Passage One Doing Business in Asia Many Westerners wanting to do business in Asian nations seek information and advice about things they need to know in order to be successful.By Westerners who have already been working in Asian nations,they are told to remember as priorities the five"Fs":family,face,fate. favors and friends.Although they do have some subtle differences in meanings and connotations parts of si,nevertheless,Wester businesmen need to be sensitive to these issu Family:This means that business is often closely connected to family and that there is a family network that branches out regionally and internationally,providing efficient political. financial and emotional support,as well as distributing knowledge.This networking is particularly obvious among Chinese who control huge business segments in Asia and are by far the mos successful busines group in the region.Their large presence also helps Singapore is 77 percent Chinese,Malaysia,45 percent;Taiwan,a Chinese province,99 percent.Indonesia and the Philippines also have sizable()and prosperous Chinese communities.It is explained that the importance of family goes back to Confucius,who taught that family represents relationships that one can trust.Although families in the West may be conected,they're almost never as closly connected as in Confu an Asia.This family der ndence is in Korea.The corporation in South Korea is Hyundai,a multibillion-dollar company.Headed by the eldes brother,the company's five major divisions are either managed by one of the five brothers,a brother-in-law or a son-in-law. Face:Two interpretations are given for the meaning of"face".One is literal- -Asians like -face They reign companies have made the mistake of sending a series of different executives to Asia during lengthy contract negotiations.They are advised not to do this,that if negotiations are started by one individual they should be completed by that same person if at all possible.However,if a change must be made. then the first pe rson should take the one and formally pre sent him as his suc "is that in istod that he must show the propcr repetorin o thed are i er fied.The se ation of"fa of the person he is dealing with and also take into account the size of the person's company in comparison with his own.In Western countries,age is not necessarily given respect,but in Confucian Asia,age is given great respect.Thus businessmen are told to always pay attention to ndin meeting They are ned that i ry difficult for apanese to speak directly and say no.This too has everything to do with"face They will do almost anything to avoid saying no,even to the point of not giving an answer at all.By giving no answer or saying something like"I'think about it",or"I'll consider it",they are"saving face", and really mean"no".This is the opposite of the Western"ves"or"no"mentality.Thus a western sman is warned never to put a Japanese businessman in the position of having to say"yes" Businessmen are also given advice about how to show"face"to someone of higher rank Richard Tallboy.CEO of the World Coal Organization,who has had extensive experience in Asia tells foreigners not to forget the"Chairman's 1/2 percent for the chairman's own pocket.He says that this means they should always start negotiating at a higher price with Asians.In the first round
Passage One Doing Business in Asia Many Westerners wanting to do business in Asian nations seek information and advice about things they need to know in order to be successful. By Westerners who have already been working in Asian nations, they are told to remember as priorities the five "Fs": family, face, fate, favors and friends. Although they do have some subtle differences in meanings and connotations in different parts of Asia, nevertheless, Western businessmen need to be sensitive to these issues if .they wish to be successful. The five "Fs" are explained in the following way. Family: This means that business is often closely connected to family and that there is a family network that branches out regionally and internationally, providing efficient political, financial and emotional support, as well as distributing knowledge. This networking is particularly obvious among Chinese who control huge business segments in Asia and are by far the most successful business group in the region. Their large presence also helps-Singapore is 77 percent Chinese; Malaysia, 45 percent; Taiwan, a Chinese province, 99 percent. Indonesia and the Philippines also have sizable(相当的) and prosperous Chinese communities. It is explained that the importance of family goes back to Confucius, who taught that family represents relationships that one can trust. Although families in the West may be connected, they're almost never as closely connected as in Confucian Asia. This family dependence is also true in Korea. The largest corporation in South Korea is Hyundai, a multibillion-dollar company. Headed by the eldest brother, the company's five major divisions are either managed by one of the five brothers, a brother-in-law or a