Switzerland: Let's Make a Deal! - Part 3
From ExecutivePlanet.com
Some final remarks
The Swiss are good at making you believe that 'you get what you pay for.' They will make you feel that you have made a questionable proposal if you try to drive too hard a bargain. They remain straightforward in negotiations and make a genuine effort to see matters from the opponent's perspective. Moreover, they are quick to make helpful suggestions, even when it is not necessarily in their own interests. Their primary goal is an equal partnership and mutual benefit.
It is a curious paradox of Swiss business culture that decision-making is an autocratic process founded in consensus. The German Swiss in particular are good team players; the boss is one of the team and it is the team that reaches a decision. However, there is a rigid, deeply entrenched hierarchy; only the highest individuals in authority really make the final decision. Moreover, although everyone involved or affected must be in agreement, the final decision will pass unquestioned once it is reached. The Swiss strive to avoid conflict and disagreement and are uncomfortable with the anarchy of a brainstorming session but work together within a clear and respected hierarchy under the guidance of a leader who makes the decision that has been previously accepted by all concerned. This need for consensus inevitably slows down the decision-making process. French and Italian Swiss are less rigid in their approach but remain more Swiss than French or Italian.
You should be warned that individuals with seniority, rank, and authority are often very discreet in exercising their power. Frequently, they will assume an air of [apparent] modesty and kindness. In most organisations, though, a person's car and the location of his or her parking space in the company lot will be key indicators of their real status.
For the most part, the Swiss are reliable, efficient and can be trusted to follow through. They are also very good at maintaining confidentiality. Even in offices with secretaries, envelopes addressed to individuals will usually be opened only by the addressee. It is recommended that you inform the secretary when you are sending mail that requires an immediate response, so that he or she can alert your correspondent.
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