Passport Philippines : Your Pocket Guide to Philippine Business, Customs and Etiquette 9781885073402

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PASSPORT Philippines

Passport To The World Passport Argentina Passport Brazil Passport China Passport France Passport Germany Passport Hong Kong Passport India Passport Indonesia Passport Israel Passport Italy Passport Japan Passport Korea Passport Mexico Passport Russia Passport Singapore Passport South Africa Passport Spain Passport Taiwan Passport Thailand Passport United Kingdom Passport USA Passport Vietnam

PASSPORT Philippines Your Pocket Guide to Filipino Business, Customs & Etiquette

Luis H. Francia

Passport Series Editor: Barbara Szerlip

World Trade Press 1450 Grant Avenue, Suite 204 Novato, California 94945 USA Tel: (415) 898-1124; Fax: (415) 898-1080 USA Order Line: (800) 833-8586 http://www.worldtradepress.com http://www.globalroadwarrior.com E-mail: [email protected] “Passport to the World” concept: Edward G. Hinkelman Cover design: Peter Jones, Marge Wilhite Illustrations: Tom Watson Passport Philippines Copyright © 2001 by World Trade Press. All Rights Reserved. Reproduction of any part of this work beyond that permitted by the United States Copyright Act without the express written permission of the copyright holder is unlawful. Requests for permission or further information should be addressed to World Trade Press at the address above. This publication is designed to provide general information concerning the cultural aspects of doing business with people from a particular country. It is sold with the understanding that the publisher is not engaged in rendering legal or any other professional services. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data Francia, Luis H. 1945 Passport Philippines: your pocket guide to Filipino business, customs & etiquette / Luis H. Francia p. cm. -- (Passport to the world) Includes bibliographical references. ISBN 1-885073-40-2 1. Corporate culture -- Philippines. 2. Business etiquette -- Philippines. 3. Negotiation in business -- Philippines. 4. Intercultural communication. I. Title. II. Series. HD58.7.F696 1997 390’ .009599--dc21 96-39740 CIP

Printed in the United States of America

Table of Contents

Philippines A Potpourri of Cultures Overview Philippines Quick Look ............................................ 6 1: Country Facts ......................................................... 7 2: The Filipinos ......................................................... 10 3: Cultural Stereotypes ........................................... 19 4: Regional Differences ........................................... 23

Business Environment 5: Government & Business ..................................... 27 6: The Work Environment ...................................... 32 7: Women in Business ............................................. 37 8: Making Connections ........................................... 40 9: Strategies for Success .......................................... 43 10: Time ..................................................................... 47 11: Business Meetings ............................................. 49 12: Negotiating with Filipinos ............................... 55 13: Business Outside the Law ................................ 60

Customs & Etiquette 14: Names & Greetings ........................................... 67 15: Communication Styles ...................................... 69 16: Customs .............................................................. 72 17: Dress & Appearance ......................................... 77 18: Reading the Filipinos ........................................ 79 19: Entertaining ........................................................ 82 20: Socializing .......................................................... 88

Additional Information 21: Basic Tagalog Phrases ....................................... 91 22: Correspondence ................................................. 92 23: Useful Numbers ................................................ 93 24: Books & Internet Addresses ............................ 94

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Philippines Quick Look Official name Land area mi) Capital & largest city Elevations People Population (1996) Density (1994) Distribution Annual growth (1996) Official languages Major religions Economy (1996) GDP Foreign trade Principal trade partners Currency Exchange rate (2/97) Education and health Literacy Universities Hospital beds Physicians Life expectancy (1995) Infant mortality

Republika ng Pilipinas 299,404 sq km (115,600 sq Manila (pop. 11.3 million) Mt. Apo (2,954 m/9,692 ft) Lowest – sea level 68.9 million 233 persons/sq. km (604/sq mi) average 46% urban, 54% rural 2.3% Filipino, English, Arabic Roman Catholic (83%), Protestant (9%), Muslim (4%) US$185 billion US$2,500 per capita (Manila) Imports –– US$20.5 billion Exports –– US$18.6 billion Japan, U.S., Taiwan, Saudi Arabia, Hong Kong 1 peso = 100 centavos 26.34 pesos = US$1 94% 55 1.3 for every 1,000 people 1 for every 1,016 people Women –– 68 years Men –– 62.9 years 50.8 per 1,000 live births

PHILIPPINES 1

Country Facts Geography and Demographics

The Philippines is an archipelagic nation of 7,107 islands located south of mainland Asia. It is bounded on the west by the South China Sea, on the east by the Pacific Ocean, on the north by the Bashi Channel, and on the south by the Sulu and Celebes Seas. It has no contiguous land borders with any other nation. Its nearest neighbors are Malaysia, Indonesia and Brunei. There are 73 provinces and 12 regions. The largest island is Luzon — site of Metro Manila, the capital and primary industrial center, and home to nearly half the population. The 11th largest urban area in the world, Metro Manila encompasses 18 cities and towns. Cebu, in the central Visayas, is the country’s second largest international gateway and home to an enormous Taoist temple, Teng Kong Po Tian. The second largest island, Mindanao, is the center of Philippine Islam, and it’s currently the focus of an ASEAN (Association of Southeast Asian Nations) growth development plan.

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Climate Except in the higher mountains, the Philippines has a maritime tropical climate (well-suited to tamarind, guava and mango trees, exotic flowers, birds and butterflies, and exquisitely colored fish). Temperatures have an average range of 26 to 28˚C (79 to 82˚F). High temperatures in Manila can go up to 30˚C (86˚F) in January and 33˚C (91˚F) in June. The dry season is from December to May, and the monsoon and typhoon season is from June to November.

Business Hours Offices are normally open five days a week, Monday through Friday, from 8 A.M. to 5 P.M., with a lunch hour at noon. Some offices are open on Saturday morning from 8 A.M.to noon. Banking hours are Monday through Friday, 9 A.M. to 3 P.M.

National Holidays New Year’s Day . . . . . . . . . . . . January 1 Maundy Thursday ..................... Thursday before Easter (The day Christ held the Last Supper)

Good Friday . . . . . . . . . . . . . . . Friday before Easter Sunday Easter . . . . . . . . . . . . . . . . . . . . Late March or April Bataan (Corregidor Day) . . . . . April 9 (Commemorates a crucial WWII battle)

Labor Day . . . . . . . . . . . . . . . . May 1 Independence Day . . . . . . . . . . June 12 (Marks the declaration of independence from Spain in 1898)

Dr. Jose Rizal’s Birthday . . . . . . June 19 (Honors Jose Rizal, author, doctor and national hero)

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Philippine American Friendship Day . . . . . . . . . . . . . . July 4 National Heroes’ Day . . . . . . . . . Last Sunday of August (Honors national heroes and veterans)

All Saints’ Day . . . . . . . . . . . . . . November 1 Bonifacio Day . . . . . . . . . . . . . . . November 30 (Honors birth of Andres Bonafacio, revolutionary leader who fought against Spain in 1896)

Christmas. . . . . . . . . . . . . . . . . . December 25 Rizal Day . . . . . . . . . . . . . . . . . . December 30 (Commemorates Jose Rizal’s execution at the hands of the Spanish)

(For more on holidays, see Chapter 16: Customs.)

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The Filipinos A History of Invasion and Revolt

Portuguese explorer Ferdinand Magellan was looking for a new route to the Spice Islands when he stumbled onto the Philippines — subsequently named after Spain’s King Felipe II, who had subsidized Magellan’s expedition. The islands were taken over as a Spanish colony; Catholicism, trade and a series of bloody revolts followed. In 1898, during the Spanish-American War, the American Asiatic fleet under Commodore Dewey destroyed Spain’s Manila fleet. Spain ceded the Philippines to the U.S., and the U.S. instituted its own form of seemingly benign colonialism, introducing Western education, technology and fashions and a taste for democratic government in the process. In 1935, a commonwealth government was established in which all but currency and foreign relations were in the hands of the Philippine people. Independence seemed very close at hand, until World War II intervened. In 1942, after their attack on Pearl Harbor, the Japanese advanced on Manila. Their occupation was marked by tremendous cruelty, inspired in part by the persistent resistance they encountered. After the

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Battle of Bataan, which lasted for months, exhausted Filipino and American troops were forced to march at gunpoint, under the tropical sun, to Pampanga, in what came to be known as the Bataan Death March. Those who didn’t or couldn’t comply were shot or bayoneted. With the landing of the American armada, led by General Douglas MacArthur in 1944, the power equation shifted, but not until after Manila had become the most war-devastated city after Hiroshima and Nagasaki, Japan and Warsaw, Poland. Finally, on July 4, 1946, the Philippine Republic was proclaimed.

The Marcos Regime and Beyond For the next 20 years, the government seemed dedicated to promoting itself as a showplace of democracy. In 1965, Ferdinand Marcos was elected president. In 1972, after engineering a sense of crisis and provoking political unrest, he declared Martial Law; it was to stay in effect for 15 years. Meanwhile, Marcos and his wife, Imelda, came close to bankrupting the country through lavish personal excess, illegal siphoning off of government funds and rampant cronyism, while much of the nation lived in poverty. Early in 1986, two weeks after Marcos claimed a narrow and disputed electoral victory over Corazon Aquino (widow of former Marcos adversary Benigno Aquino, Jr., who was murdered by the military when he returned to Manila to seek reconciliation), a “people’s power” revolution suddenly changed everything. Thousands of Filipinos took to the streets of Manila. Three days later, Marcos fled the country. Mrs. Aquino replaced him, but her presidency was wracked by intense political infighting, administrative ineptitude, and seven coup attempts. In 1992, her West Point–trained defense secretary,

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General Fidel Ramos, succeeded her. His term, which according to the Constitution isn’t renewable, is scheduled to end in 1998. Marcos died in exile in Hawaii in 1989; his body resides in a refrigerated mausoleum in the Ilocos region. And to the astonishment of many, former First Lady Imelda now has a seat in the Philippine congress, where she’s known for giving rambling, two-hour speeches.

Language Several attempts have been made to institutionalize Tagalog (also called Filipino or Pilipino) as the national language. But in an archipelago with more than 80 distinct languages and dialects, there’s a continuing recalcitrance to what is viewed as Manila’s linguistic hegemony. Tagalog (accent on the second syllable) is a Malay-Polynesian language with generous influences of Chinese, Hindi and Spanish; it’s understood by most, but English wins by default as the lingua franca. It’s used in education, government and commerce, as well as in most print media, TV and FM radio programs. English proficiency is considered a basic key to social or economic advancement. The Philippines is, in fact, considered the third-largest Englishspeaking country in the world. (Arabic, the country’s third official language, is spoken mostly in the Muslim south.) The American word boondocks (a rural area, or rough country filled with dense brush), coined in the first decade of this century, comes from the Tagalog word bundok, meaning mountain. The blending of Tagalog and English has created a colloquial slang called Taglish, which is heard in informal situations and in highly urbanized areas. When Filipinos in these areas get upset, for instance, they

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exclaim a very emphatic, “Shet!” Three centuries of Spanish rule have left a strong imprint on the vocabulary. Papel (paper), asero (steel), tenedor (fork) and mesa (table) are but a few examples. Twenty years of press censorship under Ferdinand Marcos stifled free speech, but since the fall of the dictatorship in 1986, the Philippine media have gone back to their rambunctious free-for-all cacophony last seen in the 1960s. Today there are about a dozen national dailies, all in English, fighting for their share of the market. Chinese is spoken in many parts of the country, and the Chinese communities have their own newspapers.

Religion, Family and Clan Hispanic Catholicism dominates Philippine life from cradle to grave. While there may be a number of lapsed Catholics, the culture is still firmly rooted in religion. (In 1995, four million people turned out for Pope John Paul II’s visit to Manila, the largest audience for a Mass the Pope had ever seen.) Compliment a Filipino who makes good, and he replies, “Sa awa ng Diyos” (By the mercy of God). The country’s Catholic laws are among the strictest in the world concerning divorce and contraception, a fact that endears Filipinos to the Vatican — and that accounts for one of the highest birthrates in Asia, 2.3 percent growth annually. (The population is expected to double by 2035.) This is compounded by the fact that large families are often seen as a reflection of a father’s virility. Pre-Hispanic society was based on the baranggay, a family unit that could include relatives, friends and hired help. Today, the family still exerts considerable influence over an individual’s destiny. Children form the common link between families, creating a weblike network of distant relatives that

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can prove unwieldy during family reunions, which are fairly frequent. The Spaniards introduced the compadrazco (the godparenthood system). Godparents are chosen with care, as they become a part of the family and therefore can be prevailed upon for favors or to provide for the child if the need arises. Parents and godparents become compadres, a relationship that often holds as much weight as blood kinship. Political families, in particular, chose their offspring’s godparents well, as such alliances guarantee votes during elections. Modern Philippine society is a mixture of Western democracy and medieval feudalism, with most of the country’s resources owned or managed by a few controlling families. Although free enterprise has given rise to many successful businesses, the country’s main resources—land, energy, transportation, communications, media, mining and lumber—are still the domain of these families. Clannishness can be seen not only in commerce but also in political dynasties, with political families controlling many of the country’s main industries.

