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AUSTRALIA COUNTRY CHARACTERISTICS CULTURE CHARACTERISTICS BUSINESS CHARACTERISTICS By Sailaja, Sarada. 1 AUSTRALIA. A DIFFERENT LIGHT It’s a place where the light changed everything. From the friendly attitude of people, to the breathtaking blue of its skies and glistening gold of its sandy beaches. A place unlike any other, with animals and scenery you’ll find nowhere else on earth and an unmatched diversity of flavours, scents and sights. It is Australia, where the possibilities are only as endless as your imagination. COUNTRY CHARACTERISTICS Population Land Area Language : 22,900,000(appr.) : 7,617,930 sq km : English (though several indigenous Aboriginal languages exist) Literacy Rate : 99 percent Religion GDP— Inflation Rate : : Anglican (26 percent) and Roman Catholic (26 percent) CULTURAL CHARACTERISTICS Australian rules of social etiquette are a little different from most countries around the world. The rules do not relate to how a fork should be held, or who should be served first at a dinner table. Instead, most of Australia's rules relate to expressing equality. Basically, as long as you appreciate that Australians want to be treated as equal irrespective of their social, racial or financial background, anything is acceptable. Displays of wealth may be seen as signs of superiority and frowned upon accordingly. Likewise, the acceptance of generosity may be seen as a sign of bludging or inferiority. Likewise, it may be frowned upon. 2 The relaxed attitude of Australians has been known to cause problems. Because Australians are difficult to offend, they are not sensitive to causing offence in others. To outsiders, Australians often appear very blunt and rude. They tend to call a spade a spade when perhaps more tact is required. Furthermore, because Australians see people as equal, they frequently offend international visitors who feel a more respectful attitude is warranted. Australians may refer to some foreigners as "mate" instead of using more respectful titles such as your honour, sir, madam, mrs, mr, ms, lord, and your highness. Likewise, cricketer Dennis Lillee expressed his egalitarian sentiments when he greeted Queen Elizabeth using the words: "G'day, how ya goin'?" In Dennis' mind, he was just treating the Queen as an equal. Afterall, it wasn't her fault that she couldn't play cricket. Nor was she responsible for her subjects being terrible cricket players. But to many English people, Lillee's expression of equality was the act of an upstart buffoon. It is not only the Poms who have found Australian egalitarianism a little confronting. In 1980 a Japanese prefecture sponsored a weekend seminar to discuss problems that Japanese people might experience in Australia. One speaker, Hiro Mukai, stated: "Australians appear very naive to the newly-arrived Japanese. They speak the same way with everyone." The rounds at the pub "In tribal societies in which gift giving is economically important, there may be exchange of gift giving of identical (or useless) gifts which serve to maintain the relationship between donors. In Australia, the ritual of the round, known virtually to all adult members of society, has some parrallel functions. It symbolise entry to a 3 group (and, for that matter, makes pointed an exclusion). It binds a group together." National Times January 1978 The social rules of the round or shout are perhaps the most important of all social rules that need to be mastered. A round is where one individual will pay for the drinks of the other members of the drinking party. Once the drinks have been drunk, another member of the drinking party will get the next round. Every member of the drinking party must buy the same number of rounds. Like splitting the bill at a restaurant, there is no consideration given to each member's financial status, background or to their gender. Even generous acts of appreciation, such as buying a drink for an old Digger on ANZAC Day, are likely to be rejected by the intended recipient of the generosity. The round is one of the principle reasons why Australia has avoided the racial ghettos and race riots that are common in America and Britain. The custom allows an outsider to be inducted into the social group and treated as if they are of equal status. It also allows individuals to demonstrate that are trustworthy characters who are not bludgers and who do not consider themselves to be superior. The round is central to affirming Australia's egalitarian sensibilities. In a way, it creates a kind of psychological round table that would have made King Arthur proud. The round is also a reason why non-sexual relationships between men and women are very common in Australia. A lone woman can go out drinking with men and provided she buys her round, she will be treated as one of the boys. In other cultures around the world, if a woman goes out drinking with men, she will generally be seen as a slut. Men are always thinking of her gender because they know they have to pay for her. The rounds are not always followed in night-clubs. This can be attributed to the diverse drinks bought, different motivations, interference of drugs, and the different character of person who frequents such establishments. 