Australia: Let's Make a Deal!
From ExecutivePlanet.com
What you should know before negotiating
It is appropriate to present a business card at an introduction.
Australians like to talk business from the start, with very lilttle small talk. Speak plainly and expect what you say to be taken literally. In turn, interpret what Australians say to you in the same direct manner. Often, Australians will be trusting of people they consider their equals.
Australians are usually distrustful of authority and of people who think that they are somehow ‘better’ than others. During conversation, remain modest at all times, and refrain from drawing attention to your education, professional experience, business success, and related achievements. You must never give an impression that your organisation is doing better than their organisation.
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Cynicism is an important part of the national character. A great deal of cynicism is directed at people who seem too wealthy or powerful. In this culture, there is greater respect for the ‘underdog’.
Australians generally dislike negotiation and aggressive sales techniques. They value directness, therefore presentations of any kind should be straightforward, with an emphasis on both the positive and negative outcomes.
Keep your presentation simple and ‘to-the-point’. Digressions or excessive details will not be well-received by an Australian audience. The facts, details, benefits and downsides of a proposal should be clearly presented. Anything that resembles ‘selling’, trying to impress, or assumption of acceptance will be challenged.
Modesty, casualness, and an air of nonchalance are characteristic attitudes in Australian business culture.
Once they establish equality, Australians will negotiate based on a win/win principle. It is wrong to assume that because of your brand name or ‘global success’ you will be accepted by Australians. Quite the contrary, that may make them cynical and difficult to convince.
Australians tend to be receptive to new ideas. Generally, they are analytical, conceptual thinkers. It is at the meeting table that problems are solved and decisions made. Australians are comfortable with time lines, agendas and deadlines and tend to adhere to them. They will not avoid confrontation or negative responses if they feel they need to question something.
Established rules or laws usually take precedence over one's feelings. During negotiations, company policy is strictly adhered to at all times. Empirical evidence and other facts are considered the most valid forms of proof. Feelings of any kind are usually regarded with suspicion, particularly for decision-making purposes.
In presentations and conversation, Australians are often receptive to sporting analogies.
Among all individuals, regardless of rank, communication is direct and slightly informal. Hierarchies in Australian organisations exist for clarity of decision making, not because ranking is important. Those who will sit with you in a meeting usually have the power to make a decision.
Australian business persons may emphasize profit over market share.
Refrain from discussing your personal life during business negotiations.
Generally, Australians do not like or trust people who appear to give excessive praise, which raises the suspicion that they are being set up to be embarrassed or misled in some way. Moreover, Australians dislike being pressured and will only resent the stress that accompanies high expectations.
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The work environment in Australian business culture tends to be collaborative. Before a decision is made, top management will consult subordinates and their input will be given careful consideration. It will be in your best interests not to try to rush this process. Negotiations usually proceed at a fast pace and bargaining is not customary. Australians will expect your initial proposal to have only a small margin for negotiation.
Deadlines and producing results are the main sources of anxiety in this culture. Decisions of any kind must be in accordance with company policy. Informing against one's ‘mates’ is regarded with disgust in this culture.
If you are teased, take it good-naturedly; you may tease back in a friendly, rather than mean-spirited manner.
In the workplace, men may not always treat women as equals, and Australian women are still struggling for increased salary and positions of authority.