Pakikisama and Utang na Loob Filipinos are sticklers for pakikisama — smooth personal relations, camaraderie, togetherness — and it’s taught at an early age to all. Pakikisama means avoiding arguments, when possible, and settling differences amicably. The term will come up in any situation in which unanimity is important, from a weekend outing to a business decision. Pakikisama requires that an individual’s interests take a backseat to the needs of the group. Without pakikisama, a person will be looked upon as worthless by his or her peers, regardless of his or her talents. Utang na loob is another trait Filipinos invoke as

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a sign of good character. Literally, it means “debt of the inner self” or “debt of gratitude.” Favors are expected to be repaid, usually on a bigger scale, and this obligation to repay can create a cycle of reciprocity and interdependence. This attitude binds people together, and Filipinos will avoid being bound by utang na loob outside his or her own group (e.g., family, clan and close friends).

How the Filipinos View Themselves Filipinos often identify themselves with the area they hail from, rather than in nationalistic terms, which is quite understandable given the fact that their Republic is barely a half century old. This regionalism often leads to a chaotic disunity. In national elections, candidates rely on their respective regions to provide a solid electoral bloc. This regionalism also manifests itself in the expatriate Filipino communities, where invariably you’ll find associations made up of members from the same native towns, cities and provinces. Public image is of prime importance, and Filipinos will go to great lengths to boost their public stock. Fancy clothing and ostentatious displays of wealth are not uncommon. Other people’s opinions of them matter more than their own. They take great pride in their education, especially if a degree was obtained abroad. (The first Philippine printing press was established in 1593, predating the first U.S. press by almost a half century; the first university, begun as a seminary, was founded in 1611.) Filipinos see themselves as victims of historical circumstance and international politics. However, this is counterbalanced by a sense of nationhood and an often defiant love of country. They claim credit for having launched the first armed revolution against Western colonizers in Asia.

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Centuries of colonization have reinforced the “mestizo mystique,” and to this day, Filipinos tend to favor pale-skinned people and to look down on darker-skinned ones, including fellow Filipinos. Racial biases are sometimes blatant; Chinese, African Americans and “ethnic” Filipinos often receive unfair treatment, if not ridicule, in certain circles.

Beliefs About Westerners Spain implanted the idea in the Filipino mind that Western culture is superior, and this notion remains prevalent. Until recently, U.S. policy added to this sense of inferiority by making the country appear dependent, exploited and ineffectual. While it’s true that Filipinos are grateful to the Americans for having driven out the Spanish and for introducing 20th-century standards of education and democracy (and, of course, for American popular culture), U.S. support for Marcos’ dictatorship created resentment in some sectors — especially when reports of prostitution, nuclear arms, physical abuse and pedophilia occurring on Philippinebased U.S. military bases became public. Since the shutdown of the bases, relations between the two countries have been more respectful. Still, Americans are generally seen as cold, self-righteous, overly serious, insensitive and sloppy in dress and personal hygiene. Most Caucasian foreigners are regarded as Kano (slang for American). The Chinese are often resented for their affluence. The Japanese are viewed with suspicion because of the brutal treatment they inflicted during World War II, when they reportedly caused the death of a million people — one-seventeenth of the population.

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How Others View the Filipinos The 1986 “people power” revolution boosted the international image of Filipinos as a politically mature people. Still, Filipinos are often thought of as nurses, domestic servants, musicians or contractual workers, due to the vast numbers who have sought better prospects in some forty other countries. Foreigners often find that Filipinos take “forever” to get things done, that they have difficulty dealing with disagreement or frankness (they tend to relay problems through a go-between), that they’re naively optimistic, and that they react to decisions rather than help shape them. Out of interest in others, they often ask very personal questions, a trait that’s interpreted as an invasion of privacy, and their fondness for gossip (tsismis) can cause offense.

National Identity and Pride Before the arrival of the Spanish, Filipinos identified themselves in terms of their kin groups and their regional languages. The term Filipino emerged during the colonial period to describe Spaniards born in the Philippines, as opposed to those born in Spain (the latter group was thought superior). It wasn’t until the era of Rizal that Filipino became a term of patriotism and pride. Dr. Jose Protasio Rizal (1861-1896) is probably the country’s ultimate role model. Scholar, surgeon and painter, his novels — Noli Me Tangere (Touch Me Not) and El Filibusterismo — set literary standards, though both were banned as being heretical and antipatriotic. Deported to Zamboanga, he established a school, a hospital, a local drainage system and street lighting (paid for with lottery winnings). He then volunteered as a medic in the

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Spanish-Cuban War but was accused of revolutionary activities and returned to Manila for trial. Though a lifelong advocate of nonviolence, he was convicted. The night before his execution, he wrote Ultimo Adios (The Last Good-bye), which even today is the Philippine’s most beloved poem.

Cultural Stereotypes The product of what one writer described as “300 years in a convent and 50 in Hollywood,” the modern Filipino represents what Rudyard Kipling believed could never happen — East and West meeting. And not just once, but countless times. Consequently the Filipino blends in easily, whether in a rural Philippine village or a Westernized corporate setting. However, this seeming ease of crosscultural movement shouldn’t obviate the fact that the culture has a very Asian emphasis. Among the most common stereotypes are the following:

Too Eager to Please Filipinos will say “Yes” even when they mean “No” or aren’t sure of their commitment. Hospitality is an essential feature of Philippine society. Accommodating the stranger, especially one from the West, is second nature. Filipinos hate turning down visitors, since doing so would not only disrupt social harmony but also reflect negatively on their capabilities as hosts. In business, this can sometimes generate unrealistic expectations on

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a Westerner’s part. By being sensitive to this, the visitor can eventually differentiate between a solid “yes,” a maybe “yes,” and a merely polite “yes.” This is not to say that Filipinos never say no. They do, but only after much consideration and in a manner that indicates great reluctance.

Thin Skinned Filipinos are too sensitive to criticism. As elsewhere in Asia, the concept of “face” remains crucial in social interaction, whether in business or pleasure. The local expression for it is amor propio, a Spanish phrase that means selfesteem. Westerners who insist on offering confrontational, “tell it like it is” criticism, either in business or social settings, will find their approach counterproductive. And criticizing a Filipino colleague or subordinate in front of someone else, especially in front of another Filipino, is likely to be viewed as an attempt to humiliate.

Fatalistic Rather than trying to solve problems, Filipinos take a “What will be will be” attitude. A common saying in the Philippines is Bahala Na. Roughly translated, this means “Let’s leave it to Fate (or God).” To the Filipino, trying to prevent Fate from operating would be akin to the frustrated legislator who, incensed by the regular ravishings his district suffered in the monsoon season, tried to pass a law banning typhoons! To Westerners, this is simply fatalism. Indeed, because of Catholicism, this can sometimes be the case. Mostly however, Bahala Na is

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uttered only after every effort has been expended toward achieving a particular goal. The thinking is: Do your best, then stop worrying and trust to luck.

Everything Is a Joke Serious occasions are often trivialized by banter and gossip. For Westerners, a meeting or conference is valuable time spent on important topics, such as ironing out the details of a business strategy. For Filipinos, a meeting or conference is one more occasion in which group harmony — pakikisama — must be maintained; therefore, very little disagreement will be voiced openly. (And of course, there’s often the feeling that if a project is meant to happen, then it will, regardless of how many meetings take place.) The real work is done through informal, seemingly casual gatherings. By paying attention to the way participants joke with each other, or even gossip, the astute foreigner can learn a lot about what others think and feel. Too, the light-heartedness is an attempt to get everyone to feel part of the group. Humor is also used to defuse tense or worry-filled situations. In times of family tragedy, the pendulum swings the other way. The outpouring of grief, sometimes to the point of melodrama, is tacitly encouraged.

Lack of Stick-to-It-iveness Filipinos may start a project with enthusiasm, but they quickly lose interest, leaving many worthwhile projects unfinished. Filipinos term this the ningas cogon (brushfire) mentality: a lightning start, like dry grass on fire, that quickly burns out. Often the loss of enthusiasm

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is due to a lack of personal attention from the manager or from the powers that be. Or the original enthusiasm was for show, meant to indicate a unanimity that didn’t really exist. Since the Filipino is group oriented, whether to the family, barkada (a close circle of friends) or the company team, he or she tends to go along with the common interest or feeling — the pakikisama. An astute manager can harness this group spirit by treating team members as part of his or her barkada.

Unoriginal Filipinos are master imitators, but they never develop anything of their own. It’s true that Filipinos often embrace other cultures to the detriment of their own. As noted, a long history of invasion has left a legacy of insecurity. In the field of music, in particular, Filipinos are famous of creating letter-perfect renditions of American songs, down to the subtlest gestures and intonations. Performers often bill themselves as “The Elvis Presley of the Philippines,” “The Madonna of the Philippines” and so on. “Imported” (whether it be food, fashion or culture) is generally equated with “superior.” “The Philippines,” observed travel writer Pico Iyer, “is perhaps the world’s largest slice of the American empire, in its purest impure form.” However, a resurgence of nationalism during the last 15 or 20 years has placed an emphasis on the creation of cultural forms — cinema, fashion and music, to name a few — that acknowledge Western influence but aren’t dominated by it. There’s also been a growing interest in indigenous and folk arts and in precolonial history.

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Regional Differences Eight Major Groupings

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Ilocanos The Ilocanos live along coastal plains of northern Luzon, hemmed in by the Cordillera Mountains on one side and the South China Sea on the other. The land is difficult to farm. They have a reputation for being hard-working, feisty, clannish and thrifty; Ilocano women have been curing tobacco and making cigars for their own pleasure for generations. During the early part of the century, Ilocanos formed the backbone of migration to the U.S., working on Hawaii’s sugar plantations and the farms of the West Coast. • Igorots Based in the Cordillera Mountains of northern Luzon, the Igorots are an aggregate of different highland tribes, each with distinct dialects, who resisted the incursions of the Spanish but proved susceptible to American Protestant missionaries. However, because of the brevity of American colonial rule, they’re closer to pre-Westernized culture. They’re seen as taciturn, stoic, hardy and sensitive to lowlander criticism.

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Tagalogs Coming from the region where Metro Manila (seat of government, business and the arts) is located, Tagalogs tend to view themselves as sophisticated and urbane, the aristocrats of the country. Their language forms the basis of Pilipino (a.k.a. Filipino), the national tongue — much to the dismay of adherents of other island languages. • Visayas The Visayans are considered musical, fun loving, gregarious and, due to the fertile land and the abundance of fish in their waters, as profligate as the Ilocano are thrifty. The classic pairing in recent memory is that of the late Ferdinand Marcos, an Ilocano of simple habits, and his Visayan wife Imelda, wellknown for her partying, propensity for singing at social occasions and world-class shopping. • Bicol With a reputation for longevity, Bicolanos love spicy food, big families and intense discussions; perhaps because of the latter, they’re considered astute politicians. They also have a reputation for being appreciative of the arts. • Mindanao Christians Largely due to their emigrant roots (which stretch to Luzon and the Visayas), the inhabitants of the country’s second-largest island have only recently begun to refer to themselves as a distinct group. Like their parents, lured to Mindanao by the promise of abundant land and resources, they’re self-reliant, pioneering and practical. Like Mindanao’s Muslims (see below), they distrust Manila, which they feel discriminates against their island in terms of economic development and aid. • Muslims Islam was first introduced here in about 1380 but didn’t take hold until a century later. Princi-

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pally made up of five tribes — the Tausugs, Maranaos, Maguindanaoans, Samals and Badjaos — the Muslims consider Mindanao and the Sulu Sea their home. Some live in palm-thatched homes suspended on poles above the water; others spend their entire lives on their boats, setting foot on land only to die. Though some of their dialects (chavacano in particular) bear strong Spanish influence, these tribes are culturally closer to Indonesia, Malaysia and the Middle East than to the West. In late 1996, after 24 years of seeking autonomy for 12 Mindanao provinces, The Moro National Liberation Front (an Islamic guerrilla group) signed a peace accord with Manila; the MNLF’s leader, Nur Misuari, is now the head of the Southern Philippines Council for Peace and Development. (Still, at least one breakaway faction of the MNLF is still fighting.) • Indigenous Peoples Ten percent of the population (some four million) are members of ethnic minorities who live far from the cultural mainstream, far, in fact, from the 20th century in general. Resistant to both Christianity and Islam, these indigenous tribes (including the Mangyans, Aetas, Batak, Kalingas and T’Boli) are spread throughout the archipelago.

