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AUSTRALIA

Discover the key cultural values, ways of thinking, do’s and don’ts, ethics, and protocols for business interactions in Australia. From individualism to sense of humor, navigate the nuances to foster successful business relationships Down Under.

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AUSTRALIA

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  1. AUSTRALIA Presented by Mark Gamache Anthony Andreone Keith Thomas

  2. Australia • Population 23,271,475 • GDP per capita 70,888 • GDP 1.7 Trillion • Economy • Farming • Tourism • Mining • Wine

  3. Basic Cultural Values • Modesty, “Down to Earth” • Distrust authority • Strong sense of humour, • Self-deprecating • 92% Caucasian • Colourful vocabulary, lots of slang

  4. Ways of Thinking • Individualistic • Expect a “sportsmanlike” style of interaction • Believe friendly competition brings out the best in individuals • Emphasis equality, everyone is equal

  5. Do’sand Don’ts Do • Use first names (preferred) • Be on time • Be modest • Have a sense of humour • Be able to take a joke • Dress appropriately (especially in urban centers)

  6. Do’s and Don’ts Don’t • Greet using your last name • Revel in your title and education • Be late • Use selling techniques • Act like you are better than they are • Use patronizing terms like “G’Day” and “Mate” • Do not be “over prepared” for a meeting

  7. Ethics and Gifts Gifts • Not expected for formal meetings • Not offensive, but not considered necessary • Do not bring wine, is referred to as “bringing sand to the beach” • As Australian’s do not like selling techniques, do not use gift giving as a “foot in the door”

  8. Ethics and Gifts Ethics • Due to the individualism culture, ethics very from person to person • In many cases, only look at the details of a transaction, not the effects • Bribery is not considered the norm

  9. Timing • Meetings are expected to move quickly • Should come prepared to make a decision • No need to slow the process down with unnecessary details • Little time for small talk

  10. Alcohol and Entertainment • Alcohol is considered customary if meeting for dinner • The party who sent out the invite is expected to pay for the bill • If invited to a pub for causal drinks, you are expected to pay for your own drinks • Dinner meetings only occur after relationship is established

  11. Non-Task Sounding • Meetings are expected to move quickly • Formal, but room for humor. • In some cases, will need a referral to get a meeting with a business. • Relationships are valued, but not necessary to do business.

  12. Information Exchange • Full Authority: All members present expect to participate equally. • Direct. • Proposal first, details hammered out during the meeting.

  13. Means of Persuasion • Questioning: Little room for “selling”. • Aggressive selling techniques will be met with distrust. • Australians will speak their mind, will ask direct questions. • Expect questions to be asked if unclear

  14. Terms of Agreement • Australians think both in short and long term. • Short Term: Transactional based, do not need an established relationship to do business. • Long Term: Looking to forge a successful business relationship for years to come.

  15. References

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