Text Bank
Norwegian Business Culture
Eye Contact
Like many Northern Europeans and North Americans, Norwegians normally employ moderate gaze behaviour, i.e. alternately looking their counterparts in the eye and then looking away. This may confuse Arabs and Latin Americans, who are accustomed to strong, steady eye contact. On the other hand, Norwegian gaze behaviour may confuse many Asians. Negotiators from these cultures are used to soft, indirect eye contact, and equate the Scandinavian gaze with staring, which is regarded as rude, hostile behaviour. Furthermore, visitors should have confirmed appointments. Although references and introductions are useful anywhere in the world, you can contact Norwegian companies directly by telephone, fax or email to make an appointment. Intermediaries are much less important than in Asia, Latin America and the Middle East.
Terms of Address
Norwegians usually address each other rather informally and use first names. However, when introduced for the first time, address your counterpart by Mr. or Ms. and their surname, e.g. Ms. Jason. Wait for your counterpart to suggest switching to first names. Male visitors should not be surprised if they are addressed by their surname alone.
Professional titles followed by the family name, such as Doctor Larsen or Professor Thomas are used when relevant to the situation, whereas business titles such as Director are not used. It is sometimes appropriate to address senior government officials by their titles.
Business Punctuality
Business meetings usually start on time in Norway. Plan to arrive five to ten minutes early for appointments. If you are going to be even a few minutes late, call to explain the problem. A late visitor is presumed to be either impolite or disinterested. Meetings are rarely interrupted by phone calls or other intrusions.
Dress
Although Norwegian business people are sometimes a little more relaxed than in many other business cultures, as a general rule, business visitors should wear a suit and tie, especially when visiting large multinational companies. However, dress norms vary depending on the business and situation involved. A casual jacket with trousers is acceptable attire when, for example, visiting construction sites. Follow the lead of your host.
Handshaking
Norwegians expect a firm, brief handshake and steady, moderate eye contact. Prolonged pumping is not done. Shake hands with each person present and again when leaving. Only at formal affairs should a semi-stiff posture and mild bow accompany a handshake.
Business Versus Leisure Time
Norwegians tend to have a relaxed attitude toward business. Business is as important as leisure time. Norwegians usually expect weekends to be free of business obligations. Visitors may find it impossible to secure business appointments on Saturday mornings or even Friday afternoons.
Schedules and Deadlines
Schedules and deadlines are very firm. Norwegians quickly lose interest in dealing with business partners who fail to meet their obligations on time.
Giving Gifts
Except for Christmas presents and tasteful logo items, Norway is not a gift-giving business culture. However, upon successful completion of negotiations, a bottle of quality cognac or whisky will be welcome. Make sure your gift is wrapped in quality paper.
Persuasion
An American saying is that a good marketing man sells the sizzle, not the steak. This philosophy often falls flat in Norway. Norwegian business people tend to be irritated by hard sell tactics. They react better to a well-documented, straightforward approach without hype or exaggerated claims. The concept of new is not as convincing in Norway as in the U.S., where new is often associated with something better. If you can demonstrate that something is solid and of good quality, then you will have a much better chance.
Humour
In contrast to some other Northern European cultures such as Germany, humour is quite acceptable during presentations. Jokes and casual conversation mix well with serious business discussions. But remember that because it is strongly culture-specific, humour often does not translate well. Self-deprecating humour is perhaps the least likely to offend.
Conversation
Norwegians appreciate modesty and a certain degree of humility. They consider flaunting wealth or success to be in poor taste. Material things do not overly impress them. The same lack of interest applies to name dropping, i.e. the mention of influential or famous people you know. Avoid comments that could be taken as boastful or self-promoting. Good topics of conversation include hobbies, politics, travel and sports, especially winter sports such as skiing. Norwegians are proud of their country and their history. Many Norwegians have very close ties with nature. The visitor should avoid being critical of things, attitudes or organisations. Norwegians tend toward restraint when criticising their own affairs.
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