The Ancestral Land Act (1993) There are no less than 12 million Filipino tribal peoples who belong to about 110 indigenous cultural communities or who live in upland areas. Over the years, they’ve been methodically stripped of their ancestral lands (14.4 million acres or 20 percent of the country’s land mass), and they’ve seen their ways of life endangered by encroaching development. In 1993, the Philippine Congress passed

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The Ancestral Land Act, which proclaims that these tribes are the rightful and permanent owners of those lands and all the natural resources they contain. Bentley House International Corporation, in collaboration with key tribal chiefs (known as Datus), is now in the process of establishing and monitoring (“in an environmentally and ecologically sound manner”) the sustained development of agricultural, forest and mineral resources in these areas, while at the same time introducing schools, clinics, roads, low-cost housing, health care and other social services.

Burgeoning Cities Though the Philippines remains predominantly agricultural, it’s estimated that by the end of the millennium, 50 percent of the population will be urban-based. With the conversion of farm lands into industrial estates or housing subdivisions (and with militarization, in some cases), many rural families are leaving their ancestral lands in the hope of finding work in the cities. Especially in Manila, these dispossessed people tend to live in settlements (usually of hastily built, insubstantial homes) formed more or less along regional lines. Thousands make their living as trash dump scavengers (some claim to earn more than twice as much as the average government employee), though the most notorious site, Smokey Mountain, was dismantled on Ramos’s order in November, 1995.

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Government & Business

From “Sick Man of Asia” to “Tiger Cub” The presidency of Corazon Aquino (1986 1992) was a chaotic transition from dictatorship to democracy, and it ended in an economic tailspin after a series of failed coups d’état. Her successor’s term has signaled a turning point. Under President Fidel Ramos, the economy has begun to rebound. Today, the Philippines is a serious contender among growing Pacific Rim economies. Although a legacy of favoritism and corruption inherited from the Marcos regime is still pervasive, the prospects outweigh the difficulties. In a 1996 interview with the Far Eastern Economic Review, Ramos said that his country’s foremost strategic advantages for investors were twofold: hub operations (such as cargo handling and distribution) and an educated, skilled workforce. Future endeavors, he added, would be based on the Five D’s — devolution, decentralization, deregulation, democratization and development on a sustainable basis.

Philippines 2000 In 1993, Ramos unveiled the Philippines 2000

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program, with modernization and industrialization at its core. Like most emerging market countries, the Philippines has adopted domestic free-market reforms and trade liberalization in the hope of spurring economic growth. Ramos (whose term expires in 1998) has pledged to cultivate the country’s human resources and improve the infrastructure, mainly through loans from international lending institutions and by attracting private foreign investment. Two pieces of legislation have been key: the Foreign Investment Act (FIA) and the amendment of the general banking law. FIA gives substantial tax incentives and import-duty exemptions to enterprises that set up manufacturing in the country or otherwise engage in activities crucial to the country’s economic development. New banking regulations relax foreign bank access to the Philippine banking sector, increase the foreign share of voting stock in domestic banks to 60 percent (from the previous 40 percent ceiling), and permit foreign branch banks with enough capital to obtain a “universal banking” license. These reforms are expected to increase competition and efficiency and encourage the introduction of new products and technology. Import duties have been slashed and foreign exchange controls have been eliminated, allowing the Philippine peso to seek its own level. The insurance, shipping, telecommunications, automobile and banking industries are now open to competition, both domestic and foreign. The so-called build-operate-transfer law (BOT) was enacted to encourage foreign investment, allowing full foreign ownership of domestic companies — which, after being operated privately for a specified period (often a decade), are to be transferred to the government. (Manila’s Light Rail Tran-

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sit system, an upcoming 1.9-billion-peso project, is an example.) Such privatization includes a new international airport, a new water and sewage system for Manila, specialized hospitals, and possibly even the country’s pension fund. Moreover, foreign investors can lease private lands for up to 75 years. And to stimulate foreign trade, the government has established five export processing zones (EPZs), five special development programs (SDPs), as well as seven industrial estates and parks throughout the country. Each provides a variety of incentives, including tax credits, foreign investment guarantees and simplified procedures.

Burgeoning Competition The effect of these reforms is already evident. Foreign equity investment has more than tripled since 1992, when President Fidel Ramos took office, and foreign direct investment has risen five-fold. (However, foreign debt has increased to more than US$30 billion.) The number of commercial banks rose from 24 in 1991 to 42 in 1996, partly as a result of an amended 40-year-old law forbidding the entry of foreign banks. Companies now have more borrowing options and lower interest rates; on the consumer end, a new car can be purchased for only 30,000 pesos (US$1,150) down. More than twelve foreign-domestic joint ventures have wrenched the monopoly from the Philippine Long Distance Company. (Ramos hopes to raise overall telephone density from 1.67 lines per 100 people, the 1994 figure, to 10 lines per 100 people by 1998.) As a result, the number of Internet access providers has jumped from three in 1993 to fifty in 1996. Philippine Airlines, another former monopoly, now faces competition from at least three other domestic carriers; the public is benefit-

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ing from the resultant price war. Even the San Miguel Corporation, the country’s largest privately owned industrial company, is facing serious rivalry for the first time in its history — from Asia Brewery, whose lower-priced beers had, by mid-1996, already garnered a 15 percent share of the market.

Beware “Filipino First” “Filipino First” preferences are written into the constitution, and adherence to that policy has begun to cast a disturbing shadow over the hardwon, foreign-investment-friendly climate discussed above. As of early 1997, several large contracts awarded to non-Filipino companies — the US$7 billion privatization of Manila’s waterworks to a consortium of foreign and local businesses, the development of Subic Bay’s port to a Hong Kong company, and the 1995 sale of the state-owned Manila Hotel to a Malaysian hotel chain — were overridden in the courts in favor of local deals. How serious a threat “Filipino First” poses to the country’s economic comeback remains to be seen.

Environmental Issues The government successfully resolved the electrical power crisis that, until 1994, was responsible for Manila “brown-outs” of up to 15 hours. (Private companies, mostly foreign, were brought in to build the plants.) Energy transmission is in the hands of Napocor, a state monopoly; power generation has been privatized and opened to competition. Natural gas and oil fields are being developed, and the country’s rich sources of geothermal energy is also being considered for exploitation. (However, geothermal plans are being heavily criticized by environmentalists and human rights groups, as traditional tribal

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lands will be encroached upon.) The environment has become a high public priority due to the tremendous growth — and impact — of industry. Regulations have been implemented to curtail air and water pollution. Logging has reduced the usable forest acreage to less than 15 percent of what it was in 1950. But despite a 1989 ban on logging in certain regions, illegal logging continues. Regulations have been implemented to curtail air and water pollution, and eco-tourism is encouraged. Because of inadequate government funding and low salaries, those charged with enforcing environmental protection laws are often tempted by bribes to look the other way.

Democracy, But Slowly The Philippines is at an odd historical crossroad. Democracy seems firmly entrenched, and yet centuries of a feudal social structure still dictate most activities. Until the turn of the 20th century, large clans of Spanish-descent landowners wielded tremendous political and economic clout. The country is still dominated by an oligarchy made up of their descendants and a few wealthy ethnic Chinese business families. Muslim, communist and rebel military insurgencies also prevent the Philippines from becoming a fully democratic society. Ramos has tried to persuade these groups to participate in the mainstream democratic process by offering them amnesty and a greater say in local affairs.

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The Work Environment Nepotism: A Rule of Thumb

In an office, seniority and connections determine status as much as special talent and capacity. This is particularly true within the government, where offices may be run by friends and relatives or personnel close to the boss. The boss in turn may turn out to be politically connected. This system has been blamed for much of the bureaucracy’s inefficiency, and rightly so. Seniority also determines the degree of power held by most government personnel and can sometimes override skill or talent. It’s not so much what one knows as who one knows that enables things to get done. Private corporations may not be much different in this respect. Subordinates assume that their contributions to the organization are recognized by their superiors, who are expected to adopt a nonthreatening attitude and a relaxed personal style. It behooves a person of authority to show humility and kindness toward his less fortunate coworkers. Popularity often ensures that the work flows smoothly. Many companies are run by the children of the owners or by immediate relatives, again a reflection of the often-feudal social structure. These scions

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will speak for the owners, and their decisions can be regarded as final, unless further investigation of family relationships reveals otherwise. As nepotism is the rule, investors, colleagues or potential partners seeking background information on a particular company should do so very discreetly. Paying close attention to lunchtime chatter among the rank and file is one good way to do this.

“Face” In work as in everything, pakikisama is key. Personal values play a major role; “face” and harmony are cherished. Filipinos are nonconfrontational. Person-toperson clashes are to be avoided. Since the social structure remains basically hierarchical, Filipinos prefer being sure that they’re doing the right thing and will await explicit instructions from a senior person before undertaking a task. In this way, they avoid the risk of making mistakes (and therefore “losing face”). Among subordinates, this may be misconstrued as a lack of initiative. However, in a changing Philippine society, the American approach — learning by trial and error and personal discovery rather than by rote from an absolute source — can find its level, as long as courtesy, friendliness and relaxed pace are maintained. Ask your local representative or partner to monitor progress and problems. If you must criticize, do so gently and in private, and avoid making it personal. Shouting at a subordinate is to be avoided. If possible, be sure to end with some statement of concern for the person’s family and well-being.

The Cachet of Education Filipino bosses may attach a series of univer-

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sity credentials to their name, not unlike an MD. It’s not unusual to find various diplomas and educational certificates displayed prominently in a businessman’s office. These are meant to impress, and foreigners can score a few points by commenting on them favorably. Universities like the Ateneo de Manila, De La Salle and the University of the Philippines are known for high academic standards. Graduates of these schools and their regional affiliates usually occupy positions of influence in government and private corporations. Moreover, affiliations with fraternities and sororities of these schools are especially prestigious; many, in fact, serve as prerequisites for positions of power. Many professionals will have an M.A. or will be pursuing one. A degree from a foreign university, especially one in the U. S., Europe or Japan, gives an individual top billing.

The Corporate Structure The employer is viewed as a padrino (godfather-like patron), and what he says and decides is held as sacred. Philippine businesses are usually monolithic, with the chain of command trickling down to a predictable phalanx of officers. The corporate structure usually consists of a president, an executive vice president, senior vice president, vice president, assistant vice president, senior manager, manager and assistant manager. Although many officers will have impressive titles, only senior-most people have authority and responsibility. It’s not unusual, however, for responsibilities to be assigned to those who wouldn’t normally have them, again depending on the person’s role within the structure. Foreign businesspeople are advised to ask who is in charge of what, in order to ascertain who the real power brokers are.

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The essential social values of pakikisama (camaraderie), utang na loob (gratitude), amor-propio (selfesteem), and hiya (loss of self-esteem) all apply to business relationships. A person who repeatedly uses the personal network of a colleague to accomplish work or find employment has obligated himself (created utang na loob) and is expected to repay the debt at some point and to maintain the balance of obligation over the long term. There are also suki relationships (business partners with whom one has dealt frequently and over a long period of time), which are rewarded with reduced prices, better credit terms, and other forms of special treatment.

The Importance of Titles Business titles are considered important, as they indicate hierarchal values (a holdover from Spanish times) and often do reflect the titleholder’s actual position within a company. But perhaps even more important than one’s title is seniority, both in terms of age and track record. In the presence of senior members of a company, younger or less-experienced employees behave in a deferential manner that may, to the uninitiated, seem obsequious.

Decision Making Filipinos dislike having to make decisions that may require them to express judgments based on personal biases. They prefer explicit rules and delineated procedures. It’s implied that those with authority should consider the views of subordinates without having to ask for them in public. If it’s necessary to get a Filipino’s opinion, then a private consultation is the norm. Sounding off one’s opinion is often regarded as forwardness, and anything bolder than that, such

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as sending off a memo to the boss, is interpreted as kapal-mukha (“thick faced” or presumptuousness).

Workday Siestas While not an official practice and not tolerated in most private corporations, the siesta is an enduring practice in many government offices and also among business executives who can afford to take a snooze in mid-afternoon. Keep that in mind when making calls: it’s best to call in the morning or late afternoon.