4 Splitting the bill at a restaurant In most Asian countries, if a group of friends go out for dinner, the wealthiest member of a dining party may offer to pay for the entire meal. Furthermore, if a man and woman go to dinner, irrespective of whether they are friends or lovers, the man will usually pay. This is not the case in Australia. If a group of friends go to a restaurant, the bill will be split amongst all the diners. It is unlikely that one individual will feel an obligation to pay for others. Nor do any of the other members of the dining party want to be paid for. To accept the generosity may evoke feelings of shame that one is a bludger. *In business, these rules are bent a little as a bill may be picked up as a way of fostering "good relations." Mateship People in all countries have friends, but arguably no country lionises mateship to the same degree as does Australia. Although mate is a gender-neutral term, it is more commonly used by men than by women. It carries with it a sense of obligation to do the right thing by one's close friends. In many respects, mates in Australia serve the role that family serves in other countries. Mates can be relied upon in times of need and will stand by you through the good times and the bad. Perhaps the importance that Australia places on mateship can be attributed to its history as an immigrant nation. Convicts, orphans, prostitutes and lone individuals came to Australia without families. Consequently, their friends subsituted for their lack of a family network. Another explanation is that it came from the hardships of the first century. It has long been known in psychological circles that social bonding coincides with extreme difficulty. (For this reason, defence force training inflicts hardship upon new recruits to 5 foster such bonding.) Consequently, the hardships endured by Convicts and farmers caused them to feel a great sense of reliance upon each other. A final explanation is that it stems from Australia's wars being fought on foreign territory. When a Digger was dying, a mate was brought to stand next to him so he wouldn't die alone. Contrasted to Australia, most other countries have suffered battles on home territory. When men died, they often died with their families. When men survived, they often saw their wives, children and grandparents raped and killed. Accordingly, their scars of war were of a different nature to Australians. Taking the piss Around the world, most jokes are based on some variety of derogatory theme. In order to avoid offending the victim's feelings, most nationalities usually only say the joke when its victim is not present. In Australia, this can be a risky thing to do. Some Australians don't like people making jokes about groups that they are not part of. If they hear a joke about a different group, instead of laughing, they may get angry and call the joke teller a bigot. Australians seem fonder of using derogatory jokes when the victim of the joke is present. For example, when an Australian meets a New Zealander on holiday, they may ask if they brought Velcro gloves in order to get a better grip on those Australian sheep. "Taking the piss" is the term given to making a joke about someone or an ethnic group, when that person or ethnic group is present. If an American lady married an Australian man, she should expect to hear lots of her husband's friends and family asking her why she would want to marry such a low-life bastard. They don't actually mean that he is a low life bastard, they are just trying to say that they think he is a good bloke. Targets of a piss-take are expected to reply in kind. An insulting joke in return often increases an Australian's appreciation for you. The English are usually quite good at returning insults. Convicts, Rolf Harris, and voting to retain an English Queen give the 6 Poms good material to work with. Americans seem to have more trouble at taking the piss and perhaps relations between Australia and America are so good as a consequence. If you are offended by an Australian taking the piss, it is best to smile and change the topic. Showing the joke hurt your feelings may simply increase the motivation of the Australian to keep saying the joke. Getting angrier and threatening violence may simply result in the Australian taking you up on your offer. It is also worth being careful about what things you take the piss about. Although Rolf Harris may not be a sensitive topic for most Australians (some are even proud of him), there are other topics that may cut a nerve and elicit an angry response. There