son-in-law. Face: Two interpretations are given for the meaning of "face". One is literal-Asians like to do business face-to-face. They want to put. a face together with a business, to recognize an individual and to associate an individual with a given company. Many foreign companies have made the mistake of sending a series of different executives to Asia during lengthy contract negotiations. They are advised not to do this; that if negotiations are started by one individual they should be completed by that same person if at all possible. However, if a change must be made, then the first person should take the new one and formally present him as his successor so that the two faces are identified. The second interpretation of "face" is that in a way it means “respect”. The businessman is told that he must show the “proper respect” according to the age and position of the person he is dealing with and also take into account the size of the person's company in comparison with his own. In Western countries, age is not necessarily given respect, but in Confucian Asia, age is given great respect. Thus businessmen are told to always pay attention to any elderly persons attending a business meeting. They are also warned that it is very difficult for Japanese to speak directly and say no. This too has everything to do with "face". They will do almost anything to avoid saying no, even to the point of not giving an answer at all. By giving no answer or saying something like "I'll think about it", or "I’ll consider it", they are “saving face”, and really mean “no”. This is the opposite of the Western “yes” or “no” mentality. Thus a Western businessman is warned never to put a Japanese businessman in the position of having to say "yes" or “no”. Businessmen are also given advice about how to show "face" to someone of higher rank. Richard Tallboy, CEO of the World Coal Organization, who has had extensive experience in Asia, tells foreigners not to forget the "Chairman's 1/2 percent for the chairman's own pocket''. He says that this means they should always start negotiating at a higher price with Asians. In the first round
of negotiations foreigners should allow themselves to come down in price 10 percent.In the secondround of negotiations they should at last come down another fiv rcent.Then finally when everyone is read tth Weer another 1/2 percent off.This way the chairman can say he was able to achieve more than his staff was able to.Thus he gains great"face".Tallboy concludes that this way everyone is happy and the Westerner is assured that his product will be well taken care of. Fate:Westerners are told that many Asians strongly believe that fate infuences life.that evens are estined,and that have live many lives and will live many more afte death.Because of this philosophy,Asians are more willing than most Westerners to accept things they cannot change.Many Westerners may call these beliefs superstitious.However,they are warned to keep these thoughts to themselves and are told to learn about local customs and beliefs in Asia and to respect them. Favors:We ers are told that"Always repay a favor is a commo saying among Asian A favor or debt should never be forgotten If a Western businessman gets a favor from an Asian,he should expect to repay this favor,no matter how much time passes.Asians are thus serious about the saying."If you'll scratch my back,I'l scratch yours"In other words,Asian societies are reciprocal societies.The former deputy mavor of New York City.Kenneth Lipper.tells the following story.When he was in Jap for six m nonths in the ea rly 1960s he name of e for ap One day,27 years later in New York City,h received a call from this man who was making his first trip to the United States with his family Now a top executive in a major Japanese company,he and his family wanted to pay their respects to the man who had done him a favor so long ago. Friends:If Westerners have no relatives in Asia they are told that the next best thing to have ing bus school re Asia ans want to deal with people that they know well,or with people to whom they have been introduced by people they know well.One successful American business executive working in Asia tells people that he spent most of his time developing and maintaining GUANXI,which he explains as a Chinese word meaning ties,relationships,or connections.The Japanese equivalent is KONE.How can Western busir one way,but the best way is to make friendships and to keep them.How can a Westerner do this? The answer for those people working in Korea,Thailand and Japan is "golf".Successful businessmen agree that it's the best way to get to know important people in society.the way to meet royalty,top government officials,and corporate chiefs.A lifetime golf membership in Tokyo can cost an incr dible one million dollars,but some Western businessmen or their corporations have been willing to pay this be or the cor bring So,these are the five"Fs":family,face,fate,favors,and friends.These are the priorities for Westerners when they are doing business in Asia. 1.Westerners wanting to do business successfully in Asia should be sensitive to the five"Fs". 2.Confucianism believes in that family relationship is the most trustworthy. 3.Asians like to do business face-o-face.for foreign compay differen negotiators to reach a contract with them 4.It gives the higher rank person much"face"by allowing him to negotiate another 1/2 percent off. 5.It is superstitious to believe fate,so many Asians believing that certain events are destined