Socializing After Hours Part of the pakikisama expected of office workers is to occasionally have drinks and dinner after work. Filipinos are hard workers, but they are also hedonists. The company may be mixed, all-male or all-female, and consequently, the after-work scene may range from the respectable to the raunchy. Expect to be teased good naturedly. Be sure to tease right back; it displays your good sense of humor and makes you part of the group. You may hear the word blow-out frequently. It refers to a person treating his or her colleagues to a meal or some form of celebration — perhaps a birthday or a promotion at work. Don’t be surprised, then, if on your birthday your Filipino associates expect you to treat them to after-work drinks.

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Women in Business Traditional Roles

Prior to the arrival of the Spanish, ancient Filipina priestesses performed sacred rites for their respective tribes — a role the Church did its best to eliminate. “The Jesuit, by means of confession, has access to the most secret thoughts of the Indian,” wrote Vicomte Pierre Marie Francois de Pagés, a French naval officer stationed in Manila in 1768. “The natives are gradually reclaimed from their ignorance and misconduct. Like good children, they learn to regard the missionary as one sent from Heaven…” There’s a long list of important female figures in the country’s history, from the 18th-century revolutionary Gabriela Silang (who replaced her slain husband on the battlefield) to Maria Agoncillo (the maker of the first Philippine flag), to Narcisa de Leon (founder of LVN, one of the country’s earliest and largest movies studios), to Corazon Aquino (Ferdinand Marcos’s successor). When the advent of democratic elections after World War II, women acquired the legal authority to own land and to open private bank accounts. Though they continue to take a backseat within the

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Roman Catholic Church, a number of religious sects based on Mt. Banahaw (three hours from Manila) are headed by women. However, women still can’t draw up or sign a contract without a husband’s consent, divorce is forbidden, female adultery carries a social stigma, and birth control is actively discouraged.

Trends Today, you’ll find women in all the ranks of management, both in government and in the private sector. The two highest-ranking Filipino business executives in the U.S. are women: Loida Nicolas Lewis, chairman, CEO and majority stockholder of Beatrice International (and one of the wealthiest women in the U.S.), a multinational food and beverage company; and Lilia Clemente, head and founder, along with her husband, of Clemente Capital, a New York–based capital investment and money manager outfit. Other influential Filipinas include Lily Monteverde, head of Regal films (currently the country’s biggest movie producer) and Senator Gloria Macapagal, a neophyte lawmaker who’s being touted as presidential material.

Expectations Don’t be fooled by the image of the Filipina as demure and self-effacing. That image is a legacy of Spanish colonialism and patriarchal Catholicism, where the Virgin Mary is subordinate to a male deity. The Filipina is expected to be as competent in the workplace as her male counterpart. And she’s expected to balance that role with the demands of being a wife and mother. However, an unmarried female over the age of thirty (career woman or not)

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will likely be referred to as a matandang dalaga, someone who must not have received any offers and so was “left on the shelf.”

Machismo The culture is heavily influenced by Spanish machismo — proving one’s masculinity and flaunting it. Therefore, foreign businesswomen should be careful not to appear dominant or overly aggressive, and they should make a point of dressing in a feminine manner. Machismo is especially evident when it comes to the issue of queridas (mistresses). Male marital fidelity tends to be equated with being henpecked. The “kept” woman — also referred to as a kalachuchi (which is a fragrant, flowering tree), a kalapating mababang lipad (a low-flying dove), or a kulasisi (a green parrot often kept as a pet) — is seen as proof of both virility and economic power. It’s not unusual for a Filipino to have more than one family, as a result. A querida of seven-years’ standing has some legal rights and her children may claim inheritance. But to the society at large, she remains an invisible presence. While Filipino businessmen are aware of feminism (and privately may even agree with its tenets), they may feel uncomfortable discussing such issues in public. Any criticisms of the established order should be scrupulously avoided.

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Making Connections

Due to their country’s history as an economic entrepôt, Filipinos are generally more accustomed than other Asians to interacting with Westerners, especially Americans. Filipinos are less formal than other Asians. However, introductions are an important part of doing business. Unless you represent a large, well-known multinational firm, it’s best to get an introduction from someone, such as a local partner, representative, lawyer, consultant, accountant or banker. Filipinos are impressed by titles and respect protocol. Letters of introduction always help, especially ones written by prominent and respected individuals. It provides some social, if rudimentary, context to your appearance. A really good letter can work wonders. One of the most successful ways to establish connections is to socialize. The Philippine business community is small and in many ways incestuous, and the social scene is the best way to run into important people. Introduce yourself, or have someone introduce you, carry business cards (they’re de rigueur), and follow-up with a call or a visit the following day, if necessary. And keep in mind that when selecting a local partner or representative, it’s important to verify

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his or her credibility. Ensure that he or she has “correct” political connections and research his or her existing clients and track record.

The Initial Visit The first meeting should be viewed as a courtesy visit, and an appointment should be made beforehand. Punctuality by foreigners is appreciated, although Filipinos are traditionally late, with “traffic” the common excuse. People greet each other with a handshake and a big warm smile. Business cards are exchanged during the first meeting, so make sure to have an abundant supply. (Few will contain e-mail addresses, as this technology is only beginning to take hold in the business sector.) Read each card before pocketing it. People are referred to by their occupation, such as “Dr. Lim” or “Attorney Navarro.” Often the title alone will do, such as “Engineer.” In situations where the title is unknown, use of “Mr.,” “Mrs.,” or “Miss” is appropriate. Filipinos commonly use first names, but wait until you’ve been invited to do so. You may want to show a little friendliness with the secretary, who will most likely know much about office politics. They’re sometimes responsible for screening the boss’s calls, and getting on friendly terms with them may help you hurdle the cordon sanitaire. During the courtesy visit, give an overview of your project but don’t go into elaborate detail. (Save this for subsequent visits, once your counterpart feels comfortable with you.) Let the other person know what you can offer. Point out how your strong points can benefit his or her company. And make a good, personal impression.

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Where to Start For the past five or six years, the Philippines has been trying to encourage foreign investment in its effort to reach “tiger cub” status in Asia. The U.S. and Japan are currently the country’s first- and second-largest investors. Now, more than ever, there are tremendous opportunities in this growing economy and many sources of investment research have already been established. For instance, the American Chamber of Commerce of the Philippines has been promoting trade, investment, and general business relations between the two countries since 1902. The Philippine Chamber of Commerce in New York, established in 1920, is another good resource. The U.S. Foreign Commercial Service at the U. S. Embassy in Manila provides market analyses, can identify agents and distributors for a fee, and can also provide a list of local lawyers. This last service can be particularly useful, as setting up a business in the Philippines in whatever form (joint venture, corporation, franchise) requires conforming to Philippine law. The Philippine Board of Investments (BOI) in Manila assists in promoting and facilitating foreign investments, and it has One-Stop Action Centers (OSACs) in the U.S., Germany, the United Kingdom and Japan. The Makati Business Club, formed in the 1980s, helps foreigners develop business contacts, provides firms with statistical information, and functions as a forum for organizing business opinions. Additionally, every Philippine embassy has a representative from the Department of Trade and Industry who can provide information.

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Strategies for Success Twelve Rules of Thumb

1.

Cultivate the personal. Clearly stated goals may sound fine on paper, but they won’t amount to much if you neglect to know who you’re dealing with. Set aside time to know your partner or potential partner well. In the long run, he will come to see your interests as his own. 2. Be flexible about agendas and schedules. If you get tense every time a delivery is late or an appointment is missed, you’ll have a difficult time operating in the Philippines. It helps to have a philosophical frame of mind. 3. Get to know the country’s background. Since the Philippines was a Western colony for four centuries and is dominated by a Western religion, many Americans and Europeans assume that their acculturation will be relatively easy (especially compared to other Asian cultures). Keep in mind that the country has had a complex history, marked by violent upheavals and an ambivalent view of the First World. Familiarizing yourself with the culture beyond the usual tourist landmarks will stand you in good stead.

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Try to meet Filipinos in your community before taking off. Try to meet Filipinos in your area. There are sizable Filipino communities in Europe, Asia, the Middle East and the U.S. (where they’re the secondlargest growing minority after Mexicans). Attend their social functions (advertised in their community newspapers) and talk to the leaders. You‘ll find them quite receptive to outsiders; they may even provide you with contacts and letters of introduction for the Philippines. Above all, they can provide windows into the culture you’ll be exposed to once you set foot on their home grounds. 5. Work with a reliable Filipino adviser/lawyer. He (or she) should be someone who not only knows the laws — and the people — affecting your business but is also plugged into the “right” circles. He should also have a keen sense of who’s in charge of implementing government policy in your area of interest and what bureaucrats are like in the pertinent government agency. 6. Establish a network. Good business connections are essential everywhere but especially so in a society that prides itself on having elevated socializing to an art. Golf and tennis are good skills to have. There may be no available statistics, but it’s a safe bet that as many deals have been made on the links as off them. Former president Marcos spent a lot of time on the greens with cronies and potential business partners. 7. Expect the unexpected. Be flexible in terms of business strategies and have more than one option, formulated with the help of your adviser. As Burns (Robert, the Scottish poet, not George, the American comedian) once put it, “The best laid plans of mice and men oft go awry.”

Strategies for Success 8.

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Be Patient. Allow for time that seemingly gets wasted. Preparing the groundwork for business success in the Philippines usually involves activities not directly related to business (e.g., attending a birthday celebration for a local executive or joining a civic club, such as the Lions). As should be clear by now, Filipinos will take note of who attends these functions and who doesn’t. 9. Act against (stereo)type. Locals will assume that a Western executive will be loud, assertive, impersonal and impatient — so try to be quiet, undemanding, personal and patient. Pleasantly surprise them and you’ll go a long way toward developing what Filipinos term “Smooth Interpersonal Relationships” or SIR. 10. Cultivate the knack of gentle teasing. One way that Filipinos gauge the closeness of a relationship is the degree to which you can be teased, and if you tease in return. They appreciate those who allow themselves to be silly at times. 11. Be careful of tsismis. Tsismis (gossip) is a favorite national pastime. Partly due to the perceived unreliability of official sources (especially during the Marcos regime), Filipinos often look to the “grapevine” for information. Needless to say, such information isn’t always accurate. Whether discussing politics, the social scene or someone’s private life, Filipinos often embellish, and what began as a rumor may, compounded by other rumors, wind up being taken as fact. But tsismis can also be an indicator of issues that concern the people you’re working with. If you’re in the social scene long enough, you’ll probably be gossiped about. Take it in stride and remember Oscar Wilde’s dictum: The one thing worse than being talked about is not being talked about.

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12. Keep any criticisms discreet. Criticizing a colleague or subordinate, especially in front of another Filipino, may be viewed as an attempt to humiliate. Usually, criticism will be borne in silence, even with forced cheerfulness, but the seed of resentment will have been planted. Acknowledging that there are other, subtler means will “save face” and increase yours. Consider taking that person aside and quietly voicing your opinions, or using a go-between to convey your views.

10

Time

While the pace in Metropolitan Manila is faster than in other Philippine cities, it still isn’t as hectic as Hong Kong or Manhattan. In a society still predominantly agricultural, time is felt as a cycle of inexorable events related to seasons, planting and reaping; it isn’t necessarily equated with money. And in the tropical heat, it’s only sensible to move more slowly. To the Filipino, there’s always time, while for Westerners, there may never be enough.

Deadlines Timetables are seen as guides, not as ends in themselves — though in urban areas, deadlines are being taken more seriously as joint enterprises with foreign businesses increase. Deadlines will be met, but the manner in which work is conducted may strike the uninitiated as leisurely or even lax. Sometimes, it may be wise to set an earlier predeadline to allow for lapses. Remind your partners of their responsibilities, but do so in a polite, unaggressive manner. Getting a personal commitment from the top-ranking executive helps tremendously.

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A commitment to meet a deadline is stronger if tied in to utang na loob (a sense of personal obligation). Failure to meet the timetable in such a case results in a loss of face, which is something to be studiously avoided.

Appointments It isn’t unusual for people to show up 15 to 30 minutes late, either due to traffic (entirely believable given Manila’s congestion) or to very busy schedules. Don’t expect, or demand, an explanation beyond the perfunctory. If you’re meeting someone at his or her office, it’s always advisable to treat this as you would airline reservations — reconfirm your appointment 72 hours beforehand, especially if you’re dealing with a politician or a government functionary. It’s worth it to hire a car and driver. Time spent stuck in traffic can be put to good use — poring over papers and contracts, or simply getting a much-needed nap.

Deliveries The Philippines may not yet be a developed country, but it has the advantage of being a small one with a pretty good transportation network. There are airports in every region, with four domestic air carriers, at least twenty bus companies, and several brokerage outfits that handle door-to-door deliveries. Be aware that during the monsoon season, the weather will inevitably alter delivery schedules.

