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AUSTRALIA

AUSTRALIA . Presented by Mark Gamache Anthony Andreone Keith Thomas. Australia . Population 23,271,475 GDP per c apita 70,888 GDP 1.7 Trillion Economy Farming Tourism Mining Wine. Basic Cultural Values. Modesty, “Down to Earth” Distrust authority Strong sense of humour,

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AUSTRALIA

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  1. AUSTRALIA Presented by Mark Gamache Anthony Andreone Keith Thomas

  2. Australia • Population 23,271,475 • GDP per capita 70,888 • GDP 1.7 Trillion • Economy • Farming • Tourism • Mining • Wine

  3. Basic Cultural Values • Modesty, “Down to Earth” • Distrust authority • Strong sense of humour, • Self-deprecating • 92% Caucasian • Colourful vocabulary, lots of slang

  4. Ways of Thinking • Individualistic • Expect a “sportsmanlike” style of interaction • Believe friendly competition brings out the best in individuals • Emphasis equality, everyone is equal

  5. Do’sand Don’ts Do • Use first names (preferred) • Be on time • Be modest • Have a sense of humour • Be able to take a joke • Dress appropriately (especially in urban centers)

  6. Do’s and Don’ts Don’t • Greet using your last name • Revel in your title and education • Be late • Use selling techniques • Act like you are better than they are • Use patronizing terms like “G’Day” and “Mate” • Do not be “over prepared” for a meeting

  7. Ethics and Gifts Gifts • Not expected for formal meetings • Not offensive, but not considered necessary • Do not bring wine, is referred to as “bringing sand to the beach” • As Australian’s do not like selling techniques, do not use gift giving as a “foot in the door”

  8. Ethics and Gifts Ethics • Due to the individualism culture, ethics very from person to person • In many cases, only look at the details of a transaction, not the effects • Bribery is not considered the norm

  9. Timing • Meetings are expected to move quickly • Should come prepared to make a decision • No need to slow the process down with unnecessary details • Little time for small talk

  10. Alcohol and Entertainment • Alcohol is considered customary if meeting for dinner • The party who sent out the invite is expected to pay for the bill • If invited to a pub for causal drinks, you are expected to pay for your own drinks • Dinner meetings only occur after relationship is established

  11. Non-Task Sounding • Meetings are expected to move quickly • Formal, but room for humor. • In some cases, will need a referral to get a meeting with a business. • Relationships are valued, but not necessary to do business.

  12. Information Exchange • Full Authority: All members present expect to participate equally. • Direct. • Proposal first, details hammered out during the meeting.

  13. Means of Persuasion • Questioning: Little room for “selling”. • Aggressive selling techniques will be met with distrust. • Australians will speak their mind, will ask direct questions. • Expect questions to be asked if unclear

  14. Terms of Agreement • Australians think both in short and long term. • Short Term: Transactional based, do not need an established relationship to do business. • Long Term: Looking to forge a successful business relationship for years to come.

  15. References

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