of negotiations foreigners should allow themselves to come down in price 10 percent. In the second round of negotiations they should at last come down another five percent. Then finally when everyone is ready to sign the contract, the Westerner should allow the chairman to negotiate another 1/2 percent off. This way the chairman can say he was able to achieve more than his staff was able to. Thus he gains great "face". Tallboy concludes that this way everyone is happy and the Westerner is assured that his product will be well taken care of. Fate: Westerners are told that many Asians strongly believe that fate influences life, that certain events are destined, and that people have lived many lives and will live many more after death. Because of this philosophy, Asians are more willing than most Westerners to accept things they cannot change. Many Westerners may call these beliefs superstitious. However, they are warned to keep these thoughts to themselves and are told to learn about local customs and beliefs in Asia and to respect them. Favors: Westerners are told that "Always repay a favor" is a common saying among Asians. A favor or debt should never be forgotten. If a Western businessman gets a favor from an Asian, he should expect to repay this favor, no matter how much time passes. Asians are thus serious about the saying, "If you'll scratch my back, I'll scratch yours." In other words, Asian societies are reciprocal societies. The former deputy mayor of New York City, Kenneth Lipper, tells the following story. When he was in Japan for six months in the early 1960s, he suggested the name of a Japanese acquaintance for a possible scholarship. One day, 27 years later in New York City, he received a call from this man who was making his first trip to the United States with his family. Now a top executive in a major Japanese company, he and his family wanted to pay their respects to the man who had done him a favor so long ago. Friends: If Westerners have no relatives in Asia, they are told that the next best thing to have when doing business in Asia is to have gone to school with someone from there. Asians want to deal with people that they know well, or with people to whom they have been introduced by people they know well. One successful American business executive working in Asia tells people that he spent most of his time developing and maintaining GUANXI, which he explains as a Chinese word meaning ties, relationships, or connections. The Japanese equivalent is KONE. How can Western businessmen make the right connections in Asian countries? Hiring a consultant is one way, but the best way is to make friendships and to keep them. How can a Westerner do this? The answer for those people working in Korea, Thailand and Japan is "golf". Successful businessmen agree that it's the best way to get to know important people in society, the way to meet royalty, top government officials, and corporate chiefs. A lifetime golf membership in Tokyo can cost an incredible one million dollars, but some Western businessmen or their corporations have been willing to pay this because of the connections it will bring. So, these are the five "Fs": family, face, fate, favors, and friends. These are the priorities for Westerners when they are doing business in Asia. 1. Westerners wanting to do business successfully in Asia should be sensitive to the five "Fs". 2. Confucianism believes in that family relationship is the most trustworthy. 3. Asians like to do business face-to-face, so it is necessary for foreign company sending different negotiators to reach a contract with them. 4. It gives the higher rank person much "face" by allowing him to negotiate another 1/2 percent off. 5. It is superstitious to believe fate, so many Asians believing that certain events are destined
should change their value for a more scientific one 6.Since a generous person did an Asin a favor voluntarily,this Asian needn't remember it much long 7.Asian people like to do business with the one they know well. 8.The two meanings of"face"in Asian business are 9.Fate influences life means that 10.The best way for a Western businessman to make the right connections in Asian countries is to make 1Y 2Y 3N 5NG 6N 7Y 8 face-to-face and respect 9 certain events are destined 10 friendships and to keep them Passage Two School Manners Manners in the schoolroom,as everywhere,are important to happy relations with the group. Western manners here differ only slightly from good Chinese manners. Greeting the Teacher If youe ina very lage classitma ary to greet the teacher