History-1

The Aborigines were the only inhabitants of

Australia until the Dutch began exploring
parts of the continent in the 1620s.
In 1770, Captain James Cook took formal
possession for Britain.

Starting in 1788, the British founded penal

colonies, mainly in the areas of the presentday Sydney, Hobart, and Brisbane.

As a result, many of the early settlers were

either prisoners or soldiers.

Australian English

Chrissie

Hes flat out like a lizard drinking!

Very busy.

Grasshopper or Grassie

Christmas

Tourist

Its your shout, mate.

Your turn to pay for drinks.

History-2

Free settlements were established in

Melbourne, Adelaide, and Perth.

The number of people immigrating to

Australia increased rapidly after gold was
discovered there in 1851.
The successful breeding of sheep also
attracted immigrants.

1868: transportation of convicts to

Australia ended.

Convicts there were declared free.

History-4

1901: the colonies became states in

Federal Commonwealth of Australia.

Western Australia attempted, but failed,

to secede from Commonwealth in 1930s.
UK granted complete autonomy in 1942.

Country has been stable and has grown

throughout 20th century.

Most immigration was Caucasian, due to

discriminatory policies.

Policy altered in 1966immigration slowed.

Religion

Christians, divided equally between

Anglicans and Roman Catholics, make up
76% of the population.

Jews, Muslims, and Buddhists are also

present.
A significant proportion (13%) claim no
religious affiliation.

Demographics

Population of 18 million.

Concentrated on southern and eastern

coasts.
About the population of Florida in an area
the size of the USA.
Aborigines constitute only about 1.2% of
population.
93% are of European ancestry.

Urbanization of 85+%

One of worlds highest rates.

Introductions-1

First names are widely and quickly used in

Australia.

However, it is wise to wait until invited to do so.

Many visitors have found themselves surprised by
the speed with which Australians adopt the first
name as a way of addressing their visitors.

This should not be mistaken as a sign of

real friendship -- it only indicates Aussie
friendly informality.

Australians are generally quite informal.

Dont be too stiff or overly tactful.

Introductions-2

People shake hands upon introduction as well as at

the beginning and end of meetings.

The handshake should be firm and friendly.

When addressing business colleagues, even senior

managers, the business title is generally not used.

Australia has its share of British titles and honors.

Holders of such titles in Australia may or may

not use them.
In case of doubt, the general term Sir may
be used to address anyone with respect.

Introductions-3

Aussies greet each other with Hello or

an informal Gday, but they tire of
hearing tourists overuse the latter.
It is appropriate to present a business card
at an introduction.

Dont be surprised if you do not get one

in return, since many Australians do not
have them.

Social Conventions-1

Australians are direct, like people from the

U.S.
There are many unique words and phrases in
Australian English (more on this later).
Introductory conversation unrelated to
business should be short.

The spectacular Australian architecture, local

cultural events, and leisure and outdoor
activities are useful conversation topics.

Avoid making comparisons between U.S. and

Australia.

Social Conventions-2

Dont give unsolicited advice and avoid

putting on airs.

Australians demonstrate their disdain of

class by sitting up front with their
drivers, both in taxis and limousines.
Aussies are suspicious of pretension and
status-conscious behavior.

It is very difficult to impress an Aussie.

Men are fairly quick to call another man

mate if they take a liking to him.

Social Conventions-3

Australians have a healthy sense of humor.

Often their barbs may be directed at the

visitor in a good-natured way.

The international visitor should not take

such teasing lying down -- while being frank
and friendly, he or she can reply with good
humor and become respected by the hosts.

Aussies frequently use humor when they

are under stress.

Social Conventions-4

Australians enjoy controversy and love to

discuss subjects about which they
disagree.

Fairness is an important principle in

Australian life.

They do not give praise easily.

When they do, it is often done in a

sarcastic, joking manner.

Individualism and Power Distance

Power Distance Index (PDI)
Large power
distance
PAN
Low individualism

GUA

EQA

Small power
distance
Low individualism

12
18
24
30
36
42
48
54
60
66
72
79
85
91

Small power
distance
High individualism

COL
PAK
IDO VEN
PER SAL
TAL
SIN
THA KOR
WAF
CHL
PHL
HOK
YUG
MAL
POR
EAF MEX
PHI
GRE
TUR
URU
BRA ARA
JAM
IRA
ARG
JPN
IND

COS

AUT
ISR

SPA
FIN
GER
NOR
SWI
SWE
IRE
DEN
CAN
NZL

SAF

ITA

FRA
BEL

Large power
distance
High individualism

NET

GBR USA
AUL

11

28

44

61

77

94

111

Uncertainty Avoidance and Masculinity

Masculinity Index (MAS)
Weak uncertainty
avoidance
Feminine

SIN

16
24
SWE

32

DEN

HOK

GBR
IRE

MAL

IND
USA PHI
NOR
IDO CAN
SAF
NET
NZL
EAF
AUL
WAF
IRA
FIN
SWI
ARA
THA
GER
TAI
AUT
PAK
BRA
ITA
VEN
COS CHL
FRA ISRCOL
TUR
SPA
MEX
PAN
ARG
KOR
YUG
PER
SAL
BEL
JPN
URU
GUA
POR

40
48
56
64
72
80
88

Strong uncertainty
avoidance
Feminine

Weak uncertainty
avoidance
Masculine

JAM

96

GRE

104
110

23

41

59

77

Strong uncertainty
avoidance
Masculine

95

Key Negotiating Pointers

Be punctual.

