1. Slide 2-1 ASIA/PACIFIC & INTERNATIONAL REAL ESTATE 2. Cultural Influences Page 31

2. Slide 2-2 High Context/Low Context High Context Values formality, face- saving communication, relationships Relationships first Nonverbal communication Time is fluid, flexible Low Context Values informality, results, direct communication, fast pace, and punctuality Relationships interfere with business Precise agreements Time is money Page 33

3. Slide 2-3 Social Values Personal savings rate Individual versus the group Relationships Family loyalty Saving face Page 33-35

4. Slide 2-4 Religions and Beliefs Religious and ethical beliefs influence personal and family life, business conduct Major religions  Buddhism  Confucianism  Taoism  Hinduism  Islam  Christianity Page 37

5. Slide 2-5 Numerology Forecasting the future by numbers Lucky/Auspicious  2, 5, 3, 6, 7, 8  Double-digits Unlucky/Inauspicious  4, 13  Single-digits Page 38

6. Slide 2-6 Feng Shui Observing geography and topography to predict the future Achieving balance between the opposing yin and yang  Good—south facing windows, undulating terrain, uncluttered spaces  Bad—sharp corners, glass doors, front and back door aligned Page 39

7. Slide 2-7 Confucianism 5 basic virtues: seriousness, generosity, sincerity, diligence and kindness 5 principle relationships Strive for harmony and order, morality, correctness of social relationships, justice, sincerity Page 40

8. Slide 2-8 Taoism “The Way” Harmony with nature Behave naturally and spontaneously Followers should be:  Plain  Non-aggressive  Accepting of change  Content with what one has Page 41

9. Slide 2-9 Islam 5 pillars of Islam  Faith  Prayer  Fasting  Charity  Pilgrimage Legitimate profit = fair return for risks Illegitimate profit = usury, speculation Obligations must be met Islamic financing Page 42

10. Slide 2-10 Shinto Four Principles  Family including ancestors  Respect for nature  Cleanliness  Honor for the spirits living in harmony with nature and other people Kami (spirits) can inhabit a place or natural feature Page 43

11. Slide 2-11 Buddhism The 8-fold path 4 Noble Truths Religious experience through meditation and withdrawal Optimism, respect for life, moderation, love of all mankind Every person has the potential to attain Nirvana Page 44

12. Slide 2-12 Hinduism Reincarnation continues until spiritual perfection achieved Accumulated good and bad deeds creates karma Duty, acceptance, patience, respect for all living things, and personal responsibility Page 45

13. Slide 2-13 Sikhism Balance work, worship, charity, and defense of the rights of all humans and creatures Optimism, temperance, tolerance, justice, prudence, and dutifulness Set a good example in business All share the name Singh Page 46