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The federal government works in the two o, cial languages, English and French. Childrearing centres around teaching children appropriate social norms and controlling behaviour. Although it can be very eective since the Canadians sense of urgency usually works against them, their level of interest could drop and they might start considering alternatives to the deal at hand. Decision makers are usually individuals who may or may not consult with others in the group or organization. Many of them live in Toronto or Vancouver. Canada has a rich agricultural and farming heritage producing food and animal products. This is especially true for French-Canadians. Your legal counsel may also attend negotiations to provide legal advice throughout the bargaining process. French-Canadians may sometimes appear aggressive as the bargaining gets more heated. There are more than 60 Aboriginal languages spoken across the country ranging from Algonquin Cree to Inuit. The federal government works in the two o cial languages, English and French. If you come from a culture where communication is very direct, you may wish to relax your demeanour and tone so as not to appear threatening. With French-Canadians, however, it may mean engaging in a somewhat more aggressive debate aimed at reaching a mutually agreeable solution. Export Entreprises SA, All Rights Reserved. They will not shy away from open confrontation if challenged, but this is likely to deteriorate rather than strengthen your bargaining position. Although business card culture is fairly informal in Canada, we suggest that you take the time to look at the card before putting it away. stream Maintain eye contact while shaking hands. Santander, Santander Trade and the Flame logo are registered trademarks. Canadians generally prefer a monochronic work style. Thanksgiving Day (second Monday in October). A view of Montreal by Michael Descharles on Unsplash, Premier Rachel Notley and Aboriginal Relations Minister Kathleen Ganley met with Grand Chief of Treaty Six Tony Alexis and Chiefs of Treaty Six First Nations. ne and can only be changed with both partners consent. Remind yourself that they may not perceive it that way. Introducing written terms and conditions may be eective tactics that could help shorten the bargaining process, which most of your Canadian counterparts may nd desirable. Canadian businesspeople may employ defensive tactics such as changing the subject, blocking, asking probing or direct questions, making promises, or keeping an in exible position. It is advisable to have one side of your business card in English and the other side in French. Communication is somewhat indirect. Prepare thoroughly and make sure your key messages come across clearly. It is best not to initiate discussions in respect to Quebec separatism, politics or religion, It can be considered distasteful and rude to discuss sex in Canada, so this subject should be avoided. It is benecial to include both French and English translations on your card. However, they will usually accept it if you state openly that you do not want to share certain information. Avoid making decreasing o, ers, as they will likely be viewed as inappropriate and o, empting to create time pressure. This dual heritage dominates the political and societal issues pertaining to the country and has, to a certain extent, polarized its people. To Canadians, negotiating is usually a joint problem-solving process. Canadians are not overly fond of bargaining and dislike haggling. People generally converse standing around two to three feet apart. Admired personal traits include honesty, ambition paired with humility, tolerance, and reasonableness. Avoid being more than 5 minutes late, and call ahead if you will be. Canadian English diers from both British and American English, though it is closer to the latter. Limit humorous comments until gauging how others react to them. It is advised to be smiling, confident and to go straight to the point of the meeting. Thus, research into a company's structure is required before engaging in negotiations. Disagreement is allowed but should be done so respectfully and diplomatically. However, you can sometimes do this on short notice, especially if the parties have had previous business interactions. A contract in due form is always welcome. Owing to the high degree of individualism that characterizes the culture, Canadian teams are not always well aligned, which sometimes makes it easy to play one member against the other. endobj When presenting your card, smile and keep eye contact, then take a few moments to look at the card you received. Make sure to thoroughly explain the reason for the meeting request. Focus on your presentation and avoid using jargon. Nevertheless, only a contract signed by both parties constitutes a binding agreement. Agreements are often only sealed by a handshake and a written agreement. 