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Article C

1 small talk a. style of behaviour

2 protocol b. light or social conversation

3 manner c. the way things are done on official occasions

Communicating is a natural talent of this nation. When negotiating, the emphasis is on small talk and smiling. There’s liberal use of a sense of humor that is more direct than it is in the UK. Informality is the rule. Business partners do not use their academic titles on their business cards. Sandwiches and drinks in plastic or boxes are served during conferences.

This pleasant attitude continues in the negotiations itself. You as negotiators usually attach little importance to status, title, formalities, and protocol. They communicate in an informal and direct manner on a first-name basis. Their manner is relaxed and casual.

The attitude “Time is money” has more influence in business communication here than it does anywhere else. Developing a personal relationship with the business partner is not as important as getting results.

From the Financial Times.

Article D

1. counterparts a. unplanned thoughts

2. spontaneous ideas b. give your opinion

3. put your point across c. the people on the other negotiating team

At the start of the negotiations you might want to decide whether you need interpreters. You should have documentation available in the language of this country. Business cards should carry details in English and in the language of this country.

During the negotiations your counterparts may interrupt each other or even you. It’s quite common for this to happen in the middle of a sentence. For several people to talk at the same time is accepted in this culture but is considered rather unusual in Northern Europe.

The discussion is likely to be lively. In negotiations, business people from this culture rely on quick thinking and spontaneous ideas rather than careful preparation. It may appear that everybody is trying to put his or her point across at once. That can make negotiations intense and lengthy, but also enjoyably creative.

From the Financial Times.

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