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Business Meetings Preparation

Because of a long tradition of hospitality and a desire to catch up with the tiger economies of Asia, Filipinos welcome foreign investment opportunities and will prepare for a meeting, making sure there’s an adequate secretarial staff, if the need arises. The telecommunications infrastructure has improved vastly, with faxes, e-mail and cellular phones all readily available. In fact, if time is of the essence, it’s fairly easy to set up a meeting shortly before you arrive in the Philippines.

Telling Who’s Who Since the corporate business structure reflects a great deal of Spanish and American colonial influences, the titles of the executives you meet should be good indicators of their status. Also, the seating arrangement at meetings says a great deal. The person everyone else defers to will be the central player. He or she will probably be the senior-most member of their team unless it’s a family corporation, in which case the head could be the son or daughter of the family patriarch or matriarch. In

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the latter case, if the patriarch or matriarch is in attendance, then you’ll know that the meeting is very important indeed.

Protocol Tea, coffee, soft drinks and even cookies will be available. Part of the ritual is to seemingly relax; to go directly to the point, from the Western point of view, is laudable, but from a Filipino’s perspective it indicates a lack of graciousness. There’s a preferred style, and it’s partly based on the principle that a meeting is still a social occasion. Consequently, some time should be spent at the outset on small talk and in creating an atmosphere in which everyone feels comfortable. Controversial subjects should be avoided. Small gifts (perhaps a simple product with your corporate logo) may be presented at the first meeting. Chatting about the U. S. may be a good icebreaker, as many Filipinos have traveled there or have relatives living there. Remember titles. A premium is placed on them. Be aware that business in the private sector will be more informal — and more straightforward — than it will be when interacting with government officials. It’s advisable to state your purpose early on; stress your good points and why your business will be beneficial to the other side. But be careful not to appear too demanding, and be aware that Filipinos are leery of yabang (empty boasting). They’ll readily dismiss anyone who seems inordinately boastful. Don’t attempt to hurry things along. Let the locals set the pace. Your complaisance displays respect and a willingness to expend time on a noteworthy occasion. Appearing impatient will invariably send the wrong signal, weakening your standing and, hence, your proposal.

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How to Address the Other Side You can’t go wrong if you keep a formal tone. However, if you’re in session with a group from the private sector, you’ll find more of an informal atmosphere. Still, wait for your counterparts to initiate the use of first names before doing so yourself. In the public sector, or in dealing with government agencies, more stress is placed on formality and the use of titles. Most of the time, it’s best to address the other side’s designated speaker. You’ll find that for the sake of group harmony and to reduce the possibilities of mistakes, the other team will make its ideas known primarily through one person. That person may or may not be the leader; the particular context should reveal if he or she is. If you and your local partner have done your homework, you’ll know in advance who will be on their side. Expect them to know in advance who’ll be on yours.

At the First Meeting What you intend to accomplish should be clearly stated at the outset and at the end, but don’t go into too much detail about your proposal. All the necessary materials should be contained in the kits your team will hand out. An overview, with some emphasis on key points, is all that’s expected. Remember that for your Filipino counterparts, most of the work is done in less formal settings, in smaller groups where the discussions can be quite frank, but private. Under no circumstances do they wish to be seen by outsiders as presenting a divided “face.” Consensus is the key word here; if a decision is based on consensus, then praise — or blame — will be equally distributed. But the process of acquiring consensus may take time. Hence, there’s a need for patience.

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Urgency No, Humor Yes Don’t be surprised if the Filipino team seems to lack your sense of urgency. And not everyone will proffer an opinion — in any case, only one or two people’s opinions will matter. If you insist on filling in the gaps with insistent speech, the other side will probably gain a better view of your plans than you will of theirs. Never raise your voice, even when tempted to do so. Showing your frustration will add unnecessary tension and will ultimately be counterproductive. And keep in mind that Filipinos have a fine sense of humor. It’s not at all inappropriate to crack a joke or two during your interactions with them.

Concluding the Meeting At the end of the meeting, don’t be surprised if few questions are raised, even though it may be quite clear that your counterparts have many. When they meet to consider and evaluate your proposal, they’ll decide by consensus which questions to ask at a later date. Even if the meeting doesn’t turn out to be as productive as you’d hoped, it’s imperative to be gracious and even to sound satisfied. Harmony, the indispensable glue for social interaction, must not be broken. Keep the tone personable by thanking each and every member of the other team for their time and attention and by shaking each person’s hand.

Follow Up It’s a good idea to get in touch with your counterpart a day or two after the meeting. This both strengthens the personal connection and may reveal his or her thoughts on how successful the

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meeting was perceived to be. Certain issues not brought up at the meeting may be discreetly broached during this informal tête-à-tête. Decisions will take some time, not because the people you’re dealing with are uninterested, but because Filipinos will take their time to look at proposals from all angles in order to ensure a “right” decision. Ask when you can expect to learn of a decision, but do so without seeming too assertive. In many cases, a series of meetings will be held not only to further elaborate on the proposal but also to get to know you better. But once a decision has been made, the agreement will be binding.

Getting Around Traffic in major cities can be infuriating. Plans are in the works for a 1.4-billion-peso (US$53 million) Metro Manila Skyway, an elevated highway, as well as for the previously mentioned Manila Light Rail Transit. Taxis are ubiquitous and generally reliable, but be sure to let the driver know that you know where you’re going. Otherwise, like cab drivers in many cities worldwide, he may “take you for a ride” in more ways than one. Renting a car can be a more reliable, if more expensive, alternative. Be aware that during the rainy season, Manila streets flood easily. Buses are often crowded, uncomfortable and dangerous—they take and discharge passengers with little regard for safety. (Air-conditioned buses are available and run specific routes.) Pedicabs — tricycles hooked onto motorcycles— are both inexpensive and convenient; they’re usually found in the provinces and certain city neighborhoods. Jeepneys — World War II U.S. Army jeeps that have been brightly painted and then additionally decorated with baroque folk art, gay bunting, slogans,

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flower garlands, Virgin Marys and even Christmas lights — are the most common form of transportation. They’re fast and cheap, but they sometimes make for a stressful ride. Manila isn’t a place built for walking, and doing so can be dangerous. (Baguio and Cebu are more pedestrian friendly.) Foreigners are a major target for petty criminals, and sometimes for crime syndicates as well. The city is a haphazardly growing metropolis; smaller alleys and backstreets often aren’t indicated on maps, and the heat is an additional deterrent. If you insist on walking, stick to the main avenues and streets and always know where you’re going.

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Negotiating with Filipinos

The Spanish-influenced mañana (tomorrow) culture discussed previously applies as much to the business sectors as it does to private life. It influences everything from initiating contacts and developing relationships to negotiating terms and implementing schedules. The negotiating environment will be relatively devoid of tension, and much will be done to reach an agreement. It’s in keeping with the culture that both parties should come out feeling reasonably happy. To reach this end, discussions can take a long, circuitous route. Patience is the key. The informality customary with many Western businessmen is eschewed, at least at the outset, and the assertiveness that may mark the aggressive, young American executive is rarely to be seen in local counterparts. This can, of course, be deceptive. In negotiations, the seemingly mild-mannered Filipino can be every bit as tough minded and determined as his or her Western counterpart.

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The Negotiation English is spoken widely, and it’s the lingua franca in business. However, having learned a few words and phrases in Pilipino beforehand will be seen as a gesture of goodwill. It may be advisable to stress your success in the international market, and in Asia in particular, as well as to show a longterm commitment to the country. After centuries of exploitation by foreign colonizers and investors, Filipinos are suspicious of ventures that are too obviously meant for nothing more than your own profits, and they tend to appreciate mutually beneficial relationships. Be aware that Filipinos may refrain from asking questions even when they don’t understand a particular issue or issues. A foreign business executive may need to restate his or her plans in order to draw out the other side.

Yes and No Filipinos enjoy making flowery arguments, but they tend to make greater concessions in time. It may be advisable not to accept the first offer. It’s also wise to remember that the “yes” can mean a variety of things in the Philippines, including, “Yes, I understand,” “Yes, I agree,” “If you say so,” and “Yes, but I hope I sound unenthusiastic enough so that you know I really mean no.” Common ways of saying “no” include, “I’d like to, but I can’t,” “I’d like to, but it’s very difficult,” and “I’ll try and will let you know.” In the last case, Filipinos will probably not let you know in the hope that the issue will just fade away. Filipinos don’t like to deliver bad news and will often just simply say nothing.

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Some Negotiating Ploys •

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Biding for time. Filipinos may want time to make up their minds about concessions, contracts, etc. They may say “I don’t know” or “I’m not sure” in order to have more time to study a proposal. Intriga. Intrigue is pervasive throughout most of Philippine society. It may be used to discredit competitors and to place a company in an advantageous bargaining position. Joking and cajoling. In the spirit of pakikisama, Filipinos may try to cajole you into a deal. This should be taken in the spirit of camaraderie rather than confrontation. Flattery. Excessive praise is considered socially acceptable, especially in public. Praising a Filipino in the presence of his peers is a sign of good pakikisama; though possibly embarrassing to the recipient, it’s also recognized as a kindness, one which will be remembered and repaid. In the same way, Filipinos may flatter you in order to win you over to their side. Though most of the flattery will be sincere, some may be offered for ulterior motives. The personal touch. For foreigners, the line between business transactions and social ones may seem to blur. You may be invited out to dinner or an evening’s entertainment or to one or more of your counterparts’ family gatherings. Connections. They do work. It’s in your own best interest to find out who has clout. Often, a phone call from a powerful backer can make a significant difference in the outcome of your negotiation. Be assured that your Filipino counterparts will be following suit.

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Aftermath The bureaucracy can be slow and inefficient, particularly in the public sector. (If this happens, don’t hesitate to call on the senior person with whom you’ve negotiated.) It takes a long time for a proposal to get turned down, because the motions to get it through are designed to prevent any negative interpretation. And after a proposal has been accepted, implementation may also take a while. Consider sending a note thanking the staff for working with you; this will serve as a reminder to them to speed the process up. Follow-up visits may also be useful—these will be as casual and informal as the preliminary visits, and are meant only to further cement the relationship. One or more key senior officers will be responsible for making decisions. The level of the person you are talking to and the size of the deal determine how quickly a decision will be made. Philippine business is not known for group decision-making, particularly in family-run enterprises, although this is gradually changing. This may seem contradictory, given the usual stress on consensus, but businesses are often run as fiefdoms — a holdover from the Spanish colonial era. A mutual acquaintance should be asked to put in a good word or speed up the process if a decision appears to be slow in coming. Decisions are often reviewed and discussed by key people beforehand, in informal surroundings or over a meal. Before a formal meeting, Filipinos will want to know all the details about relevant issues. Moreover, who supports your offer is a critical part of the decision making.

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Bribery: Ubiquitous Though lagay (bribery) is technically illegal, it’s a normal part of many transactions, particularly those involving the government, and especially in local and regional government offices. Bribery is so built in to the national psyche that it’s hard to imagine the Philippines without it. Law enforcers are known for accepting bribes. The fire department is notorious for expecting to receive bribes before setting their water pumps in motion — the reason, no doubt, for numerous disastrous fires. It’s also the reason why the Philippines’ Chinese communities have established their own independent fire brigades. Because the Chinese are perceived as controlling the country’s wealth, they’re frequently the victims of this type of coercion. Be prepared to deal with lagay. Frequently, kickbacks will already be built in to a contract price, often representing 5 to 10 percent of the contract’s value. This aspect of business is best dealt with by a local partner or representative. And foreigners should be avoid trying to “entice” someone who obviously isn’t looking for such added encouragement. Such a gesture will be construed as an insult. (For more on this, see “U.S. Citizens and Bribery” in Chapter 13.)

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Business Outside the Law Underground Economy

The underground economy ranges from underpaid office employees peddling goods at work (anything from homemade sausages to imported bath towels) to make ends meet, to the more lucrative smuggling of consumer goods (precious stones, electrical appliances). The latter isn’t too difficult to accomplish, given an undermanned coast guard and thousands of miles of deserted coastline. While official rates have made legal foreignexchange dealers competitive, there’s still a black market for large sums of foreign currency (especially U.S. dollars). A district in Manila is known informally as the Binondo Central Bank, for here, huge amounts of U.S. currency exchange hands — quickly, surreptitiously, and without government control. Too, the economy is kept afloat by an army of expatriate workers (some 4.5 million of them) who send home an estimated US$6 billion annually. Organized crime syndicates (including the Japanese Yakuza and the Chinese Triads) deal in drugs, prostitution, stolen goods and other illicit enterprises. The most popular drugs are shabu (a synthetic variation of crack cocaine) and marijuana.