Australians are easy-going, but they are

sticklers about time.

Be informal, but courteous.

Americans tend to feel very comfortable

dealing with Australians, who regard
formality as insincere and artificial.

Efforts to impress usually are hurtful.

Dont be afraid to use humor.

Key Negotiating Pointers

Make presentations detailed and factual.

Negotiations move quickly.

Be prepared to respond evenly to pointed

questions.
Make brief introductory remarks and then
get down to business.

Keep your administrative requirements to a

minimum.

Australians do not like being told what to do.

Operate with few rigid lines of authority.

Key Negotiating Pointers

Stress the practical over the conceptual.

Australian negotiators are pragmatic and

profit-oriented.

Make the opening offer fairly close to your

desired final position.

Leave yourself some room for movement.

Australians do not tend to be blue-sky

bargainers (haggling for long periods from
very high initial offers).

Key Negotiating Pointers

Expect Australian negotiators to remind

you of the competition and to keep
pressure on to make concessions.

Patience is another often-used Australian

tactic, as they hope to wait it out for you
to concede.

Australians tend to make concessions in a

descending pattern.

Generous at first, then tapering off.

Key Negotiating Pointers

Contracts are written, specific, and firm.

Business Practices-1

Australians are motivated to word hard by

affliction and quality of life.

Punctuality is highly regarded.

Stark contrast to other countries, where

status and money are viewed as key
incentives.
Appointments are necessary, preferably
one month in advance.

Business cards are routinely used.

Business Practices-2

Business is often conducted while having

drinks.

Buy only when it is your turn, as it is

considered rude to buy out of order.

Melbournians are slightly less conservative than

their fellow Australians.
Meeting protocol: get down to business quickly.

Presentation should be complete, while not

concealing problems areas.
Communicate directly and respond to their
directness with confidence and good humor.

Business Practices-3

Due to great distances, it is important to have

representation within Australia.

There is an Australian version of the Old

Boy network among senior industrial
executives.

It helps to have connections.

Vast majority speak only English.

Australians are, first and foremost, pragmatic.

Time has value and they will not waste it.

Delays are viewed as inefficient.

Business Practices-4

Decision-making still tends to be

concentrated at top echelon of companies.
Informality reigns in matters of etiquette.

People are seated in random fashion,

generally with no special seat of honor.

Seniors in company status may receive

certain gestures of respect, but such a show
is a formality only.
Australians do not practice deference -- their
overall sense of equality is well-ingrained.

Business Entertaining-1

Business lunches are a popular and

acceptable way of both initiating and
doing business.

However, business and pleasure do not

mix in Australia.

Do not use social occasions, besides

lunches, as opportunities to talk business.

Once a social relationship has been

established, a businessperson may invite
his/her contact to lunch.

Business Entertaining-2

Dinner is usually about 6 pm.

Come 30 minutes early or be on-time, but

never be late.

Guests sometimes bring flowers or wine -not gifts.

A thank-you upon leaving is all that is
expected.

More formal evening entertaining is in order

when the visitor is dealing with upper
managerial levels or once a business
relationship has been established.

Business Entertaining-3

Formal occasions, especially if the

Australians host them, are likely to take
place in a club.

Clubs are often formed around athletic

events, but may also be professional.

The business visitor should not propose

entertainment over the weekend.

Australians treasure their free time.

Business Entertaining-4

Invitations to a home are not common and must be

considered special.

Since this kind of entertaining could be formal or

very informal, it is best to ask the host about
appropriate dress.
Often such visits will center around a casual outdoor
barbecue and will include all family members.

A modest gift for their home would be

unexpected but appreciated.
Otherwise, the practice of giving gifts is
unwelcome and might even be considered
taboo.

Dining with Australians-1

The main meal is eaten in the evening.

Table manners are European, but viewed

with informality and flexibility.

It may be called dinner or tea.

While it is considered proper to use the

fork with the left hand, other styles are
tolerated.

When eating soup, do so by moving the

spoon away from you, not toward you.

Dining with Australians-2

Salads are generally served with the main

course.
Indicate that you have finished by laying
your knife and fork parallel on your plate.
At a restaurant, use a simple hand gesture
to get the waiters attention.
Beer is the most popular national drink.

Gestures and Social Customs

Australians deny the existence of any taboos.

However, they may have a double standard

about the use of their favorite expletives.

While they may use strong language at times,

they do not appreciate it when an international
visitor does likewise.

Winking at women is considered inappropriate,

as are public displays of affection.

When yawning, you should cover your mouth

and then excuse yourself.

Gestures and Social Customs

The thumbs up sign is considered rude.

Good sportsmanship is very important in
Australia.

Australian Game Plan-1

Australians suffer from sense of isolation

from rest of world.