4 0 obj Before calling Canadians by their rst name, wait until they oer it. The medical profession tends to be dominated by men whilst women are more representative in nursing/nurturing roles. Since good cop, bad cop requires strong alignment between the players, only experienced negotiators who have spent time practicing the tactic may be using it. Punctuality is highly valued in Canada. Please recommend this Country Section and others to colleagues who might nd them useful. This could be a tactic or the truth. Pace of Negotiation Negotiations in Canada often move at a rapid pace. If you plan to conduct business in the province of Quebec, it is vital that your card is translated into French. They will not shy away from open con, frontation if challenged, but this is likely to deteriorate rather than strengthen your bargaining po, sition. Take the Culture Vulture's Quiz on Canada and see how much you have learned about the country, its people and culture. blend of American, British, and French tendencies; that is, practices vary depending on the region. Show doctorate degrees on your card and make sure that it clearly states your professional title, especially if you have the seniority to make decisions. In formal situations, the host gives the first toast. Report It to Us. Persistence is important, though, and you will frequently nd your counterparts exploring all options to bring the negotiation to a successful close as quickly as they can. Decision-making authority is often delegated to lower levels in the hierarchy and may not require any further approval from others. Everyone gets outside for processions, bands, food, fireworks, etc. Decision-making authority is o, en delegated to lower levels in the hierar, chy and may not require any further approval from others. Instead, be willing to bargain over some items individually. In any case, do not show irritation or anger when encoun. They may sometimes be exchanged at the end rather than the beginning of the meeting. Although it can be very e, tive since the Canadians sense of urgency usually works against them, their level of interest could drop and they might start considering alternatives to the deal at hand. They may share a lot of information as a way to build trust. In the countrys business culture, the respect a person enjoys depends primarily on his or her achievements and to a lesser degree, education. It is difficult to specify any national trait in terms of communication in Canada due to its regionalism and cultural diversity. Ac, cordingly, your counterparts will generally want to, nish the negotiation in a timely manner and implement actions soon. Tipping is customary and expected in Canada. Appearing con dent and assertive is essential, though, since facing an apparently insecure counterpart may encourage Canadians to negotiate harder. Canadas GDP in the first quarter of 2018 grew at 3.1%. In Quebec, sending flowers in advance of the dinner party is the correct protocol. %PDF-1.5 As a rule, privacy is separated from professional life. While the society is not quite as litigious as the one in the United States, Canadians are also quite willing to enforce contracts in court if necessary. Before calling Canadians by their, er it. Decision makers are usually individuals who may or may not consult with others in the group or organization. However, avoid delivering presentations full of excitement and hype since they will make your Canadian audience suspicious. If you plan to conduct business in the province of Quebec, it is vital that your card is translated into French. Retail outlets are open 7 days a week. There are distinct dierences between French and Canadian French. They value information that is straightforward and to the point. In Quebec it is usual to kiss once on each cheek as they do in. Make inquiries in advance if necessary. This is especially true for Anglo-Canadians, while French-Canadians tend to place more emphasis on building stronger relationships before en, gaging in serious business interactions. During the. It is bene, cial to include both French and English translations on your card. Canadian English di, ers from both British and American English, though it is closer to the la, erences between French and Canadian French. Even complex negotiations may not require more than one trip, as followup negotiations are often conducted via phone and e-mail. Too much diplomacy may confuse and irritate them and can give the impression of insincerity. Quebec has the highest number of common-law unions than in the other provinces and throughout Canada, common Law unions have quadrupled over the past three decades. They are classed as big eaters, particularly of meat. They usually represent irrevocable commitments to the terms and conditions they dene and can only be changed with both partners consent. While the negotiation exchange may include con, itude and show willingness to work with the other side in an e, Should a dispute arise at any stage of a negotiation, you might be able to reach resolution by show. Once the bargaining process has concluded, decisions are o, When making decisions, businesspeople may apply universal principles rather than considering the speci, c situation. In general, communication is