Malaysians prefer to give bad news in a very circuitous way through the use of coded messages, which may be difficult to pick up on. Malaysian communication styles are characterised by extreme forms of politeness and diplomacy.

The underlying drive is to ensure the preservation of the existing harmony within a group or to develop a sense of harmony with new contacts. Thus communication can, at times, seem overly formal or protocolistic – and this is especially true when carrying bad news or when giving information to superiors.

It is often good to spend time going through the social pleasantries before discussing any actual business issues. This ice-breaking is a vital part of the relationship-building process and its importance should never be underestimated. Suitable topics of conversation would be family, sport (especially soccer), your impressions of Malaysia, your organisation, future plans etc. Topics to avoid might be politics, religion and ethnic tensions in Malaysia.

‘No’ is a difficult word and is therefore rarely heard. Malaysians prefer to give bad news in a very circuitous way through the use of coded messages, which may be difficult to pick up on. When unsure of the exact meaning of what has been said, try to ask a few open questions to draw out further information. It is probably safest to assume that anything other than a definite ‘yes’ followed by detailed plans is really a ‘no’. Most Malaysians working in any kind of international role speak fluent English and indeed fluency in English is seen as a mark of prestige. Most people will also speak their own native language and also Bahasa Malayu, which is used as a bridge language across the various ethnic divides.

A brief overview of some key concepts to consider when doing business in Malaysia

Written and Produced by Keith Warburton

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This country profile has been produced to give a short overview of some of the key concepts to bear in mind when doing business with contacts in Malaysia. It is intended to be an aid to business people who have commercial dealings with counterparties in the country but should not be seen as an exhaustive guide to this topic or as a substitute for more substantial research should there be a need.

With this in mind, we have covered the areas which are key to a better understanding of the cultural mindset underpinning business dealings in Malaysia and which are, quite often, extremely different from the approach and thought processes associated with business in other parts of the world.

Therefore this briefing note is broken into short, bite-sized sections on the following topics:

  • Background to business
  • Business Structures
  • Management style
  • Meetings
  • Teamwork
  • Communication
  • Women in business
  • Entertaining
  • Top tips