are no hard and fast rules. It is recommended that no piss be taken until you get to know your friend well and understand what makes them laugh or angry. Then you take the piss and so help them feel better about whatever is troubling them in his or her life. Honesty It may seem strange for a society that came from Convicts, but Australians value honesty. It is acceptable to be dishonest to pull someone's leg or play a joke, but on serious issues, honesty is the best policy. This is reflected in the creation of sayings such as: "poor but honest", "fair dinkum", "honest toiler", "honesty of substance", "having an honest crack." It is also reflected in the dislike of "the big end of town" which is often seen to be corrupt. When such perceptions are revealed to be true, Australians vilify the fallen millionaire (or politician) like no other nationality around the world. They become a bit like a pack of dogs tearing apart a carcass. Many Australians are quite cynical and almost seem to presume strangers to be guilty until they prove themselves otherwise. Perhaps this is why buying your round at the pub is such an important thing to do. It shows that you are not out for all you can get. 7 Aside from being distrustful of individuals, Australians may be distrustful of spin doctoring. As the myriad of failed media, political and marketing campaigns show, Australians are quite sensitive to any cues that indicate everything is not above board. If they are suspicious, they tend to reject it. In 2004, a Quantum/AustraliaSCAN survey found that only four per cent had much confidence in consumer information from major companies. Such figures indicate that a lot of companies are wasting money on the public relations, as Australians simply do not believe them. Wine for the dinner party At a dinner party, wine is the appropriate alcoholic contribution made by guests. At the end of the night, it is not usually etiquette to take home any undrunk wine. Instead, it should be left as a gift for the host/s. Depending upon who is on the guest list, the choice of wine is very important. If the guests are knowledgeable about wine, anyone who brings a cheap wine such as Jacobs Creek will be frowned upon and the wine will just be left unopened. No wine is too expensive at a dinner party. The better the wine that a guest brings, the more they will be appreciated. By bringing a good wine, the guest is saying that it is an honour to drink with other guests and the host. Those who share the wine should be appreciative of the honour, without expressly saying so. Although the wine can be praised, the bringer of the wine can not. In such situations, a very important rule is that the cost of the wine should not be asked, and never volunteered. If the host takes it upon themselves to open all the wine for the evening, it is generally good form to acknowledge who brought the wine that is being opened. If it is an unique wine, this gives the guest the opportunity to talk about where the wine came from and why he/she thinks it is interesting. 8 It is very poor form for the host not to open a bottle of good wine that has been brought. I.e. for the host to open the cheap plonk with the hope he/she can drink the good wine by themselves at a later date. If the wine is not opened, then the host should suggest that the guest take it home with them. In such circumstances, the guest can accept. Alternatively, the host should say the wine will be saved for the next time the guest comes over. Seek and express empathy, not sympathy In America, people feel no shame when talking about the fact they are seeing a counsellor or psychiatrist. Oddly, revealing one's emotional distress almost seems to be a status symbol. In Australia, an ethic of "no worries" reins. Irrespective of whether they have just lost two legs in a car accident or their business has just collapsed, Australians try to maintain a facade of cheerfulness. If you feel the need to talk about your problems, it is more polite to try to turn the problem into a funny story. The reasons for no worries mantra is best understood by appreciating that Australia was built by victims. The first of these victims were Convicts who over an 80 year period, suffered some of the worst human rights violations the world has ever seen. After World War II, Australia became a new home for war, political and economic refugees. As victims, these groups did not want sympathy from others, nor were they prepared to give it to others. When recording his experiences, the Convict J.F Mortlcok wrote: " In Australia, silent composure under suffering is strictly prescribed by convict etiquette." Sometimes these victims were willing to give and receive empathy. The melancholic music of Convicts was the first of such means to express empathy. In modern times, empathy is expressed at ANZAC Day Dawn Services and when reciting the Ode in RSLs. 9 If you consider yourself to be a victim, bear in mind that Australia is a country where respect is given to underdogs who stand up for themselves. The victim that doesn't stand up for themselves, or needs someone else to fight for their cause, will gain no respect.   