on ar ing but it proper if you happen toeatch the teachers eyes as you ener In a small class the teacher will probably notice each one as he arrives,and you should smile and say,"Good morning. Dr Fenn."Western manners do not require you to stand still at the door for a moment when you come in. eech or in Gordon."And one never speaks to one's teacher as "Teacher".It is quite proper to say "Sir"to a man,but ifyour teacher is a woman,you must use her surname. Coming Late apology should be made to the tea er either at the ti e or after clas eness is a fo of rudene s based not only on carelessness of outward forms,but on real unthoughtfulness of others,as a latecome takes away everyone's thoughts from the lesson. Talking in Class It is bad manners in the schoolroom,as elsewhere,to talk,while anyone else is talking.If ou hav g to say hat is on the wait till you ha and say it to the wiolecasftisnotomthebL.koptlhedas5oweWohsnoib en annoyed by having his attention taken from something interesting he really wants to hear!And it is especially rude to the teacher,making it very difficult for him to continue the lesson.Thoughtlessness of others is bad manners at any time and in any place. Looking eat Others Work It is bad manners in the classroom,as elsewhere,to look at anything your neighbor has written,or to try to see what mark he has received without asking his permission.It is good manners for students to help each other if the desire is mutual and the teacher allows it.In examinations and in certain kinds of written work intended to measure the pupil's own progress it is not only dishonest and foolish to help or to ask help from others.it is aso thoughtless of real
should change their value for a more scientific one. 6. Since a generous person did an Asian a favor voluntarily, this Asian needn't remember it much long. 7. Asian people like to do business with the one they know well. 8. The two meanings of “face” in Asian business are _. 9. Fate influences life means that _. 10. The best way for a Western businessman to make the right connections in Asian countries is to make _. 1 Y 2 Y 3 N 4 Y 5 NG 6 N 7 Y 8 face-to-face and respect 9 certain events are destined 10 friendships and to keep them Passage Two School Manners Manners in the schoolroom, as everywhere, are important to happy relations with the group. Western manners here differ only slightly from good Chinese manners. Greeting the Teacher If you are in a very large class, it may not be necessary to greet the teacher on arriving, but it is always quite proper if you happen to catch the teacher' s eyes as you enter. In a small class the teacher will probably notice each one as he arrives, and you should smile and say, "Good morning, Dr Fenn." Western manners do not require you to stand still at the door for a moment when you come in. One usually does not address one's teacher by his first name, either in speech or in writing. If one's teacher’s name is Gordon Agnew, it is not proper to say "Cordon", nor to write "Dear Mr Gordon." And one never speaks to one’s teacher as “Teacher”. It is quite proper to say "Sir" to a man, but if your teacher is a woman, you must use her surname. Coming Late It is bad manners to come late to class. If you are unavoidably late, an apology should be made to the teacher either at the time or after class. Repeated lateness is a form of rudeness based not only on carelessness of outward forms, but on real unthoughtfulness of others, as a latecomer takes away everyone's thoughts from the lesson. Talking in Class It is bad manners in the schoolroom, as elsewhere, to talk, while anyone else is talking. If you have something to say that is on the subject, wait till you have a chance and say it to the whole class. If it is not on the subject, keep it till the class is over. Who has not been annoyed by having his attention taken from something interesting he really wants to hear! And it is especially rude to the teacher, making it very difficult for him to continue the lesson. Thoughtlessness of others is bad manners at any time and in any place. Looking at Others' Work It is bad manners in the classroom, as elsewhere, to look at anything your neighbor has written, or to try to see what mark he has received without asking his permission. It is good manners for students to help each other if the desire is mutual and the teacher allows it. In examinations and in certain kinds of written work intended to measure the pupil's own progress it is not only dishonest and foolish to help or to ask help from others, it is also thoughtless of real