moderately indirect perhaps reflecting an amalgamation of both North American and British tendencies. Nevertheless, they usually have extensive policies and processes that may a, ways followed. Avoid aggressive tactics when negotiating with Canadians. Meetings usually start with some polite small talk, which can be brief. During the rst meeting, it is best to preserve an air of formality while remaining polite and cordial, listening more than speaking. Companies are closed on Saturdays and Sundays. It is best to be right on time for dinners, and to arrive at parties within 10 to 15 minutes of the agreed time. When meeting with Anglophones, meetings may seem more democratic as all participants will engage and contribute. They tend to be informal and relaxed in a manner even if the subjects being discussed are serious. Canadas heterogeneous population is composed of the English-speaking majority (Anglo-Cana, representing almost 60 percent), and the French-speaking minority (French-Canadians or, , around 23 percent), most of whom live in the Quebec province. Canadians are essentially rational and logical and thus they will not be convinced by emotions, passion or feelings. Even in other provinces, Canadian organizations may require your material to be in both English and French, especially when dealing with government institutions. Maple syrup is also a great favourite along with doughnuts, butter tarts and pancakes. It should be handed to counterparts at the beginning of the meeting when shaking hands. Gestures and body language are usually subtle in Canada. People generally converse standing around two to three feet apart. Even complex negotiations may not require more than one trip, as follow, Canadians generally prefer a monochronic work style. This may happen quickly since the use of rst names is not a sign of intimacy. Canadians hate wasting time and have little patience if they feel that the other side may be hiding or holding back something. <> fork in left hand), one must wait to be shown to a seat, and food is not consumed until the host begins his meal. If the meeting concludes without next steps being dened, this may mean that there is no interest to continue the discussion. The standard greeting is how are you? It is rhetorical, so it is best to respond with the same phrase or to say something like ne, thank you, or Im doing great, and you?. Francophones are more likely to interrupt another speaker. If your company replaces you with someone else over the course of a negotiation, it may be easy for your replacement to take things over from where you le. It is normal to address a counterpart by Mr or Mrs or "Monsieur" or "Madame" followed by the surname, and to use their title (Doctor, etc.). Non-verbal expressions are only really used to add emphasis to a message or are part of an individuals personal communication style. However, many Canadians are competitive and may think it ok for partners in a productive business relationship to cooperate and compete at the same time, a view that others from strongly relationship-oriented cultures rarely share. <>/ExtGState<>/Pattern<>/Font<>/ProcSet[/PDF/Text/ImageB/ImageC/ImageI] >>/MediaBox[ 0 0 595.32 841.92] /Contents 4 0 R/Group<>/Tabs/S/StructParents 0>> Next, place it on the table in front of you. le patience if they feel that the other side may be hiding or holding back something. Ice hockey - one of Canada's most popular, if most popular, sport. It covers communication, business culture, etiquette and much more! While usually friendly and polite, communication in Canada is o, en quite direct. Likewise, if you introduce someone else from your company into an existing business relationship, that person may quickly be accepted as a valid business partner. Your legal counsel may also a. end negotiations to provide legal advice throughout the bargaining process. Remember this is only a very basic level introduction to Canadian culture and the people; it cannot account for the diversity within Canadian society and is not meant in any way to stereotype all Canadian people you may meet! teners and rarely interrupt others. They may focus equally on near-term and long-term bene, ts. While usually friendly and polite, communication in Canada is often quite direct. Most Canadians identify themselves very strongly with their province. It is best not to bring a gift to an initial meeting in order to avoid raising suspicions about your motives. It is a Constitutional Monarchy meaning that Queen Elizabeth is the head of state, although her powers are limited in government and she is considered a figurehead only. 2 0 obj Too much diplomacy may confuse and irritate them and can give the impression of insincerity. A visiting businesswoman should have few problems in the country. If a public holiday falls on a Saturday or Sunday, it is made up on the Friday before or the Monday after. They may focus equally on near-term and long-term benets. Periods of silence do not necessarily convey a negative message. Similarly, they may frequently a, empt to introduce pre-printed clauses. Canadians are reticent