UNDERSTANDING FILIPINO BEHAVIOR Filipinos are great at using facial expression and body language to tip off others on what is really going on their minds. 1. 2. 3. 4. 5. 6. Nervous twitching of the nose A frown Gestures of the hand Shrugging the shoulders Looking the other way Crossing the arms

A Pinoy YES means: 1. He does not know. 2. He is annoyed. 3. He wants to impress. 4. He wants to end the conversation. 5. He half understood the instruction or what is being said. 6. He is not sure of himself. 7. He knows better than the one speaking to him. 8. He doesn¶t know what to do; it¶s a shame to admit a weakness. So ³yes´ na lang. Subukan Ko (I¶ll Try) - ³I can¶t produce the goods on the date you gave but I don¶t want to upset you by saying no.´ - Sometimes referred as Pabalat-Bunga.

FOUR CONCEPTS IN UNDERSTANDING FILIPINO BEHAVIOR y Amor Propio or Self Esteem - illustrates the need of the Filipino to be treated as a person, not as an object. - used to indicate acceptance of any fate rather than to be criticized. - with this Pinoy characteristic, it is quite difficult to admit mistakes that one may have committed.
y y

Hiya or Shame close to a feeling of inferiority, shyness and embarrassment or alienation. experienced in the presence of superior status when one is a failure of lower status. Utang na Loob or Debt of Gratitute refers to a feeling of obligation or of indebtedness which develops when one has done a favour for another. those debts are not settled by money. unlike the loans of money where interest is fixed, these transactions do not involve the concept of interest.


According to Ernesto A. 4. and what we see is how others see it. 7. . Know yourself and have a very high level of self-awareness. 9. Gang Mentality ± the leader is strengthened by the support of his group.y - Pakikisama or Getting Along Together the Filipinos¶ desire for smooth interpersonal relations. Recognize that there are different attitudes towards risk and even towards time. 3. Never assume that what we want is how others want it.The Filipino¶s authoritarian-centered orientation is a throwback of the tribal psychological roots traced to the early traditions. Franco in his book. .helps facilitate reconciliation of differences and interest. . which in turn can spur economic growth and foster peaceful social change and development. Define your value system. . INDIVIDUAL AND GROUP PERSONALITY . the interests of the other party. 6. ³Pinoy Management´. Separate the people issue from the problem issue. .is an art that firms must be knowledgeable about if they want to stay afloat in today¶s highly competitive environment. seeks assistance from them when needed and is ready to help when his informal group not as a one-time transaction but as an ongoing relationship with the public. 2. Perish the thought that the size of the pie under negotiation is fixed. 10. y To be forewarned is to be forearmed. Determine your preferred negotiating style. the Filipino treats responsibility in terms of signals or instructions from the boss or leader. 5. Beware of the winner¶s the most reasonable strategy to keep industrial peace.will result in the restoration of good working relationship. both suppliers and consumers The Use of Power in Negotiations y Useful Summary Checklist to Stay Clear of the Common Mistakes in a Negotiation 1. 8. . ³The best way to avoid conflict is to make someone feel good.´ THE ART OF NEGOTIATION Negotiation . and the context in which the negotiation is being done. Ensure a disciplined preparation by firming up your own interests. the viewed as a useful tool in the problem solving process. Overconfidence leads to lack of a tool that facilitates an agreement. . .

Hard work . 2 (there is a need for no. Medical and Engineering profession 2. Filipino work ethics . Core Values 1. understands and practices professionalism.the wholeness of a man¶s nature. Kailangan may no. . Lumayo sa Madalas Matalo (Avoid Losers) .TRANSFORMATION VALUES OF THE FILIPINO . Farmers 2. Be an Expert on Timing 5.It involves the new way of thinking to perceive the real world and its complexities. Tsismis Machine (Grapevine Machine) 3. High end company management in the private sector Workers are effective when they do not confuse activity for results and deliver precisely what has been called for.The transformation of one¶s values also involves moral maturity. 2) 2. Workers are efficient when their outputs. Janitors 6.Garbage handlers 5. Showbiz and entertainment 3.requires that we share our talents and materiel possessions with those who are unfortunate and poor. Media and public relations 4. Factory workers 8. Social justice . Love and Faith .the basis for everything worthwhile you will achieve in life. Kailangan may Hatchet Man (there is a need for Hatchet Man) 4. Truth. ethics must reflect a Filipino belief in the intrinsic value of work. SOME PRACTICAL MANAGERIAL STRATEGIES 1. 3. are of the highest possible quality at any point in time. 2. produced with the least amount of be ready to deny what is false and to accept what is true is needed for intellectual conversion. A responsible worker. Clerks 7. a clerk or an executive assistant. Teachers 3. Members of the police force 4. Integrity . whether a janitor or a company president. Kinds of work which may pay poorly 1. Soldiers Kinds of work which pays quite well 1.A person¶s values are not acquired through genetics because one has to personally cultivate it and live it. .

A generally more conservative orientation that value and perpetuates the things which have worked in the past. in order to get ahead.Insensitive to feeling to the feelings of people. THE CYBERKIDS Cyberkids ± uses computer technology to perform their jobs on a faster pace.Filipino boss is less forgiving to foreigners. .´ or of maintaining control.Filipino middle management subcultures according to Gonzales . . including an adherence to the value of doing the work well and going the extra mile to get it done. . usually by having a good work reputation. not getting to the point.who were born before the computer were in wide spread. . particularly to one¶s direct superior. . .They see the vision as belonging to leader who shoves the goals down which limits autonomy. Transition People .A belief that rank has its privileges.A reasonably strong work ethic.A belief in the need to defer to authority. How Westerners see Filipinos? .³pushy´ style How Westerners see Filipinos? .Confusing.The Filipino leader first talks to everyone then they develop a vision. it is necessary to be credible to the top. .A belief in the value of staying ³on top of the situation. Gonzales also characterized the Filipino Top Management subcultures through the statements below: .³trying to please anyone´ How Filipino see Westerners? . . . . I don¶t have time for this. .A belief that.A belief in the need for a strong and stable organization populated by loyal conformists who believe totally in the company and who will work their hearts out for it.A belief in the value of inclusion.A belief in the value of maintaining good interpersonal relations with everyone in the organization. .A belief that the company is part of one¶s family as well as a belief that a member must know and maintain rightful places in the social hierarchy of the organization. DIFFERENCES BETWEEN FOREIGNERS AND FILIPINOS AT WORK How Filipino see Westerners? .

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