values.For the sake of being "partial"to one student much larger values are destroved.One may and therest of the world can go by to determine whether a student is qualified in certain line or not Laughing at Others It is bad manners to laugh at others mistakes or accidents.You can realize why if you think how you feel laughed at.It is very bad maners to laughat any unfortunate student who has a pecul of walki ing or talki ng or any deformity of the body Such persons should be treated with real kin iness.Make them feel that you do not notice their misfortun And be friendly.Snobbishnes -looking down on others,is one of the worst fomms of rudeness,because it puts such a ridiculous value on oneself.Take it for granted that the next person is as good as or better than yourself.If he hasn't as many brains he may be making much more of the ons he has.The chanc person youare tempted tolauh a if youare friendy and openhearte Thinking of Others Good manners are especially important in the library.The general rule is:Do not do anything that might disturb your neighbor.Scraping chairs and shuffling feet are impolite.as well s talking or lau ghing while others。 are trying to might disturb people by coughing bet for you to take t a book Helping the Teacher Most teachers are sincerely anxious to help their students in any way they can,and it is polite for the students to help the teacher when they see something they can do,especially if the teacher is a woman and the studenta young man Sometimes the blackboard needsto the door or window shut d ometimes there are papers to colle or d ribute.This kind of help is always appreciated. 1.It is a wrong way for many Chinese students to greet their teacher like that:"Good morning teacherl" 2.One student should apologize to the teacher at once when he is late 3.Because one doesn't kr w the answe r it is ok to keep silent to the teacher'sq 4.There are sure some isadvantages of the presnt ystem,but it is the only measure of a student's level at present. 5.Be polite to the teachers and classmates can earn many friends for you. 6.Do not do anything that might disturb your neighbour- -it is a general rule in a library. 7.According to the passage,we know there is slightly difference between western and Chinese good manners 8.It is bad manners to come late to class,so you should to the teacher in convenien time. 9.It is a courtesy for students do something 10.If you are you can learn something from the one you laugh at. 2N 3NG 4Y 5NG 8 make an apology 9to help teacher 10 friendly and openhearted
values. For the sake of being "partial" to one student much larger values are destroyed. One may not agree with the examination system, but at present it is basically the only measure the teacher and the rest of the world can go by to determine whether a student is qualified in certain line or not. Laughing at Others It is bad manners to laugh at others' mistakes or accidents. You can realize why if you think how you feel yourself when laughed at. It is very bad manners to laugh at any unfortunate student who has a peculiarity of walking or talking or any deformity of the body. Such persons should be treated with real kindness. Make them feel that you do not notice their misfortune. And be friendly. Snobbishness-looking down on others, is one of the worst forms of rudeness, because it puts such a ridiculous value on oneself. Take it for granted that the next person is as good as or better than yourself. If he hasn' t as many brains he may be making much more of the ones he has. The chances are that you will discover qualities you can admire in the person you are tempted to laugh at, if you are friendly and openhearted. Thinking of Others Good manners are especially important in the library. The general rule is: Do not do anything that might disturb your neighbor. Scraping chairs and shuffling feet are impolite, as well as talking or laughing while others are trying to work. If you have a bad cold you might disturb people by coughing or sneezing, it is better for you to take out a book and read it at home. Helping the Teacher Most teachers are sincerely anxious to help their students in any way they can, and it is polite for the students to help the teacher when they see something they can do, especially if the teacher is a woman and the student a young man. Sometimes the blackboard needs to be erased, or the door or window shut or opened. Sometimes there are papers to collect or distribute. This kind of help is always appreciated. 1. It is a wrong way for many Chinese students to greet their teacher like that: "Good morning, teacher!" 2. One student should apologize to the teacher at once when he is late. 3. Because one doesn't know the answer, it is ok to keep silent to the teacher’s question. 4. There are sure some disadvantages of the present examination system, but it is the only measure of a student's level at present. 5. Be polite to the teachers and classmates can earn many friends for you. 6. Do not do anything that might disturb your neighbour-it is a general rule in a library. 7. According to the passage, we know there is slightly difference between western and Chinese good manners. 8. It is bad manners to come late to class, so you should _ to the teacher in convenient time. 9. It is a courtesy for students _ do something. 10. If you are _ you can learn something from the one you laugh at. 1 Y 2 N 3 NG 4 Y 5 NG 6 Y 7 Y 8 make an apology 9 to help teacher 10 friendly and openhearted
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