to discuss their personal lives with business associates. Anglo-Canadians usually do not openly show emotions, which is unlike French-Canadians, who tend to be more animated and expressive. In British Columbia, Labrador and Newfoundland couples entering into a common law union must live together for two years before being awarded the same rights as their married counterparts. Being loud may be regarded as bad manners. Once the bargaining process has concluded, decisions are often made quickly. Perfect for professionals relocating to Canada or those doing business with Canadians. Global Affairs Canada - Cultural Information, Meeting Etiquette Tips for Business Travel to Canada, Good Friday (for banks, government offices). ngers to point at others. When making decisions, businesspeople may apply universal principles rather than considering the specic situation. If a person has an academic title, such as, , use it instead, followed by the family name. It is also customary to tip bartenders in Canada. Canadian managers emphasise egalitarianism and diversity. It is advised to maintain your distance from counterparts. tering this behavior. Do not give white lilies as they are used at funerals. Presentation materials should be very att ractive, with good and clear visuals. However, this is not reflected in the overall political gender balance. The Canadian family has changed during the last thirty years with a trend towards smaller households and an increase in single parents. ractive, with good and clear visuals. Avoid aggressive tactics when negotiating with Canadians. In addition, it is important to recognize the many unique characteristics that make the country distinct from the United States. Please recommend this Country Section and others to colleagues who might, nd them useful. plus the family name. Although parents are permitted to use physical means to discipline a child, which can include spanking, the use of an implement or striking a child in anger or retaliation is not considered reasonable under Canadian law. Francophones are generally more open to interrupting other people talking than Anglophones. Contracts are usually dependable, and the agreed terms are viewed as binding. This rigid style may be dicult to tolerate for negotiators from highly polychronic cultures, such as most Asians, Arabs, some Southern Europeans, or most Latin Americans, who may view it as closed-minded and overly restrictive. Conservative yet with elements of flair and individualism. Canadians generally expect visi. Canadians often discuss business during meals. While the buyer is in a superior position, both sides in a business deal own the responsibility to reach agreement. They are o, nd compromises both sides can live with. Anglophones do not generally interrupt someone who is speaking. Written contracts tend to be lengthy and somewhat legalistic. Contracts are usually dependable, and the agreed terms are viewed as binding. A reference guide covering 50 countries around the world, the 472-page book includes an extensive discussion of the negoti. erences across Canadas population can still be pronounced in smaller cities and rural ar, eas. ned, this may mean that there is no interest to continue the discussion. empts to change the subject repeatedly in order to confuse your counterparts may meet with resistance, though. However, using these tactics yourself may be surprisingly eective with some negotiators. en contracts tend to be lengthy and somewhat legalistic. Most people in this country expect to negotiate in good faith. However, they may occasionally use deceptive negotiation techniques such as telling lies and sending fake non-verbal messages, pretending to be disinterested in the whole deal or in single concessions, misrepresenting an items value, or making false demands and concessions. The environment is also a shared concern for many Canadians. % tion to a successful close as quickly as they can. The French-speaking community are fiercely defensive of their cultural origins and their language and have been resistant to assimilation.. Traditional gifts from ones' country of origin are particularly enjoyed; good chocolates, flowers or wine also make for acceptable gifts (expect gifts to be opened when received). When negotiating, they o, en work their way down a list of objectives in sequential order, bargaining for each item separately, and may be unwilling to revisit aspects that have already been agreed upon. French-Canadians will likely get closer than that. Children under the age of twelve cannot be charged with a criminal offence although parents can be made financially responsible for their behaviour. Generally, the size of a deal determines how high in the organization you need to go. Humor, which should be friendly and not overly ironic and sarcastic, is important and almost always appreciated. Requests to change contract details a, er signature may be considered as bad faith and will meet with strong resis, While women enjoy similar rights as men, many of them are still struggling to a, ain positions of similar income and authority.