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Both are easily attainable. Prostitutes of both sexes, as well as transvestites, ply their trade in touristarea bars and massage parlors or through pimps (who often operate out of hotel lobbies); though the government is trying to remedy its causes, it remains a thorny issue, and foreigners are often blamed for its proliferation. Stolen goods are sold discreetly in certain public markets; in the south, smuggled goods can be purchased in designated “barter areas” (so-called in recognition of the free trade between the southern islands and such neighboring countries as Indonesia and Malaysia).

Terrorist Tactics Kidnapping rings (with renegade army personnel and policemen suspected to be involved) often target wealthy Chinese-Filipino businessmen and their families. (The Chinese often prefer to pay ransom demands rather than to go to the police, whom they distrust.) In the Muslim south (mostly southern Mindanao), where secessionist armed groups operate, or in areas where the communist New People’s Army is a strong presence, foreign businesspeople are sometimes abducted and held for ransom — both to raise funds and to dramatize political causes. In such rare cases, the abductees are released unharmed (the last incident was in 1992). President Ramos describes such occurences as “transitional problems.” “Only those who are just interested in their profit margins worry about [kidnappings and other acts of terrorism].” However, as a precautionary measure, some prominent executives avail themselves of bodyguards and/or on-premises security personnel. The above-mentioned groups also target businesses for “taxes”— that is, businesses pay them to be left alone. If your plans include setting up a fac-

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tory or similar operation outside urban areas, be sure to check out the political situation with your local partner/adviser. You may even want to meet with the local military commander. You can take comfort from the fact that resident firms take all these factors in stride, and that investments are becoming increasingly lucrative. The GDP increased from 0.3 percent in 1992 to 2.4 percent in 1994, to 4.8 percent in 1995 and to 6 percent in 1996. This ongoing surge is due, in part, to the influx of monies from overseas Filipinos and to foreign investment.

Lawlessness and Ta x Evasion Communist rebels, right-wing military vigilantes, Muslim insurgents, kidnap-for-ransom gangs and organized and street crime are all longstanding problems. The legalization of the Communist Party, peace offerings to various groups, and the establishment of the Southern Philippine Council for Peace and Development (meant to defuse the Muslim-Christian tension in Mindanao), as well as a crackdown on crime, have improved the situation somewhat. The Philippine National Police is often blamed for organized crime. Between 1993 and 1996, some 10,000 policemen (about 10 percent of the force) were charged with various offenses; 2,000 were acquitted. However, fear of a reimposition of martial law tempers attempts to severely clamp down on their authority (to make arrests without warrants, to wiretap telephones and to freeze the bank accounts of suspects). Corruption is still endemic, from the favoritism of “patronage politics” to petty bribery. The Manila Fire Department is notorious for demanding bribes in return for service. The bureaucracy, bloated because of political constituency building, seldom

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provides services. The Aquino administration attempted to reduce the bureaucracy’s growth, but it’s difficult to cut corruption without jeopardizing one’s political future. In the stock exchange, insider trading is prohibited but frequent. Regulation is lax, and those exposed (which rarely happens) usually suffer little legal punishment. As one stock broker commented, “Insider trading is the rule rather than the exception.” Income tax evasion is widespread. Of the 26 million people who comprise the workforce, only 2 million — mostly civil servants — pay taxes. By some estimates, the unofficial economy is 30 to 40 percent larger than the official one. One reason for underpayment and evasion is corruption among tax collection agents. But the problem is more deeply rooted, and rectifying it would mean dealing with powerful economic interests that have ample means to fight back. Broad-based reforms, such as expanding the coverage of the value-added tax (VAT), modernizing the collection system, and creating a strong antifraud division, are among the current government’s priorities.

Graft and Corruption It’s not uncommon to find someone trained as a public schoolteacher working as a domestic in Singapore or Hong Kong, a job that pays much more. Inadequate salaries are more the rule than the exception, and that creates a milieu ripe for graft. Civil servants’ and even high-ranking government officials’ salaries are also often minimal. (According to The Economist, a Manila police officer’s basic pay is about 5000 pesos, half of a good secretary’s salary, and many are required to buy their own guns. As a result, they often live in squatters camps.) Some government employees are

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known as “15 and 30.” Usually there because of political patronage, they show up at work only on the 15th and 30th of each month — paydays. The Philippines has a long history of graft and corruption. The Marcoses’ dictatorial tenure brought corruption to new heights. Cronyism and nepotism (as well as torture and illegal imprisonment) ran rampant, especially when it came to appointing government positions that directly affected the economy. Though private conglomerates were nationalized and broken up, control of them fell into the hands of Marcos’s friends and colleagues. As a result, political analysts say, existent corrupt practices became more deeply rooted. And though democratic rule was brought back, Marcos’s bureaucratic machine lives on (and many of his former cronies have managed to move back into the political arena). That’s not to say that all government employees are dishonest. But corruption continues to exist to a greater degree than is officially acknowledged.

Dealing with It Any business that entails some form of government participation (from simply approving the deal to being an active partner) is susceptible to payoff pressure. The question then is: Does one play the game? A foreign businessman who has lived in the Philippines for two decades suggests that the cash payoffs he and his group regularly make — always through a designated liaison — be seen as a necessary business expense, compensation “to approach what they would be earning were they paid decent salaries.” On the other hand, he avoids what he terms “dishonest thieves,” those motivated largely by greed. The group’s adviser helps determine when this is the case.

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Problematic Government Agencies Some government agencies have a murkier history than others. One of the more graft-ridden ones is the Bureau of Customs. One government analyst described the place as a “snake pit.” To avoid the unsavory task of negotiating this particular minefield, most importers go through customs brokers, whose fees presumably include allocations for the necessary signatures. (Savvy importers subscribe to the don’t-ask, don’t-tell approach.) The Western business executive bringing in equipment would be well advised to go through customs brokers as well (but to leave the task to his or her local partner). Other less-than-reputable departments are the Bureau of Internal Revenue (BIR); the Department of Public Works and Highways (DPWH), whose work involves large budgets and machinery; and the Department of Transportation and Communication (DTC), which grants licenses in these two vital areas. Tax collection is notoriously spotty, tax agents are susceptible to payoffs, and only huge firms with the resources and the legal know-how are in a position to challenge tax assessments and fines. The lucrative fields represented by DPWH and DTC have become even more lucrative as the country’s infrastructure has developed — in line with President Ramos’s “Philippines 2000” — and since the long-standing monopoly of the giant Philippine Long Distance and Telephone Company (PLDT) was broken up by the government.

U.S. Citizens and Bribery Be aware that U.S. citizens are subject to the Foreign Corrupt Practices Act (FCPA). This law, enacted in the mid-1970s, declares any bribery attempts by Americans in their dealings with officials of another

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country as felonies. Given how other countries may operate within the Philippines, this restriction can make it harder for American businesspeople to operate in what can often be an atmosphere of under-thetable wheeling and dealing. However, the FCPA has a provision for what it terms “facilitation payments” (e.g., cash disbursements to make sure bureaucrats do what they’re supposed to do, from signing the necessary papers to setting up meetings). Astute government functionaries, if they’re aware of this law, simply include these payments as part of the charges levied on your enterprise. In order to fully understand the ramifications of the law, be sure to seek professional legal advice, both on the U.S. side and on that of the Philippines. In the nether world that lies between legal and illegal, it pays to know exactly what to expect.

Present Changes and Future Outlook There are plans to increase the pay of government employees, but that their salaries will come close to those of their counterparts in Singapore (where government pay is generous) is highly unlikely. At this stage, only naive foreigners will expect struggling bureaucrats with families to support to not be tempted by the possibility of extra cash. Many will resist, but be prepared to deal with those who won’t.

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Names & Greetings

Prior to 1849, Filipino surnames were religious add-ons (such as Cruz or Santos) and didn’t refer to one’s family line. In an effort to eliminate the many confusions this caused, a Spanish decree was drafted, and surnames were subsequently issued — alphabetically, according to what town or city one lived in. This explains why most Filipinos have Spanish-sounding names. Filipinos follow the Western style of a given (first) name, followed by middle and family (last) names. A Filipino male often has two first names, such as Jose Maria. Sometimes, he will incorporate his mother’s maiden name into his own (e.g. Jose Maria Guerrero y Rivera — Guerrero being his father and Rivera his mother).

Nicknames & Handshakes Filipinos frown upon first names being used right away. It’s best to be formal, using Mr. or Mrs. or Miss (even Ms.), or Sir (if the person you’re addressing is older and of a higher executive rank), until invited to use more casual terms. You’ll always be on safe ground if you use the person’s title with his or her name (e.g. Engineer or

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Attorney or Chairman Guerrero). Practicing the proper pronunciation of the names of those you expect to meet will go a long way toward breaking the ice. Nicknames are extremely popular, and if you spend any time in this country, you’re bound to be given one. Many are Westernized (such as Tony or Ray), but others are typically Filipino — “Boy” (even for a middle-aged, potbellied executive) or “Baby” (even for a matron). You’ll know you’re on good personal terms when you can address someone by his or her nickname. Filipinos customarily shake hands when meeting. But don’t expect a strong grip. Handshakes are seen as ceremonial gestures rather than as demonstrations of confidence and assertiveness. What’s looked for in the visitor, beyond the formalities, are warmth, graciousness, an understanding (or at least an attempt at understanding) of local customs, and the ability to fit in with the group.

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Communication Styles A Balancing Act

In addition to the focus on the personal, the main operative social principle (as elsewhere in Asia) is consensus and group harmony. While Filipinos may not be as formal as the Japanese or the Vietnamese in their interactions with Westerners, they’re uneasy with the back-slapping kind of informality. Politeness on both individual and group levels is a must. There’s always a balancing act going on between being casual and being intrusive, between being considerate and being a bore. Maintaining the proper tension is an art, and being adept at it helps smooth channels of communication. The virtues of social interaction apply here. Do you display pakikisama (a sense of camaraderie)? Do you interact with Filipino businesspeople as though they could be part of your barkada (the circle of friends with whom you hang out)? And are you aware of the importance of hiya (individual and collective “face”)? An excellent rule of thumb is to observe how Filipinos interact with each other in social settings and to listen carefully. In Rome, do as the Romans do.

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Too Personal? You may be asked direct, personal questions — Why aren’t you married? How much did you pay for that watch? This is a Filipino way of saying that they’re interested in you as a person, as a social being. Accept such queries with good humor. Nicknames are practically de rigueur, and anyone who spends more than a few weeks in the Philippines is bound to be given one. While you’re not obliged to accept one, you may be seen as unfriendly or snobbish if you refuse.

Non-verbal Clues Every culture has ways of communicating that use means other than speech. In the Filipino context, here are a few tips: 1. Avoid pointing a finger at anyone while speaking. It’s considered terribly rude and will overshadow the importance of whatever it is you’re trying to convey. Filipinos will indicate a person or object with a glance or by pursing their lips. 2. Know that being touched on the arm or shoulder indicates that the person speaking to you feels quite comfortable with you. 3. The Filipino listener will pay attention not only to what’s being said but also to tone of voice and to volume. Raising one’s voice implies arrogance, an assertion of the individual over the group, and lack of patience. To the Filipino, a sure sign of refinement is a gentle tone, an indication of inner confidence and the ability to get things done without having to expend too much emotional energy.

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Other Guidelines 1. It may seem like a cliche, but Filipinos are quite skilled at saying “No” without actually saying it. After a certain amount of exposure, non-Filipinos should be able to spot a “Yes” that means the opposite. See it in context: Does it make sense given what else has been said? Is it being said out of sheer politeness? How is he or she saying it (e.g., facial expressions, body language)? Keep in mind that Filipinos are reluctant to disagree openly, especially with foreign visitors. The tradition of hospitality is deeply ingrained. 2. Paying attention to the subtext of business conversations means talking less. Listen, and listen carefully. Often, the more important issues are addressed indirectly, even obliquely. This is not to say straight talk is rarer than a hen’s tooth, only that it isn’t the only norm. 3. While Filipinos speak English, they have their own colloquialisms, just as you have yours. If you tend to use these, be quite certain that you’re getting your point across. A Filipino will often deem it impolite to ask for an explanation, even if he or she doesn’t fully understand what’s being said. 4. Be considerate of nationalist feelings. Many younger, well-educated Filipinos have a less sanguine view of Westerners than their forebears. If you’re perceived to be unduly aggressive in your presentation and manner, Filipinos may impute to your remarks the burden of past historical injustices. They’re especially sensitive to any suggestion that they’re not masters in their own country. 5. The formal Tagalog greeting is Kumusta or Kumusta po. The effort to learn a few phrases in Pilipino will be appreciated.

