Singapore

Plan to make several trips to Singapore to conclude a business deal, and be sure to exercise great patience in negotiation.

• Make appointments to visit business and government offices at least two weeks in advance. Singapore businessmen not only have busy schedules, but they also travel often.

• Be aware that hierarchy is very important*. Have a secretary make appointments, rather than making them yourself. To call yourself lowers you in the estimation of others.

• Be on time for business appointments, and call if you're going to be late.

• Bring business cards; having your card printed in both English and Chinese is helpful. Exchange cards at the first meeting. Note that government officials do not have business cards.

• Try to select a contact in Singapore, since the "network" and "family connection" system is very strong. Foreign businesspeople are at a disadvantage, because they usually aren't related to people in business in Singapore. Even in the large banks, family connections count for a great deal*.

• If you are in manufacturing, engineering, or professional services, go to the Economic Development Board, which can help cut red tape*. You will be assigned an advocate who will give you information, tell you who's who in the business community, help you meet the right customers, and assist you with documents.

• Consider entering the Singapore market by undertaking a joint venture with a local Firm. Be sure, that your agreement with them is watertight.*

• If you are planning to set up a business, be certain to consult a fung shui man. He is a Chinese philosopher who will determine that the building, the windows, the doors, and the furniture are facing in the right direction.

• Remember that Singapore is governed by British law. Use a local lawyer. Consult your embassy or consulate for help in finding legal advice.

• Be aware that Singaporean businessmen may capitalize on your being out of your element.* For example, a businessman will probably give a very sketchy version of what he's looking for and will then grill you with very specific questions*.

• Look for giant loopholes* in contracts offered by the Chinese.

• Don't be surprised at attempts to negotiate even after the price has been agreed on, a strategy that often surfaces when the last payment on a project is due.

• Women doing business should exercise great tact. Never cause a man to lose face.

Business Entertaining: Always accept a dinner invitation, since personal contact means so much to Singapore businesspeople.

• If you receive a printed invitation to a dinner or party, always respond in writing.

• Don't expect to be invited to a meal immediately after starting to do business. Once your host knows you a bit, he will invite you to a meal. On your side, don't be forward in inviting your host to a meal.

• If invited to a Chinese restaurant, sit in the chair facing the door (the seat of honor). Do not eat a great deal of any one course. To impress your hosts, eat with chopsticks* (practice before you get to Singapore).

• Remember that in a restaurant a male guest should give his order directly to the waiter, but a female guest should give her order to her escort – or, if she doesn't have one, to her host.

• Note that public-sector officials* are not permitted to accept social invitations.

• If you invite Singapore businesspeople to dinner in a restaurant, choose a Western-style restaurant.

• When sending invitations to Chinese businesspeople, use red or pink paper because these are the colors of joy. Avoid white and blue, colors of sadness.

• Include wives, if you wish, if the meal is not strictly business but a social occasion. Don't discuss business if wives are present. Don't bring your spouse or invite a spouse if the meal is lunch.

Business Gifts: Don't expect an exchange of gifts on the first meeting. If you give gifts before you know someone well, it would be regarded as a bribe. When you are on more familiar terms with Singapore businesspeople, bring business-related gifts such as pens, or leather cardholders with the businessman's name inscribed*.