Cultural trait Individualism     Strengths Creativity Mental independence Difficult for an egotist to exploit the masses More likely to make the right decision      Weakness Lack of unity Lack of respect and praise Lack of cultural styles Lack of a team ethic. When the team suffers, so does every individual within it  Open mind     Lack of assertiveness to push through a decision More likely to never make a decision Apathy  Humility    More inclined to back up words with actions Laid back More likely to find faults in an idea so that they can be remedied Thick skin  Tall poppy syndrome Criticial thinking     Difficulty in giving credit where credit is due Risk of breaking something that is not broken Poor leadership abilities  10 AUSTRALIA BUSINESS CULTURE  APPOINTMENT ALERT!  BUSINESS DRESS  CONVERSATION  FIRST NAME OR TITLE?  GIFT GIVING  LET’S MAKE A DEAL! - PART 1  LET’S MAKE A DEAL! – PART 2  PROSPEROUS ENTERTAINING  PUBLIC BEHAVIOUR Appointment Alert! Making appointments  Appointments are relatively easy to schedule at practically all organizational levels. You'll find that many executives will be pleasant, approachable, and willing to meet to discuss business. The best policy is to arrange an appointment one month in advance.  Business hours are 9:00 a.m. to 5:00 p.m., Monday through Friday.  For the business traveler, the best time to visit is from March through November, since the tourist season occurs from December through February. Avoid scheduling visits around Christmas and Easter, since many executives will be on vacation during these periods.  While you should strive to be punctual, understand that Australians sometimes have more of a casual attitude toward time. In some cases, if you are a few minutes late to a meeting, it will be overlooked. In other instances, however, your late arrival may cause you to be perceived as a careless, unreliable businessperson. On the other hand, if you find yourself waiting for your Australian counterparts to arrive, remain patient and accommodating. 11  If you are an employer, it's not enough to insist that your Australian employees arrive on time; you will have to give convincing evidence that their tardiness is harming the organization. Business Dress Guidelines for business dress  Australia is in the Southern Hemisphere, so the seasons are opposite to those of North America. Due to the size of Australia, climate varies greatly according to region. Weather is more tropical in the north and temperate in the south. In Australia's largest city, Sydney, the weather is cool in winter (around 16 degrees Celsius max.) and warm in summer (around 28 degrees Celsius max.). In Melbourne, weather tends to be more extreme with hotter summers and colder winters.  Business dress is conservative. Men may wear a dark suit and tie; during the summer, the jacket can be removed. Suits, skirts and blouses, or dresses are standard for women. Business dress, however, may be more informal in very tropical climates.  Some workplaces have a 'casual Friday' policy where casual dress may be worn on Fridays. Conversation Welcome topics of conversation General Guidelines  Australians generally prefer direct eye contact. People who avoid eye contact may not be perceived as trustworthy.  Australians tend to be enthusiastic conversationalists and debaters. A wide range of topics may be open to discussion, including religion and politics. The best policy, however, is to wait for your Australian companions to bring up these two subjects; be prepared to hear very strong and often confrontational opinions. 12  Australians find arguments and opinionated conversation entertaining, so don't hesitate to express your views if they are sincere and informed. It is common for Australians to make provocative statements during conversation and it is expected that such provocation is responded to with humour.  Your Australian companions will be quick to let you know if you have introduced a subject that “crosses the line.” Topics which are currently controversial in Australia include migration and aboriginal issues. It is advisable for visitors to Australia to avoid these topics of conversation unless raised by your host.  Sport is a common topic of conversation in Australia and Australians tend to be receptive to sporting analogies.  Australians like to criticize themselves, but they are not receptive to criticism from others. This can put you in a difficult position, especially if the conversation shifts to animated denunciations of Australia and Australians. Should you show any signs of agreement, abuse will likely be heaped upon you and/or your home country.  