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Customs Catholicism

When the Pope visited the Philippines in 1995, a crowd estimated at four million turned out to hear him say mass in Manila. Clerics said it was the largest audience ever assembled for a papal mass. This fact reveals the depth of Roman Catholicism in a country that’s more than 80 percent Catholic. Three Christian holidays are observed nationwide, except in Muslim areas: • Christmas The Philippines may have the world’s longest Christmas season. It is not unusual to hear carols being aired over the radio in early October, and displays are put up by November. And you can expect party after party. Misa de Gallo (Mass of the Rooster), held nine days before Christmas and so-named because it ends in the wee hours of the morning, is a hallowed tradition. Afterward, churchgoers can patronize nearby food stalls that sell holiday ricecakes like Puto Bumbong and Bibingka and bracing drinks like ginger tea. Noche Buena (The Good Night) is a family banquet served after Christmas Eve mass

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that usually includes goodies like ham, suckling pig, stuffed chicken and a variety of desserts. Employees (including maids, garbage collectors and gardeners) expect some kind of holiday bonus, and it’s usual for business partners to exchange gifts. • Lenten Week (Late March, early April) Beginning with Ash Wednesday and ending on Easter Sunday, Lent is as doleful as Christmas is celebratory. Everything stops by the Wednesday afternoon of Holy Week (the week before Easter). Liturgical music dominates the airwaves, church icons are covered with purple cloth, and meatless Fridays are observed. In certain areas (like central Luzon), zealous penitents try to emulate Christ’s suffering by flagellating themselves. Urbanites head for the provinces and the beaches, taking a break from the heat as much as from work. • All Saints’ Day and All Souls’ Day (November 1 and 2) These days of remembrance of one’s deceased family members finds all cemeteries full, as families gather to spend the day there and often well into night, cleaning the graves, lighting candles, setting out food for the dead. It’s a time of introspection, for paying respect to ancestral spirits, and for catching up with family members whom one hasn’t seen for a while.

Gift Giving Gift-giving (either before or after signing a contract) is a time-honored practice in the Philippine business world. One local businessman described the practice not as a quid pro quo, but rather as a process of bridge-building, of pakikisama (not to be confused with lagay). Extravagance may connote

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bribery — and backfire. And cheap items would, of course, be insulting. Objects bearing your company name or logo (good pens, stationery, etc.) or samples of the product, be it beer or books, would be appropriate. The after-signing gift should be more expensive — dinner in an expensive restaurant or something from an upscale international store. If your partner has children, small gifts for them will be appreciated. The art of developing a business relationship may even include a weekend vacation, but most Philippine companies will not accept a gesture of this magnitude unless the deal has almost certainly been approved. Pasalubong (literally, to greet with) is the custom of bringing gifts when coming from somewhere else. It’s become customary to give whiskey to men (Scotch Black Label is a status symbol); for women, high-end fragrances are practically de rigueur. If you’re the recipient, never open a gift in front of the giver (unless they insist) or in public, as this indicates a materialistic outlook.

Town Fiestas It’s said that no day goes by without some town fiesta (honoring the local patron saint) occurring somewhere in the archipelago during the month of May — just before the rains and the planting season begin. Most fiestas feature a beauty pageant of local belles (and heavy drinking by the male populace); all culminate in a procession through the town, complete with religious floats and a fiesta queen attended by a guard of honor. Pahiyas, held in Quezon province, features houses decorated with brightly colored fruit, vegetables, farm implements and such — all made from rice wafers. Ati-Atihan in the Visayas region is a

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kind of Mardi Gras, with competing bands dancing through the streets followed by revelers sporting outlandish costumes, painted faces, birds and lizards tied to poles, etc. Other fiestas are attended by gigantes, towering figures made of cloth, paper mache and bamboo that float through the crowds maneuvered by hidden stiltwalkers. Traditional fiesta games include juego de anillo (a Spanish ring game sometimes played by boys on bicycles) and palo sebo (a bag of money is attached to the top of a greased pole).

Cockfights Cockfighting predates the Spanish colonial era, and it’s the ordinary man’s favored way of trying to make his fortune. Bets of US$2,000 to $3,000 aren’t uncommon — in a country where the average yearly income is US$1,200. Known for their exuberant plumage, game cocks are pampered on ginseng, muscle builders and high-protein feed for three years before their first fight. It’s said that in the event of a fire, a Filipino will rescue his fighting cock first, and only then his family and his possessions. On Sundays, hordes of betters converge to try their luck. Politicians have learned that patronizing local cockfights (there are about 1,500 cockpits nationwide) is directly connected to garnering local votes at election time. A three-inch razor is strapped to each rooster’s left leg, and the fights are almost always deadly. Those that don’t survive the fray (some 15 million cocks annually) are often taken home and made into a dish called talunan (loser’s repast). Attending a cockfight is a great way to observe folk culture in action.

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Superstitions Kapre are gorilla-like creatures that live in trees, smoking giant cigars that glow in the dark. Those who neglect to ask permission to pass by risk fever or death. Aswang can take the form of various animals. They like to sit on the roofs of houses; from there, their long spiny tongues slip down to suck on the fetuses of sleeping pregnant women via their navels. Manananggal are female vampires who leave their lower torsos in secret places as they search for prey. (Men who suspect that their wives may be manananggals are advised to cover the creatures’ lower torsos with salt.) Though such primitive fears tend to flourish in the provinces and among the uneducated, many supernatural beliefs are harbored by sophisticated urban dwellers as well. Owners of a newly built home or just-occupied office will have a priest to bless the premises to foil their occupation by mischievous spirits (which may, for example, bang on doors at odd hours or leave hot stones inside a locked dwelling). Often, care is taken that the steps to the main entrance aren’t divisible by three. Some buildings show signs of feng shui, the Chinese art of geomancy. And it’s not uncommon for business executives and politicians to wear anting-anting around their necks — amulets that often feature Christ or a saint, along with fractured Latin inscriptions. The late Ferdinand Marcos had regular sessions with a psychic and believed in the mystical significance of the number 7. His dictatorship came to an end on February 25th (2 + 5 = 7), and the rebellion that terminated his twenty-year rule lasted 77 hours. Such ironies weren’t lost on the populace at large.

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Dress & Appearance

Filipinos pride themselves on neatness and stylishness. Even poorly paid office workers take fastidious note of appearances. Since dress connotes social status, the better dressed you are, the more respect you’ll be accorded, at least initially. Foreigners will be carefully scrutinized, from the cut of their hair to the knot in their tie and the polish of their shoes. Dress, therefore, according to your status.

Business Attire Dressing for business usually means a tie and a conservative, well-tailored suit for men. In some cases, a Barong Tagalog — a transparent, longsleeved shirt woven from either piña (pineapple fiber), jusi (raw silk) or cotton and worn, untucked, over a plain white T-shirt (camiso de chino) — is also appropriate. Excellent tailors and dressmakers can produce quality, made-to-measure apparel at reasonable prices, and they’re adept at imitating any styles you may fancy. Just bring a magazine or newspaper illustration to show them exactly what you want.

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Businesswomen should dress on the staid side, with a dash of color. Avoid miniskirts. Chic conservatism and Western styles predominate. However, pant suits are impractical in the tropical heat. When it comes to dressy evening wear, well-to-do Filipinas tend to take their cue from the latest Italian and French fashions.

Informal Attire Blue jeans, shorts and T-shirts, as long as they’re neat and clean, are perfectly acceptable at barbecues, beach outings and the like. Torn jeans may be a tolerable fashion statement in the West, but here they’re considered déclasse. In some churches (particularly in the provinces), communion is denied to women wearing sleeveless dresses, regardless of the heat.

Ethnic Clothing Traditional attire for women depends on the region from which she hails, but for lowland Christian Filipinas, this usually means a floor-length skirt and a terno bodice with butterfly sleeves — otherwise known as the Maria Clara gown. There are also handsome Barong Tagalog blouses for women. The non-Muslim hill tribes of Mindanao — such as the T’boli, the Bagobos and the Mandayas — are known for their colorful and ornate ceremonial attire, which can include beadwork, embroidery and applique, as well as intricately woven cloth.

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Reading the Filipinos

Because of the cultural emphasis on smooth interpersonal relationships (what educated Filipinos call SIR), most communication is indirect. Euphemisms are common and teasing is an acceptable method of criticism. Humor is often used to make a situation more comfortable, and it shouldn’t be regarded as inappropriate behavior, even if it seems so at times. Filipinos are often leery of “Americanized” compatriots who refuse to speak Tagalog even in the company of other Filipinos. In many cases, Filipinos who speak English with an American accent are considered pretentious; even highly educated Filipinos will try to speak English with the native accent in order to avoid being accused of such. (A British accent is considered the height of pretentiousness.)

Gestures and Expressions •

Filipinos smile constantly, but smiles and laughter don’t necessarily indicate happiness or amusement. A smile clears the air when a Filipino disagrees with whomever he is smiling

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Passport PHILIPPINES at. It can disguise anger or embarrassment. If a discussion is rocky, your counterpart’s smile may hide a great deal of irritation, even some confusion. At the same time, the smile reiterates a commitment to being polite at all times. Staring is considered rude and confrontational. To call someone, hold your hand out, palm outward, and make a scooping motion with the fingers. Beckoning someone with the palm up and wagging one finger can be construed as an insult. Informally, Filipinos call each other by hissing, “Psst!” or saying, “Hoy.” Standing tall with arms akimbo is taken as an act of belligerence. Filipinos making their way through a crowd or between two people who are conversing look down and stretch a flat hand or both hands in front, indicating the direction to be taken. Filipinos may greet each other by making eye contact followed by a raising and lowering of the eyebrows. However, a Filipino will avoid eye contact with a stranger, as it may be interpreted as aggressive or confrontational. It’s considered bad taste to show one’s emotions — be they anger, sorrow, mirth or joy — in public, unless one is with very close friends or family members. Filipinos are usually reserved but will often ask strangers personal questions to show they are interested in the company. When a Filipino “loses face,” he or she usually resorts to tampo, a kind of sulking or silent treatment in which the offending party is expected to exert all efforts to make amends. Tampo is relieved by a sincere apology or, in some cases, by a series of friendly overtures.

Reading the Filipinos •

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Worse than tampo is pagtatanim ng galit, which takes offense to a higher, sometimes fatal, degree. In this case, the offense has jeopardized one’s honor to the point where the situation is no longer remediable and is often resolved only by vendetta.

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Entertaining A Riot of Tastes

Philippine culture revolves around food. A standard greeting is Kumain ka na ba? (Have you eaten?) Like the culture itself, Philippine food is a riot of tastes and sensations. Filipinos rarely cook anything by itself, except for fish, which can be broiled or grilled. Chicken, vegetables and noodles are combined in soups or stews. Rice accompanies all meals, even traditional breakfasts of eggs, cured meat or fish, pan de sal (sourdough bread), fruits and hot chocolate or coffee. Food is served communally. Use a serving spoon, but never let the rice land on any shared foods. (Rice is placed on the plate together with meat, fish and vegetables but seldom mixed together with them, unless the dish includes sauces or broth.) If meals are served individually, a Filipino will entreat you to try food from his plate. Common condiments are bagoong (a pungent fish or shrimp paste), patis (fish sauce), and soy sauce with kalamansi (native lime). Most restaurants have Western-style settings. This is where you’ll truly experience the culture’s

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fabled hospitality. Your host will almost always order a lavish and diverse array of food for the table. Unlike Chinese meals, which feature a number of different courses, everything will most likely be piled on the table at the same time. Remember: the person who invites pays for the meal. Spouses are invited to dinners, but not to luncheons. If you’re the host, reconfirm invitations at least once. Also be aware that Filipinos rarely respond to an RSVP.

