VI Finns-(Soumi-Kuva)

Honest, Reliable, Quiet, Nature Oriented, Independent, Finnish executives says what they mean and they mean what they say. They are inclusive in their dealings with people but they are cautious. They can at the same time seem to be deferring politely while holding their ground. Finns have a strong sense of responsibility and a high respect for authority. They are self-disciplined. Finns appreciate human. In terms of quietness, sense of inwardness and respect for nature they resemble Far Eastern cultures. Finns seem to respect (almost cherish) the position of the “underdog” thus managers are more sympathetic to workers and are less likely to use coercion.

Negotatiating Style:

1. Negotiating with Finns requires being a bit slower and more deliberate.

2. Keep low profile

3. Allow space for silence and reflection (don’t be surprised if it seems like you are not getting immediate response to your proposal).

VII Swedes

Swedes see themselves as honest and trustworthy. They have for many have been considered to be a model of progressive social and economic planning. For many years they also were a model of an appreciation for diversity. Geert Hofstede in his well-known study of Swedish business culture characterized it as concerned about the environment, quality and service oriented (with a concern about society). My experience with Swedish culture tells me that there is also a very serious concern with safety in connection with quality.

Swedes are:

1. Very highly skilled in human resources

2. Persuasive yet not forceful

3. Detailed planning

4. Collective and group oriented (this plays a role in their decision making style)

5. A welfare state thus socially oriented

Negotiating Style:

1. Honesty and trustworthiness are important

2. Individuality is not as important as we expect from the West

3. They can discuss business over a meal

4. They are concerned about details

VIII Great Britain-“When things get tough keep a still upper lip.”

There is a great deal of difference between the English, the Welsh, The Scots and the Irish. If the temperament of the people is like the climate what can we say about the character of the Brits? It is not by accident that their most outstanding popular characters are involved in intrigue (Sherlock Holmes, James Bond, Agatha Christie). They are known for being reasonable and proper. Remember also they have a history of being one of the most outstanding nations in world trade and thus much experienced with negotiating.

The British Character

1. Although proper (more than casual) they are not overly formal.

2. They are good at making attempts to accommodate you.

3. They engage in “small talk” to initiate interactions (How was your trip? How’s the family? Etc).

4. They enjoy humor although their humor is uniquely cultural.

5. They can use humor in a number of different ways (sarcasm, ridicule)

Negotiating Style:

1. Friendly, humorous, firm and can be tough

2. They are willing to offer options

3. They use bargaining chips (they may use them to impress)

4. Their years of experience in international affairs give them many powerful ties.

5. Usually more interested in long term relations rather than quick deals.