Don't boast about yourself or your company's accomplishments. Instead, Australians prefer to judge your competence and abilities through your actions.  Australians try not to draw too much attention to their academic qualifications or personal achievements. It is perceived to be arrogant or 'showing off' to talk about your own accomplishments. People who make a lot of references to their education and other professional qualifications in conversation may be subject to teasing. The 'tall poppy syndrome' means that Australians often avoid standing out or being a 'tall poppy', as they will not be respected by others. First Name or Title? Addressing others with respect  For initial greetings, last names preceded by "Mr.", "Mrs.", or "Ms." should be used; "Sir" is another term of respect. Australians tend to quickly move on to a firstname basis, but wait for them to initiate this transition. 13  Among even relatively new acquaintances, first names are used both in personal greetings and business correspondence. Again, wait for an Australian to initiate the move to a first-name basis.  When using titles, follow the lead of others. In Australia, professional or academic titles do not necessarily command respect. It's up to the individual to win the favour and esteem of others.  Professional titles are not prominent in Australian business culture, and are sometimes dismissed as pretentious. Consequently, do not go around "advertising" your title. Announcing your title when meeting an Australian may be perceived as a form of boasting.  "Mate" is another popular term of reference. It refers to anyone of one's own sex, but when used with the pronoun "my" [e.g. "my mates"], it refers to one's friends. Women also refer to other women as "mate." Gift Giving Selecting and presenting an appropriate business gift  Generally, gift-giving is not part of Australian business culture. But, if you are invited to a home for dinner, it's permissible to bring a token gift of flowers, chocolates, a craft from your home region, or wine.  An illustrated book from your home region can be another welcome gift.  A preserved food product unique to your home region can also be a good choice; preserves must be canned or bottled, however, or they will be confiscated by Australian customs.  Bear in mind that your thoughtful choice is considered more important than the actual cost of the gift. 14 Let's Make a Deal! - Part 1 What you should know before negotiating  It is appropriate to present a business card at an introduction.  Before a meeting proceeds, there is usually some preliminary “small talk.” Establishing rapport is important in Australian business culture.  Speak plainly and expect what you say to be taken literally. In turn, interpret what Australians say to you in the same direct manner.  Often, Australians will be initially trusting of people they consider their equals.  Australians are usually distrustful of authority and of people who think that they are somehow “better” than others. Remain modest at all times; in conversation, refrain from drawing attention to your education, professional experience, business success, and related achievements.  Cynicism is an important part of the national character. A great deal of cynicism is directed at people who seem too wealthy or powerful. In this culture, there is greater respect for the “underdog.”  Australians generally dislike negotiating and aggressive sales techniques. Since they value directness, presentations of any kind should be straightforward, with an emphasis on both the positive and negative outcomes.  An overly enthusiastic or earnest presentation that appears to be filled with exaggerated claims will only cause the speaker to become an object of ridicule.  Keep your presentation simple and “to-the-point,” since digressions or excessive details will not be well-received by an Australian audience.  Modesty, casualness, and an air of nonchalance are characteristic attitudes in Australian business culture. 15  Australians tend to be receptive to new ideas. Generally, they are analytical, conceptual thinkers. Let's Make a Deal! - Part 2 What you should know before negotiating  Established rules or laws usually take precedence over one's feelings. During negotiations, company policy is followed at all times.  Empirical evidence and other facts are considered the most valid forms of proof. Feelings of any kind are usually regarded with suspicion, particularly for decisionmaking purposes.  In presentations and conversation, Australians are often receptive to sporting analogies.  Australian businesspeople may emphasize profit over market share.  Refrain from discussing your personal life during business negotiations.  Generally, Australians do not like or trust people who appear to give excessive praise. This behaviour sometimes raises the suspicion that they are being set up to be embarrassed or misled in some way. Moreover, Australians dislike being pressured and will only resent the stress that accompanies high expectations.  