A Sampler Derived from various cultures over a period of centuries, the food of the Philippines is rich and varied. There’s the lusty spiciness of South Asia, the many flavors of China, the rich sauces of Spain, and even the convenience of American fastfood, all blended to create something delightfully cosmopolitan, exotic and sarap (delicious). Adobo — chicken and/or pork stewed in soy sauce, vinegar, garlic, bay leaf and pepper. Often called the Philippine’s national dish. Lechon — roasted whole suckling pig, a standard for fancy occasions. Lechon de leche, roasted newborn piglet, is a delicacy. Inihaw — barbecued meats or grilled fish and served with soy sauce and kalamansi, patis or bagoong. Sinigang — a native bouillabaisse flavored with tamarind. Dinuguan — a stew of pig’s blood, innards, meat, chilis and peppers, often served with puto (rice cakes sometimes eaten with grated coconut). Pinakbet — a stew of eggplant, okra, bitter melon and other vegetables, spiced with bagoong. Puchero — a stew of beef, pork, chicken, chorizo (Spanish sausage), potatoes, plantains (cooking bananas) and vegetables in a tomato base, served

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with a sauce of crushed eggplant and garlic. Sisig — popular in “beer houses,” this is a sizzling platter of diced pork cheeks and liver, generously spiced with onions and peppers. Rellenong bangus — milkfish stuffed with onions and tomatoes, then grilled. Kare-Kare — oxtails, tripe and greens stewed in thick peanut broth. Crispy Pata — roasted leg of pork, with crispy skin. Halo-Halo (literally, all mixed up) — any combination of the following, layered with shaved ice: nata de coco (agar-agar), jackfruit, sweet red beans, shredded cantaloupe, macapuno (young coconut), ube (purple yam), leche flan (custard), ice cream and/or milk. Crema de fruta — a pastry made of layers of cake, fruit and cream. Brazo de Mercedes — a roll of merengue filled with a rich egg-yolk pudding. Fruit — Local fruit includes durian (whose flesh, it’s said, “tastes like Heaven and smells like Hell”); mangosteen (inside its dark red casing are tangy, perfumed, edible white wedges); atis (fleshy, with hundreds of seeds); cherimoya (also known as custard apple); santol (similar to sour litchi, often eaten with coarse rock salt); rambutan (a lychee-like fruit hidden inside a spiny red casing); and jackfruit (sweet, bright yellow flesh).

Business Meals Some transactions may be conducted over “power” breakfasts in hotel coffee shops, where regulars — as well as politicians — hold court. Here, alliances are developed and business deals concluded and/or celebrated. Business lunches are considered casual meetings; dinners or cocktails are

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reserved for a more developed stage in the relationship. (A dinner invitation will be accepted by a Filipino only if he or she feels comfortable with you.) As always, be aware of “Filipino time,” and allow 15 to 30 minutes for tardiness. On the other hand, some local business partners may be on tight schedules, so try to avoid being late yourself.

Kamayan Kamayan is a meal in which fingers, rather than silverware, are used for eating, and one’s food is placed on banana leaves rather than on plates. This traditional way of dining can be quite convivial. Your host will show you how to do this, and any effort on your part, no matter how clumsy, will be appreciated. You’ll probably be given a bowl of steaming water and kalamansi slices before and/or after a meal. Squeeze the kalamansi into the water, dip your hands, then dry them with a table napkin.

Dining in a Private Home Degrees of intimacy can be gauged by the kind of social invitations extended. Being invited to someone’s home means the host is comfortable enough to show you his private quarters (unless he or she is Chinese — the Chinese rarely entertain at home). Filipinos are generous and very hospitable hosts. Being invited to a fiesta, a birthday or a baptism means that you’re being welcomed into the family circle. Again, it’s socially acceptable to be 15 to 30 minutes late. In fact, a guest who is punctual is considered overeager. It isn’t necessary to bring gifts, but a bottle of wine or scotch, a cake, or flowers for the host’s wife will be appreciated. Most households you’ll be invited to have servants and a cook.

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There may be numerous guests, including relatives, to whom you’ll be individually introduced. The atmosphere will generally be casual, but it’s best to remember that in the Philippines that can mean anything from coat and tie, to sportscoat and no tie. Never appear to be too eager to begin eating. Allow the host or hostess to coax you several times to sit down. Compliment the cook with a hearty appetite and a willingness to try new foods. To indicate that you’re finished, leave a small portion of food on your plate; a clean plate indicates that you’re still hungry. It’s best to avoid controversial or political topics. If the unspoken agenda is to discuss a business matter, bring it up casually and after dinner. Pabaon is the custom of giving a parcel of food to departing guests, especially after a feast. If one is offered to you, accept it with good grace.

Merienda Somewhat similar to the British tea, merienda is an afternoon repast, a snack offered somewhere between lunch and dinner. But at times it can be a meal in itself, with fare ranging from pansit (noodles with vegetables, shrimp and pork) or lumpia (similar to Chinese eggrolls, they may contain shrimp, pork, heart of palm or other goodies) to carabao (water buffalo) cheese and locally cured ham, to pastries and coffee. Originally borrowed from the Spanish, merienda is now a thoroughly Filipino habit.

Social Drinking Cerveza de San Miguel has been brewed in the Philippines since 1890 and is a source of pride; most meals will be accompanied by several rounds of

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this popular beer. In fact, the number of bottles consumed is often equated with virility, and men will sometimes conspicuously display their empty bottles. Some social gatherings can turn into all-night drinking sessions. Be aware of the tagay system — wherein guests are expected to drink up from a cup which goes around, and to miss a round is to earn the reproval of the drinking party. Local liquor, such as gin or rum, is also imbibed during these parties. Sioktong is a Chinese herbal liquor favored by elderly women in the Visayas and Mindanao for its alleged nutritional value. (The name also used to refer to backyard bootleg concoctions.) Lambanog is an extremely potent local drink. In “polite” society, however, tagay is rarely practiced, and wine or quality (that is, imported) liquor may be offered. Be careful when imbibing alcohol at midday when it’s hottest. Though you may be having a social drink in an air-conditioned restaurant, the heat can still make that 12-ounce ice-cold San Miguel as effective as any sleeping pill.

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Socializing Sports

Basketball is a Philippine obsession. Familiarity with local teams will win you extra points. Lately, football games have also become a passion, especially among those with access to cable TV. Jai alai is popular with those who like to wager. There’s also scuba diving (including night diving) and bowling, but baseball has few followers. Former dictator Ferdinand Marcos was said to have conducted most of his questionable dealings over rounds of golf (a fact that hasn’t diminished the sport’s popularity). The Philippines has numerous first-rate golf courses, thanks to a booming tourist industry patronized by Japanese sararimen (businessmen). Some of the best golf links are just outside Manila or in Baguio; others, such as those in Cebu, may require plane travel.

Escort Services On some occasions, a host may offer his male guests a professional escort. This is a not uncommon aspect of many business transactions. In some instances, the host will even underwrite all

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expenses. As elsewhere in the world, most escort services are fronts for prostitution. As with any activity of this nature, be careful of drugs and avoid unsafe sex. According to some reports, more than 30 percent of Manila’s prostitutes are infected with the HIV virus that causes AIDS. Your host will understand if you choose to turn down his offer. Male visitors may also be treated to a sauna and massage. While there are a number of legitimate massage parlors, here again, one may be offered more than a massage.

Karaoke Karaoke means “empty orchestra” in Japanese. These bars have sprung up like wild mushrooms and feature both Filipino and Western music. A social occasion may involve a trip to one of these. One’s singing ability is far less important than one’s social camaraderie. If you’d like to brush up ahead of time, there are minus-one (music only) tapes available in local music stores.

Other Diversions Most major cities offer a variety of entertainments, including shopping, theater, discotheques, and music bars that dish out everything from jazz to vintage rock n’ roll. Ballroom dancing (often in local nightclubs) has become so popular among wealthy Philippine socialites that dance instructors and professional dance partners may earn more than bank managers. The Philippine film industry dates back to 1919. Today, it specializes in making exuberant romances and action films in which a folk hero manages to save the day for the common masses. Metro Manila boasts more than a hundred movie houses.

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Manila’s Malacañang Palace, the traditional home of governors and presidents, now houses a museum. It’s biggest draw? Former First Lady Imeda’s designer shoe collection. Three thousand pairs are on view in the basement, including her battery-operated disco pumps with lighted heels. Also worth visiting is the Chinese Cemetery; some of its lavish tombs are even air conditioned. The Ifugao Rice Terraces (a ten-hour drive from Manila) are considered one of the great engineering marvels of the modern world. Carved out of the Cordillera Mountains like spectacular staircases, they cover 259 square kilometers (100 square miles) and are the highest and most extensive in existence. Believed to have been built terrace by terrace, beginning at the time of the birth of Christ, they would, if placed end to end, reach more than halfway around the world. At Pagsanjan Falls (where remnants of the set of Francis Ford Coppola’s film “Apocalypse Now” can still be found), visitors can take a banca (canoe-like boat) under the falls and then shoot the 11 sets of rapids back downstream. Baguio (about 300 miles north of Manila), with its high altitude, cooler temperatures and evergreens, is a popular retreat from the tropical heat.

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Basic Tagalog Phrases

English

Tagalog

Good morning Good evening Hello

Magandang umaga po Magandang gabi po Kumusta

Good-bye

Paalam

Yes No

Oo (Opo, respectful term) Hindi (or Hindi po)

Welcome/Long life

Mabuhay

Thank you

Salamat po

How are you?

Kumusta ka/kayo?

How much?

Magkano?

My name is _____

Ako po si ____

I don’t understand

Hindi ko naiintindi han

Do you speak English?

Nagsasalita ba kayo ng Ingles?

Can we meet tomorrow?

Pude ba’ng mag-meet bukas

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Correspondence

Mailing addresses follow the typical Western format. Thus: Ignacio R. Mercado Research & Development Tabacalera Company 900 Romualdez Street Ermita Manila There are no street mailboxes. Correspondence can be mailed from a post office or hotel (ask at the front desk), or it can be delivered to local destinations by messenger.

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Useful Numbers

When dialing the Philippines from another country, use that country’s international access code and the country code for the Philippines, [63]. • International access code from the Philippines . . . . . . . . . . . . . . . . . . . . 001 • City codes: Manila . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(2) Cebu . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(32) Davao. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .(62) • Emergency (in Manila) . . . . . . . . . . . . . . . . . . 166 • Directory assistance. . . . . . . . . . . . . . . . . . . . . 114 • International operator . . . . . . . . . . . . . . . . . . . 108 • Domestic operator . . . . . . . . . . . . . . . . . . . . . . 109 • Philippine Airlines. . . . . . . . . . . . . . (2) 816-6691 • Dept. of Tourism . . . . . . . . . . . . . . . . (2) 599-031 (2) 501-728 • American Express . . . . . . . . . . . . . . (2) 521-9492 • Thomas Cook . . . . . . . . . . . . . . . . . . (2) 816-3701 • Federal Express . . . . . . . . . . . .(2) 833-7586 to 89

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WORLD TRADE P Books R & Internet E S S Addresses

Considering Filipinos, by Theodore Gochenour. Intercultural Press Inc., Yarmouth, Maine, USA, 1990. A comprehensive, popular psychology guide to Filipino mores. In Our Image, by Stanley Karnow. Random House, New York, USA, 1989. A Pulitzer prize-winning journalist explores the role of American policy in Philippine history. Bewitching Women, Pious Men: Gender and Body Politics in Southeast Asia, edited by Aihwa Ong and Michael G. Peletz. University of California Press, Berkeley, California, USA, 1995. Essays examine male and female roles in the Philippines and elsewhere, along with the historical forces that shaped them. Plundering Paradise: The Struggle for the Environment in the Philippines, by Robin Broad with John Cavanagh. University of California Press, Berkeley, California, USA, 1993.

Books & Internet Addresses

Web Sites AsianNet http://www.asianet.com Philippine Business Online http://is.eunet.ch.astarte/pbo/quick.htm Philippines 2000 http://www.webquest.com/phil2000/ The Philippine Cyberspace http://www.i-way.com.ph/fil1/htm

Other Addresses Philippine Exporters Confederation, Inc. Philippine International Convention Center CCP Complex, Roxas Boulevard Manila, Philippines Phone: [63] (2) 833-2531 to 34 Fax: [63] (2) 831-3707 or 831-0231 Department of Trade and Industry Board of Investments Investment and Marketing Department 385 Sen. Gil J. Puyat Avenue Makati, Metro Manila, Philippines Tel. [63] (2) 868-403 / 867-895 / 875-602 Philippine Industrial Estates Association PHILEA DESK (OSAC) G/F Industry & Investment Bldg. 385 Gil Puyat Avenue Makati, Metro Manila, Philippines Tel. [63] (2) 818-18-31 to 39 FAX [63] (2) 810-97-28

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Passport to the World Series Your Pocket Guide to Business, Culture & Etiquette

Other Passport to the World Books • Passport ARGENTINA • Passport BRAZIL • Passport CHINA • Passport FRANCE • Passport GERMANY • Passport HONG KONG •Passport INDIA •Passport INDONESIA • Passport ISRAEL • Passport ITALY • Passport JAPAN • Passport KOREA • Passport MALAYSIA • Passport MEXICO • Passport RUSSIA • Passport SINGAPORE • Passport SOUTH AFRICA • Passport SPAIN • Passport TAIWAN • Passport THAILAND • Passport UK • Passport USA • Passport VIETNAM Available from your local bookseller or order direct.

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