.

Avoid outright disagreement on matters of importance; make difficult messages more palatable by using indirect communication.

Avoid open conflict and showing strong emotions, be diplomatic.

Show humility and respect.

Appreciate the experience and wisdom of the local partner rather than coming in with a fixed mindset/approach or forcing your mindset/approach upon them.

Prioritise mutual benefit (win-win) over competition (win/lose).

Pressure tactics are very unlikely to work with business partners.

Avoid saying or implying that your culture is superior (superiority complex)

When in Rome...