Multicultural Awareness

Multicultural awareness is increasingly important, so we are sharing some insights into Luxembourg, the new home of the Swiss Life Network, as well as business etiquette in the six countries celebrating the longest anniversaries with the Network.

Living in Luxembourg
Did you know that the Grand Duchy of Luxembourg today is home to more than 170 different nationalities? And that almost half its population consists of non-Luxembourgers (who make up over 68% of those living in the capital). No wonder Luxembourg has become a key place to meet, exchange ideas and experiences, and promote dialogue.

In addition to the foreign residents representing 46% of the population in 2015, there are also more than 167,000 German, French and Belgian cross-border employees who commute every day, plus some 10,000 international civil servants working in the European institutions.

The result is a great mix of nationalities and cultures, which demands multicultural awareness and openness to diversity.

This sensitivity to different cultures has inspired us to present some ideas on what to be aware of when conducting business in foreign countries. The list can be long, but we asked our Network Partners to select the most significant dos and don’ts for business meeting etiquette and business negotiations.

• Many thanks for their contributions to this article to:
• Andrego Barbosa de Oliveira of Icatu Seguros, for Brazil
• Even Wettre of Danica Pensjon, for Norway
• Peter Coyiuto of First Life, for the Philippines
• Kristine Nugent of Hannover Life, for Australia and New Zealand
• Jens-Henrik Andreasen of Danica Pension, for Denmark.

We hope you will find the information below both interesting and useful.

Please send us your comments and share your own experiences by contacting sindy.stautemas@swisslife.com.

Business Meeting Etiquette

Punctuality is important in business situations. It is better to arrive a few minutes early than to keep someone waiting.
Meetings are generally relaxed; however, they are serious events.
Appointments are necessary and relatively easy to schedule. It can be difficult to schedule meetings in December and January since these are the prime months for summer vacations.

Business Negotiation

Decision-making is concentrated at the top of the company, although decisions are made after consultation with subordinates, which can make decision-making slow and protracted.
Agreements and proposals must state all points clearly. All terms and conditions should be explained in detail.
They appreciate honesty and directness in business dealings.
 

Business Meeting Etiquette

• In Sao Paulo and Brasilia it is important to arrive on time for meetings. In Rio de Janeiro and other cities it is acceptable to arrive a few minutes late for a meeting.
• Do not appear impatient if you are kept waiting. Brazilians see time as something outside their control and the demands of relationships take precedence over adhering to a strict schedule.
• Avoid confrontations. Do not appear frustrated with your Brazilian counterparts.

Business Negotiation

• Wait for the Brazilians to raise the business subject. Never rush the relationship-building time.
• Often the people you negotiate with will not have decision-making authority.
• Brazilians negotiate with people, not companies.
   

Business Meeting Etiquette

• Appointments are necessary.
• You should arrive at meetings on time; the Danes you are meeting will be punctual.
  
• Telephone immediately if you will be detained for more than five minutes.
  
• Shake hands with everyone upon arriving and leaving. Handshakes should be very firm and rather short.
• Maintain eye contact while being introduced. Always shake hands with women first. 

  Business Negotiation

• Presentations should be well-organized and factual. Use facts, figures and charts to back up statements and conclusions.
• There will be a minimal amount of small talk. Danes prefer to get down to business quickly.
  Communication is direct.
   

Business Meeting Etiquette

• It is generally easy to schedule meetings with senior level managers if you are coming from another country and if the meeting is planned well in advance.
  
• Expect a brief amount of small talk before getting down to the matter at hand.
  
• If you make a presentation, avoid hype, exaggerated claims, hyperbole, and bells and whistles. New Zealanders are interested in what people really can do - not what they say they can do.

Business Negotiation

• The negotiating process takes time.
  
• Do not attempt high-pressure sales tactics.
  
• Demonstrate the benefits of your services or products rather than just talking about them. 

Business Meeting Etiquette

• Punctuality is imperative since it indicates trustworthiness.
  
• It is often difficult to schedule meetings during July and August, which are popular vacation times;
• during the two weeks before and after Christmas; and during the week before and after Easter.
  
• There is not much small talk. Norwegians prefer to get to the business discussion quickly.

Business Negotiation

• Present a firm, realistic, and competitive initial price and expect a minimum of bargaining.
  
• Price is often the most important deciding factor.
  
• It is imperative to adhere to deadlines and commitments. If you do not, you will not be considered trustworthy, which will destroy the business relationship.
   

Business Meeting Etiquette

• It is a good idea to reconfirm a few days prior to the meeting, as situations may change.
  
• Send an agenda and information material in advance of the meeting so that people can prepare for the discussion.
  
• Face-to-face meetings are preferred to more impersonal methods, such as the telephone, fax, letter or email.

Business Negotiation

• Decisions are made at the top of the company.
• They avoid confrontation if at all possible. It is difficult for them to say 'no'. Likewise, their 'yes' may merely mean 'perhaps'.
• At each stage of the negotiation, try to get agreements in writing to avoid confusion or misinterpretation.