Malaysia has a population of around 30 million, of whom 50 percent are Malay, 36 percent Chinese, and 14 percent Indian and other groups. The political structure is a federation of 13 states, 11 on the Malay peninsula and 2 (Sabah and Sarawak) on the island of Borneo. Chief exports are rubber, palm oil, tropical timber, tin, petroleum, cocoa beans and pepper.
Racial tension between the Malays and Chinese exists. As Malay people have traditionally been only minimally involved in the economic sector of the community, an occupational void was largely filled by the Chinese. When the Malays eventually gained control over the economy, riots occurred. In 1969 a twenty-year plan was introduced to increase the Malay labor force at all levels of business and to reduce the foreign share of the Malay market from 60 to 30 percent by 1990. Due to a continuing lack of interest in business by the Malays, these percentages have been difficult to achieve. Work and idleness are not clearly delineated in Malay culture and language. Work is only one of many activities pursued by the Malays. Deepening of relationships and time spent with the elderly may be seen as idle pursuits by Westerners, but not by Malays.
The near balance of power between Malays and Chinese requires close cooperation between the two cultures, but because of cultural differences in customs, religions and values, an atmosphere of distrust still exists.
| gentleness (budi) | family and friends |
| respect, courtesy | formality giving way to informality |
| love of children | wealth not pursued for its own sake |
| trust | lack of motivation for worldly success |
| compromise | fatalism—God’s will |
| goodness of humanity | preference to study arts instead of science |
| strong Islamic beliefs |
People born in high positions are expected to demonstrate leadership capabilities. A good leader is religiously devout, sincere, humble and tactful.
Status is inherited, not earned, and is confirmed by demonstrating leadership and a caring attitude. Malays feel comfortable in a hierarchical structure in which they have a definite role.
Malays are modest and rarely request promotion. They expect it to be accorded by a caring senior when the time is ripe.
An adequate distance of comfort is respected. Malays are environmentally conscious.
There is little attention to the past, and the future is regarded as vague and unpredictable (God’s will), so the present must be spent virtuously.
Conversations are roundabout, avoiding giving offense. Malays are skilled at indirect references. Communication is formal at first, with gradual informality being introduced over time. A certain elegance of expression is maintained, both when speaking Malay and English. Some British influence is evident in debating.
Malays are respectful, especially to seniors and elderly people; they will not interrupt. They listen for virtue and caring comments. Most can understand English spoken at normal speed.
Harmony and balanced discussion are sought. Malays’ relative indifference to business reduces ambition and competition. There is little attempt to alter the environment (in direct contrast to Singapore, Hong Kong, Korea and Japan). People who compromise most in business negotiations are the ones who are respected most. The Malays are not given to great shows of determination.
Most taboos are Muslim. Malays are comfortable in a hierarchical structure, showing deference to seniors and authority.
Greetings are important. It is customary for men and women to shake hands with each other. In the Malay handshake the man offers both hands, but without the grip. He lightly touches his friend’s hands, then brings his hands to his breast. This means “I greet you from my heart.” Women often salaam, bowing very low.
The index finger is not used for pointing. It is more polite to use the right thumb, with fingers closed. As in Indonesia, the head is sacred and should not be touched (no patting children on the head!).
Malays are more group-oriented than many other people. Try to apply synergistic skills to the relationship. This is a good approach with people who think in terms of divisions between Malay/Chinese/Western or Muslim/Buddhist/Christian.
Familiarize yourself with the basic concepts of Islam. Show respect for seniors and religious beliefs. Younger Malays are very proud of the modern Malay orientation toward industrialization and high tech; share this enthusiasm with them.
| MOTIVATION | |
| KEY | Man is basically good |
| Cross-century mood |
• Malays wish to be at the forefront of technology and modernization without sacrificing Islamic or Asian values.
• Currently see their own spiritual and moral standards as high.
• Would like to settle the cultural differences between Malays and the numerous local Chinese.
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| Motivating Factors
• Impute best motives (man is good).
• Be courteous and gentle at all times; speak in a low, kindly voice.
• Look always to the collective good.
• Seek harmony and balanced discussion at meetings.
• Make indirect references to problems and save face for all.
• Show you possess dignity and are (possibly) devout.
• Show affection for children.
• Remember that Malays see time spent deepening relationships as work, not idleness.
• Compromise wisely.
• Remember that correct greetings are important.
Avoid • Roughness or loudness.
• Direct criticism of people.
• Pointing at people or patting children on the head.
• Focusing on the bottom line.
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