Business culture of Madagascar

Madagascar, an island country located off the southeastern coast of Africa, is known for its unique wildlife, stunning landscapes, and rich cultural heritage. When doing business in Madagascar, it is important to understand and respect local cultural etiquette.

Greetings

Handshakes are the most common greeting in Madagascar and are acceptable for both genders. It is customary to greet the oldest person first. Address people by their titles, such as "Monsieur" or "Madame", followed by their last name.

While punctuality is appreciated, meetings often start late. Be patient and flexible with your schedule.

Try to learn the correct parts of speech in the local language: French or Malagasy. Saying "hello", "thank you" or any other pleasantries in their language will show your respect to your partners.

Dress Code

Loose trousers are acceptable for men, suits are optional. Women wear modest skirts or business attire.

Business Cards

Business cards are usually given out during the first meeting. Try to provide a business card with a French translation. Writing on business cards in red ink is considered bad luck and can also be seen as rude.

Gifts

Gift giving is a common practice in Madagascar and can help strengthen relationships. Offer gifts that reflect the recipient's interests or something from your home country. Avoid expensive items that could be seen as a bribe.

Give gifts with both hands as a sign of respect. Gifts are usually opened later in private. Be aware of cultural sensitivities and avoid gifting items that may be considered taboo or offensive in Malagasy culture.

Communication Considerations

Malagasy culture places a premium on social harmony, known as fihavanana. Direct confrontation is often seen as destructive, leading to a preference for indirect communication. Likewise, in this collectivist culture, it is important to avoid public criticism and save face. Negative feedback may be given subtly or in private.

Non-verbal cues play an important role in Malagasy communication. Subtle gestures and body language can convey unspoken messages. Maintaining eye contact with superiors demonstrates respect. Silence is not necessarily perceived as awkward. It can be used for reflection or to give others a chance to speak. Understanding these nuances is key to effective communication.

Formality and Hierarchy

Madagascar's business landscape is characterized by clear hierarchical structures. Many Malagasy businesses follow a pyramidal structure with a clear chain of command. Top-down leadership is common, with authority concentrated at the highest levels. Lower-level employees may have less autonomy and decision-making authority.

French, a legacy of colonialism, is often used in formal business situations, requiring a certain degree of formality in communication. Respect for authority figures is ingrained in Malagasy culture.

Communications with superiors may be more formal and deferential. This formality is consistent with Madagascar's hierarchical business structures, where decisions are made from the top down.

Negotiation Practices

Negotiation practices in Madagascar are influenced by cultural norms and tend to be more indirect than in some Western cultures.

Establishing trust and rapport is paramount in Malagasy negotiations. Initial meetings often involve introductions and social interaction before diving into business. Negotiations can be lengthy, with the emphasis on reaching a mutually beneficial agreement.

Be prepared to adjust your initial offer and demonstrate a willingness to compromise.

Negotiation is considered a normal part of the business process in Madagascar. Prices are negotiable in most situations. Both parties are expected to make concessions to reach an agreement. Be prepared to offer a discount or adjust your terms slightly, but do not give too much up front.

Respect for authority figures is important in Malagasy culture. Negotiations often involve senior members of both parties.

Malagasy communication can be indirect, so pay attention to nonverbal cues and avoid being too pushy. Disagreeing publicly or being overly aggressive can be seen as disrespectful. Focus on finding mutually beneficial solutions and do not make the other party feel pressured. Phrase requests or concerns politely and indirectly. Use body language and pauses to understand the full message. Allow time for responses and avoid rushed conversations.

Business Lunch Etiquette

• Wait for your host to begin the meal and follow his or her instructions regarding seating arrangements and meal times. Older men are served first.
• Use your utensils correctly: hold your fork in your left hand and your knife in your right. Some traditional dishes are eaten with your hands.
• It is polite to avoid eye contact while eating.
• Wait for your host to make a toast before taking a sip. Respond to the toast with a brief acknowledgement and a light raise of the glass.
• Be prepared to sample local dishes and respect your host's dietary restrictions and preferences.

Holidays and Observances

Madagascar celebrates a mix of international holidays, national observances, and unique cultural celebrations. These holidays can significantly impact business operations, so it is important to understand them to ensure your business operates smoothly here.

Most businesses and government offices remain closed during holidays. Some major statutory holidays include:

• New Year's Day (January 1). A day off.
• Women's Day (March 8). Businesses may operate on reduced hours or with reduced staff on this day.
• Martyrs' Day (March 29). This day commemorates the Malagasy people who died during the 1947 uprising against French colonial rule. Government offices and public organizations are generally closed on this day.
• Easter Monday (variable date). Easter Monday, the day following Good Friday, is a Christian holiday celebrated in Madagascar.

Businesses may adjust their opening or closing hours based on the religious affiliation of their workforce.

In addition to national holidays, there are regional variations in Madagascar. These customs have deep cultural significance for certain communities and can impact business operations in those areas. A prime example:

Famadihana (turning of the bones): This unique Malagasy tradition involves exhuming the remains of ancestors every few years for a purification ceremony and reburial. Famadihana is especially common in the southern regions of the country.