The work environment in Australian business culture tends to be collaborative. Before a decision is made, top management will consult subordinates and their input will be given careful consideration. Consequently, decision-making will be slow and protracted. It will be in your best interests not to try to rush this process.  Deadlines and producing results are the main sources of anxiety in this culture.  Decisions of any kind must be in accordance with company policy.  Australians do not find it difficult to answer “no.” 16  Informing against one's “mates” is regarded with disgust in this culture.  If you are teased, take it good-naturedly; you may tease back in an affable, rather than mean-spirited, manner.  Australian women are still struggling for increased salary and positions of authority. In the workplace, men may not always treat women as equals.  Work is sometimes perceived by Australians as a “necessary evil.” Prosperous Entertaining Entertaining for business success  If you are invited out for a drink, don't bring up the subject of business unless your host does so.  In an Australian pub, bear in mind that each person is expected to pay for a round of drinks which is called a 'shout.' Neglecting your turn to pay for a round will only create a bad impression.  When hosting a dinner at a restaurant, you might have to bring your own supply of alcohol, since some establishments may not have liquor licenses. These restaurants will have 'BYO' status which means 'Bring Your Own' (alcohol). When in doubt, make inquiries ahead of time. Moreover, your Australian guests will likely be displeased if alcohol is not served with meals. Wine is the usual preferred drink at meals, although beer may be drunk beforehand.  Australians do not pick up the tab automatically when they invite people out to dinner. The exception would be if it's a special occasion and they offer to pay either before the meal or at the conclusion of the meal. Australians assume they will go “Dutch” when making casual arrangements to go out.  Australian table manners and settings are similar to those in North America, only more relaxed. 17  Australia is one of the most multicultural locations in the world and Australian food reflects this diversity. 'Australian' food is increasingly difficult to define, as Australians commonly eat Italian, Thai, Chinese or European food.  Kangaroo meat is considered a delicacy in this country, although most Australians have never tried it.  You may be invited to an Australian's home, even after a relatively brief acquaintance.  Australian hospitality tends to be very informal, particularly when you are invited to a home for a barbecue. At a BBQ, you will be encouraged to serve yourself. Hesitation will only cause your hosts to feel annoyance, if only because they genuinely want you to feel “at home.”  It is customary for guests to bring a bottle of wine for their hosts.  Barbecues, affectionately known as “barbies,” are a very popular form of home entertaining. Guests will be required to dress casually and engage in lively socializing.  Unannounced visits are not part of Australian culture; always make it a point to phone ahead.  Tipping is not customary for taxi travel in Australia, however, tourists and business travelers in Australia may leave tips, if they wish, and this gesture will be accepted with gratitude. Tips in restaurants are more common, however, do not generally exceed 10% of the entire bill cost. Public Behaviour Acceptable public conduct  The handshake is the preferred greeting.  Men should refrain from being too physically demonstrative with women.  It is the custom to shake hands at the beginning and end of a meeting. 18  It is acceptable for visitors to introduce themselves in social situations.  “G'day, mate” is a popular casual greeting, particularly between individuals who have already established a cordial acquaintance.  When speaking to an Australian, keep an arm's length distance from the person. Maintaining personal space is important in this culture.  Don't break eye contact with an Australian when he or she is talking to you.  Touching, patting or hugging other men in public are considered socially unacceptable.  It is common for men to open doors for women, as well as employees for bosses and youth for elders.  Men should refrain from winking at women.  Your best approach is to remain friendly, relaxed, modest, and unpretentious. Moreover, try to control any behaviour such as nervousness, officiousness, or selfimportance.  Australians are very difficult to impress; even if you do manage to impress them, they may not openly admit it.  Although it is customary in this culture for men to sit in the front with the taxi driver, this is not the case for women. A woman traveling alone should sit in the back left passenger seat of the car; the driver will be on the right. 19