Doing Business in Australia
Posted in Networking Etiquette
A lot of Westerners thought that dealing business in Australia is easy because they “act like them.” In reality, there are startling contrasts on how Australians hold their meetings, and it would be comfortable on your part if you know how to get along.
Timing can be flexible – In Northern Territory, 2:00 p.m. could be anywhere from 2:00 p.m. to 3:00 p.m, but in a large city, you may be expected to arrive on the exact meeting point at 2:00 p.m.
Appointed times can be “delayed” - Many people obtain a mobile phone number and ring before the allotted time to say that they have been “delayed” and will be there soon.
It is better to over-dress than to under-dress – Even if you are not as well-off as someone else, you are expected to dress to a similar standard to the person you are meeting with.
Make continuous eye contact – In Australia, looking at someone in the eye shows confidence and honesty.
Learn the art of arguing – It is usual for business meetings in Australia to contain discussions of religion as well as politics or any other subjects that are open for debate. Australians can be very opinionated and even confrontational when discussing opinions that differ from others. More often than not, the arguments are seen more as entertainment. When they ask you what's you stand on certain issue, simply say what is on your mind, but try to inject humor so as not to offend anyone.
Sightseeing and sports are ideal discussion topics – You can tell them what you have seen in Australia so far and what you would want to see more. In talking about sport, you would gain your colleague's trust if you talk about Australia's sports like rugby and Aussie Football. Make sure that you are rooting for the home team. Talking about Sydney Swans in Melbourne just won't do.
Women should work it more than men do – Many women are still not treated equally in Australia's business environment, so women should not take it personally. For instance, offering your hand in a handshake is not often received by a lot of men. Instead, smile and look at the person's face while introducing yourself. You should work towards proving to them that you are worthy of the position that you hold. If some ribbing is done, tease back, but only in a laughable way and not in any menacing or threatening manner. Also, avoid wearing red suits as it is considered aggressive, while wearing light make-up would make you perceived as professional.
Do not criticize them - Australians may be critical about them or their country, but it doesn't mean that you should do the same.
Don't go personal – Although most topics are open for discussion during business meetings, personal lives are not. Avoid discussing your personal life at a business meeting.
Do not brag – Patting yourself on the back, or bragging about your accomplishments or those of your company won't be taken well. It's seen as arrogant to behave in that manner. Just be yourself and let your associates judge you and your company for who and what you are.
First names are used almost all the time – In your first meeting, refer to your associates as “Mister,” “Missus,” or even “Sir” but not on a first name basis until they do. However, if they have referred to you by your first name, you are usually welcome to do the same.
Do not promise things that you can't deliver – Australians will take you at your word so don't boast on something that won't deliver. You may have a pushy sales pitch, but make sure it is feasible. Make your presentation and let the associates make their own decisions. Being casual and modest are the best approaches to business dealings with Australians.
Don't flatter too much – Giving too much compliments will only raise their suspicion towards you.
Avoid talking business in a pub – It's customary not to discuss about business when inside a pub (or bar) unless approached by the Australian associate.
Take a “shout” – Each person is to purchase a round of drinks called a “shout.” Not taking your turn for a shout makes your look uncooperative and cheap, and it may out your business deal in jeopardy.
Bring your own wine to the restaurant – If you're hosting a dinner at a restaurant, the norm is to bring your own bottle. Many restaurants don't serve alcohol and you would be expected to provide wine for the meal.
Go “Dutch” - In strictly casual affairs, each person is normally responsible for their own tab.
Tipping tips – Ten percent of the tab is the recommended amount of tip for dining at a restaurant. It is not necessary to tip cab drivers, however your cab fare is always rounded up to the nearest highest 10 value (for instance, pay A$20 for a A$12 cab ride).
