Making a good impression when doing business among Cambodians is relatively easy if you’re well mannered, calm and friendly. Business relationships are usually based on trust and familiarity and will always exist between individuals, rather than companies. If a key person in a deal is replaced, the relationship building will often need to start again.
Time in Cambodia is seen as cyclical and fluid. Seasons, rulers and people come and go and daily life fits around these major and natural events at a flowing pace, rather than jumping from one deadline to another, or making ten-year plans for one’s career.
Foreign managers coming in to work with a Cambodian team will probably have to adjust their leadership style considerably. Pushing Cambodians to meet deadlines will not usually produce results, and nor will heavy-handedness. It is more effective to adopt the local style of management. Having said this, some companies are moving towards a more productive, Western style of working.
The concept of saving face is all-encompassing in Cambodia. Emotions must be kept in check and dignity maintained at all times. Never do anything that will cause another person embarrassment, or show it publicly if they have upset you. A person’s reputation depends on their ability to remain calm at all times in business.
Learn to appreciate the hierarchy, both in society and in the workplace. Everybody knows their place and does not question it. Cambodian leaders tend to be autocratic and authoritarian although admired traits also include modesty, sincerity, honesty and politeness.
Here are some key tips to help you work effectively with the Cambodians:
1. The family is the most important element of society and extends well beyond blood relatives to business colleagues and one’s own personal network.
2. Develop a sense of patience. Everything takes much longer here and time is regarded as an infinite commodity. Take time to chat to people in markets, get to know your employees and expect decision-making to be protracted.
3. Remember that it is essential at all times to allow others to save face. Do not put somebody in a position where they are likely to lose face, for example, being unable to answer a question.
4. Bear in mind that Cambodian people can be suspicious of foreign investors and even have trouble trusting one another. This is why personal relationships in business are so important.
5. Cambodia is a bargaining culture and haggling is part of negotiations.
6. Build in time for business entertaining, which is an important part in forming a relationship.
