Do your Finnish team members never seem to express emotions? Do your Swedish clients take an eternity to make a decision? Have you ever been frustrated at your American coworkers’ braggadocio?

Cultural differences in communications and interactions have a major impact on relationships at home and work. Though American management theory is increasingly taught in business schools across the world, this does not guarantee global business and career success.

Thriving business relationships require trust. You earn the trust of a French or Finnish client differently from an American client. Approaching them with the same strategy will have limited success.

Those who have worked in China know that to establish a business relationship you need to gain the trust of the client by socializing; only by first sharing meals and drinks can there be real trust and potential to do business together. On the opposite spectrum are the US, Germany and also the Nordic Countries where initially facts take priority. To earn their trust you must first convince them of your expertise and from there develop a more personal relationship.

All of the Nordic countries (Iceland, Sweden, Norway, Denmark and Finland) tend to be rather informal in their communication style, even if they might appear formal at the first meeting (a firm handshake). Honesty, direct communication, punctuality and accountability are valued across the region. However, there are some differences.

For example, to develop long-term business relations with Finns you will need to spend time with them outside of the office, preferably at the sauna. According to tradition, both political and business deals are created in the sauna over a few beers or shots of Koskenkorva. So if you are invited to the sauna, accept the invitation! You may wear a towel but do not be surprised if your Finnish hosts are not wearing anything.

Scandinavians and Finns working with Americans tend to view them as open, gregarious, comfortable speaking about themselves, self confident (and more than a little boastful) and direct. While American business communication is somewhat similar to that of the Nordic countries (Informal and direct), opportunities for misunderstandings are plenty.

Interested in this topic? Join me at the seminar Successful Business Relationships Across Cultures with the Finnish- American Chamber of Commerce.

Tuesday, April 22, 2014 6.30-8.30pm at Sullivan & Worcester LLP, 1633 Broadway, 32nd fl. (between 50th and 51st Streets, close to subways). Advance reservation and Photo ID required to clear building security.Refreshments and hors d’oeuvres will be served.
RSVP by email to faccnyc@verizon.net or call 917-318-6225. Pay by Paypal on http://www.facc-ny.com Members: $30, Non-members: $40