Important to show interest in them and

physically visit them at least twice yearly.

Government is not so important in

Australian business.

Therefore, a bank or corporate reference

is more important than government
reference.

Australian Game Plan-2

Australians do not suffer from inferiority

complex among nations, but they do
demand respect and recognition.

Proud of their country.

Do not want to be thought of as a little
America.
Any display of superiority will turn them
away.
Strongest values are egalitarianism and
antiauthoritarianism.
Treat them as equals.
Likewise, do not defer to them.

Australian Game Plan-3

Accept their informality and do not be too

formal around them.

Do not be offended if they use your first

name.

Do not assume it means friendshipit is a

way to disarm and equalize opponents.

They do not like inflated prices.

Bargaining as an art is a waste of time.

However, they are competitive and want

the best deal.
Be ready to give up something (if needed).

Australian Game Plan-4

The Aussies self-worth is based on his

feelings of equality and masculinity.

Compliments will not have the desired

effects.

His/her motivations in decisionmaking are

based on company policy and national
interest., but there is also strong personal
interest in performance.

Help to offer solutions to his problems.

He/she will appreciate your partnership.

Language in Australia-1

English is the official language.

Spoken by 95% of population.

Australian grammar and spelling are mix
of British and American patterns.

They use labor, not labour.

Communication problems can -- and do -exist with foreign English speakers.

Extensive accent and slang have

developed that make spoken Australian
English quite unique.

Language in Australia-2

Some idiomatic differences in Strine

(Australian) include:

Full bottle = fully informed; knowledgeable

No worries = no problem
Fair dinkum = true; genuine
Bludioth! (Bloody oath!) = yes (emphatically

Aussies tend to shorten words to one syllable,

then add a long e sound at the end.

Therefore, a barbecue becomes a barbie, a

mosquito becomes a mozzi, and the
people are known as Auzzies.

Australian English - 3

Theres nothing better after a day at the beach

than a few sherberts.

Up a gum tree

Confused

Ripper, as in Bloody ripper, mate!

Beers

Someone or something really good.

Pommy

Someone form the UK (convicts used to have

initials P.O.M.E on their clothing [Prisoner of
Mother England])

Language in Australia-4

Avoid the terms stuffed and rooting; very

vulgar in Australia.

Words which originated in the Australian

frontier:

Digger = Australian
Amber = beer
Banana bender = Queenslander
Roo = kangaroo
Heart starter = first drink of the day
Grizzle = complain
Across the ditch = New Zealand

Communicating with Australians-1

There is no manual for correct behavior in Australia.

Country lacks clearly defined social and

conversational map.

Most Aussies see this as a strength -- a license

to be erudite or rude in any situation.
This keeps conversation lively.

While not entirely true, egalitarianism is a cherished

myth.

Americans must be careful not to threaten this

notion.

Communicating with Australians-2

In many countries, accents and education will tell you a

lot about a person -- not in Australia!

It is a relatively classless society.

Hardly any regional variations, no class pressures on
ones way of speaking, and people switch from broad to
cultivated Australian at will.
However, language is not boring:

Uglier than a robbers dog.

Blind Freddie could have seen it.
He had kangaroos in his top paddock (hes crazy).
Can I bot a chewie? (May I borrow a stick of
gum?)

Communicating with Australians-3

There are certain conversational subjects which are

considered safe or dangerous:

Safe

Sports
Shows of modesty

Dangerous

Being criticized by foreigners.

Being constantly or too enthusiastically praised by
foreigners.
Taking yourself or your country too seriously.
Aussies are proud of fact that their Prime Minister is frequently booed
at public appearances and that many Australians do not know the
words to National Anthem.

Women in Australia-1

Although Australians shun class distinctions,

some American women assigned to Australia
have found difficulties in being accepted.

Male chauvinism is still strong.

Foreign women are often confronted with blunt,
earthy males who are uncomfortable with women.

Australian women seem to enjoy that their major

responsibilities are home and family.
However, generally there will be no problems
between men and women associates.

Women in Australia-2

You usually wont find a man winking at a

woman.

It is considered impolite.

If, after a large meal, you say: Oh, Im

stuffed, Australians will think that youre
announcing that youre pregnant.
If a man approaches you and says Hi, Im
randy. Thats not his name.

Randy means horny.

Gestures in Australia

The thumbs-up sign is considered rude.

Men should not be too physically
demonstrative with other men.

Business Dress

Generally informal.

Fashions follow American trends,

although women wear pants much less
than in the U.S.

Men may wear a dark suit and tie (jacket

can be left off in the summer).
Women may wear a skirt and blouse or
dress.

Portrait of an Australian
Businessperson-1

What does he believe is a persons

responsibility?

What does he expect of others?

Personal satisfaction and enjoyment of

life; independence.
Equal treatment.

How does he interact with others?

Open and friendly. Very informal. First

names are used almost immediately.

Portrait of an Australian
Businessperson-2

What impresses him? What does he

respect in another?

Accomplishments through use of

masculine traits.

What is his attitude towards foreigners?

Friendly and not defensive. Foreigners

are held separate from the group if their
culture is very different. Aussies are
intolerant of different behavior.