Negotiating with Singaporeans

• The pace of business negotiations in Singapore may be slow compared to the West. Be patient.
• It would be unusual to complete a complicated business deal in only one trip. Expect to take several trips over a period of months.
• Because polite Singaporeans rarely disagree openly, evasion, or even pretending that a question was never asked, is indicative of a “no.”
• Remember that a Singaporean must like and be comfortable with you personally to do business. This relationship does not extend to your company. If your company replaces you with another executive, the new person will have to forge this relationship anew (unless the new executive is a blood relative of yours).
• Unwavering civility is the single most important attribute for successful relationships in Singapore. However, diplomacy in no way hinders the determination of Singaporean businesspeople to get their own way.
• People in Singapore may smile or laugh in situations that westerners consider inappropriate. Smiles may hide embarrassment, shyness, bitterness, and/or discord. Singaporean businessmen may laugh at the most serious part of a business meeting; this may be an expression of anxiety, not frivolity.
• In Singapore, a person who loses his or her temper in public is considered unable to control himself or herself, and will not be trusted or respected.
• Be cautious in asking Singaporean Chinese a question. English speakers would give a negative answer to the question “Isn’t my order ready yet?” by responding “no” (meaning, “No, it’s not ready”). The Chinese pattern is the opposite: “yes” (meaning, “Yes, it is not ready”).
• Age and seniority are highly respected. If you are part of a delegation, line up so that the most important persons will be introduced first. If you are introducing two people, state the name of the most important person first (e.g., “President Smith, this is Engineer Wong”).
• Speak in quiet, gentle tones. Always remain calm. Leave plenty of time for someone to respond to a statement you make; people in Singapore do not jump on the end of someone else’s sentences. Politeness demands that they leave a respectful pause (as long as ten to fifteen seconds) before responding. Westerners often assume that they have agreement and resume talking before a Singaporean has a chance to respond.
• Business cards should be printed (preferably embossed) in English. Because ethnic Chinese constitute the majority of Singaporeans (and an even higher percentage of businesspeople), it is a good idea to have the reverse side of your card translated into Chinese (gold ink is the most prestigious color for Chinese characters).
• The exchange of business cards is a formal ceremony. After introductions are made, the visiting businessperson should offer his or her card. Make sure you give a card to each person present. With both hands on your card, present it to the recipient with the print facing him or her, so that he or she can read it. The recipient may receive the card with both hands, then study it for a few moments before carefully putting it away in a pocket. You should do the same when a card is presented to you. Never put a card in your back pocket, where many men carry their wallets. Do not write on someone’s business card.
• Topics to avoid in conversation include any criticism of Singaporean ways, religion, bureaucracy, or politics. Also avoid any discussion of sex.
• Good topics for discussion include tourism, travel, plans for the future, organizational success (talking about personal success is considered impolite boasting), and food (while remaining complimentary about the local cuisine).

Taken from the same source as the previous "Negotiating with..." profiles.