Australia

Introduction

Australia is both the largest island and smallest continent in the World, with a multi-cultural population of 22.5 million. The nearest neighbours are the South East Asian and Pacific nations, the closest of which are Indonesia, Papua New Guinea and New Zealand. Australia is in a unique geographical, cultural and economic position to provide trade and business links between the Asia-Pacific region, Europe and North  America.

Business culture

1.    The use of titles is not an essential part of Australian business culture.  Australians tend to be rather informal in their business dealings and will move to a first name basis quite quickly.  However when initially introduced, you should address your Australian counterparts by their last names preceded by ‘Mr’, ‘Mrs’ or ‘Miss’ until they initiate this informality.

2.    Despite an overall results-orientated outlook towards business, the decision-making process can be slow and extended and it should not be rushed or hurried.  Australian business culture prefers a more collaborative approach to work and therefore managers and subordinates alike will give their input and consider the options before reaching a final decision.

Negotiatiation

The way Australians speak

A common story from the Asian members of Asia-Pacific management teams is they can understand each other’s English, which they all speak it as a non-native language, but struggle to understand Australians English. This includes our accent and our use of idioms and slang. 

Aussie humour

Classic Australian humour is laconic, self-deprecating, and full of banter and “put-downs”. We often use this style of humour to demonstrate our affection and respect for each other.

To people from hierarchical cultures, this behaviour is curious. Why would you choose to insult people in order to show you respect them? 

Australian Business Etiquette (Do’s and Don’ts)

1. DO partake in some initial ‘small talk’ before a business meeting begins.  Australians use this as a way of establishing rapport with their colleagues and is an important part of business etiquette.
2. DO keep a certain amount of distance when in conversation with your Australian counterparts.  Personal space is highly valued in Australian culture.
3. DO maintain good, direct eye contact with your Australian colleagues during all business meetings and conversations as this helps to establish trust.
4. DON’T over exaggerate or boast about your company’s abilities or build up business information.  Self-importance is not a favoured quality in Australian culture; therefore you should remain modest and unassuming at all times.
5. DON’T discuss aspects of your personal life during business negotiations.  Privacy is an important element of everyday life in Australia.
6. DON’T use aggressive sales techniques whilst negotiating.  Your Australian business colleagues will dislike being pressured and may be put off by this approach.

Strategy

Following initial introductions, negotiations will proceed quickly.  Australians will negotiate major issues in an open and direct manner, but always in accordance with company policy.  It is fundamental to abide by established rules and laws rather than allow feelings to take precedence.

Greeting

When meeting your Australian associates for the first time, it is customary to shake hands, firmly but briefly and at the beginning and end of a meeting.  As a sign of respect and interest, you should look at the eyes of the people you are greeting and talking to.