Denmark: Culture

Making appointments

Punctuality is very important, so make the effort to be exactly on time for all business appointments. Danes expect punctuality for social engagements as well.

Many Europeans and South Americans write the day first, then the month, then the year [e.g. October 21, 2007, is written 21.10.07.] This is the custom in Denmark.

In Scandinavia, summer is a time for leisure. It is not only difficult, but also inconsiderate, to try to conduct major business during July and August. Many companies close for extended periods during these two months to allow their employees to take summer vacations. Danes have five weeks of paid vacation per year.

Business hours vary throughout Denmark. Opening times range from 8:00 to 9:00 a.m. and closing times from 4:30 to 5:30 p.m. Offices operate on a five-day schedule.

Guidelines for business dress

When you are in Denmark, make a point to dress in a polished yet understated way. You are expected to appear professional and well dressed, and you should keep everything low-keyed.

Men should wear suits with starched white shirts, ties, and well-kept shoes.

Women should wear stylish yet modestly cut suits and pumps. Accessories should be kept to a minimum. Be sure to pack clothes for the cool, rainy weather, which you are likely to encounter.

Neatness and cleanliness are absolutely essential. Women often wear dress pants to work. If invited to a Danish home for an informal get together, clean pressed jeans and an open-neck or sports shirt are acceptable.

High-ranking Danish executives often host black-tie dinners. Male executives should seriously consider bringing a tuxedo along, while women will need an evening gown.

Red is a positive colour in Denmark.

Danish casual attire is still conservative, although jeans that are clean and pressed will be seen. At the beach many women wear topless bathing suits.

Welcome topics of conversation

Although you may get the impression in your business dealings that Danes appear to be unfriendly and uncaring, in fact they can be a very warm people who enjoy lengthy conversations and being with friends. They are especially at ease at home and in other social settings.

Once you are introduced to a Dane, it is likely that you will have an instant friend. Safe topics to discuss are Danish culture, current events, and your home state or town.

It is considered rude to get too friendly with someone with whom you have only a casual acquaintance and to ask personal questions about him or her. This includes anything about the person's private life [such as questions or comments about religion, income, or family]. Allow your new Danish acquaintance to set the tone of the conversation by choosing the topics of discussion.

Many people are flattered by compliments about how they look or clothing they're wearing, but this is not the case with Danes. Danes consider compliments to be inappropriate.

Traditional Danish culture is always a safe topic: showing an interest in anything Danish--from Danish furniture design to Hans Christian Andersen and Legos--is much appreciated.

Again, make the effort to avoid discussing controversial subjects and financial, personal, or family issues.

Addressing others with respect

The order of Danish names is the same as in the United States, with first name followed by surname.

It is appropriate to use a person's title until the use of first names is welcomed.

The trend in Denmark today is to call people by their first names once rapport has been established. Still, you must wait for the okay from your Danish peers. Use professional titles when applicable. Otherwise use the following Danish courtesy titles.

Hr: Mr.

Fru: Mrs.

Froken: Miss

Selecting and presenting an appropriate business gift

Gifts are not required in a business relationship.

If you decide to bring flowers to the hostess when invited to a home, they should remain wrapped when you present them. If you wish to give flowers to your hostess, it is best to have them sent ahead of time, so as not to burden her with taking care of them when you arrive. The best flowers to select are bouquets of mixed wildflowers.

Unlike many other countries, roses are acceptable gifts for your host or hostess. Nevertheless, be sure you don't give white roses, because this colour is associated with mourning.

Red is a good colour to wrap gifts in.

An illustrated book from your home country or city makes an appropriate gift.

Danish etiquette does not encourage you to have a gift in hand at a first meeting. But, if it looks as though business is going well, then a small gift may be given to your contact after agreements have been signed. If you happen to receive a gift in turn, you can open it in front of the person rather than waiting.

Because Danes enjoy alcoholic beverages, wine, whiskey, and similar beverages make good gifts.

Other possible gifts include a box of chocolates. A good pen, paperweight, or other desk items with your company logo are also appropriate.

What you should know before negotiating

The Danes tend to be a proud people pleased with their own accomplishments and therefore do not need and are not open to information or assistance from others. Their education is emerging away from rote learning and toward the application of abstractive, conceptual thinking. They have a tendency to follow universalistic rules of behaviour rather than react to particular situations.

For the Danes, truth is grounded in a faith in the ideology of social welfare, with objective facts used to make a point. Subjective feelings do not play a role in negotiating.

Denmark is a social welfare state in which the quality of life and environmental issues are given key priority.

The Danes tend to have a strong belief in individual decisions within the social welfare system. There is a pronounced orientation toward the self, yet with an obligation to help those who are not able to help themselves. There is an emphasis on individual initiative and achievement, with one's competency being more important than his or her station in life. The dignity and worth of individuals is promoted along with the right to a private life and opinions.

Uncertainties in life are accepted, and anxiety is reduced by a strong social welfare system--the government exists to serve the people. Individualistic Danes are resigned to a social welfare state in which there is little distinction available through individual accomplishment.

Denmark generally has a middle-class society, with family concerns as the central issue of social policy and government intervention. Danes strive to minimize social differences, so there is very little evidence of poverty or wealth, yet they do exist. Nationalism transcends social differences, and a largely homogeneous population minimizes ethnic differences. In this society, upper-class husbands and wives share the responsibilities of childcare.

Giving preferential treatment to anyone is discouraged. Denmark is such an equality entrenched society that you are expected to give the same preferential treatment to a janitor that you would to the organization president.

In many Danish companies, bosses are seen more as "team leaders" than as the key decision-makers. For that reason, during meetings and when making decisions, everyone is encouraged to express an opinion in order to give consideration to many viewpoints. Nevertheless, the final decision lies with a team of top leaders.

In comparison with other European countries, Denmark is one of the most progressive when it comes to equality between men and women. Moreover, Denmark ranks number one when it comes to the greatest percentage of women working outside the home and many women hold top positions in Danish companies.

Women travelers will find it highly pleasing to do business in Denmark. It is possible for them to initiate meetings and even social engagements with men.

What you should know before negotiating

Although taxis can be hailed on street corners, it's a better idea to call for one to pick you up at your starting destination. This way, you will be certain to arrive at your meeting on time.

As in other countries, business cards are necessary. In Denmark, however, it is unnecessary to have them translated into Danish on the reverse side, because many people have an understanding of English.

If the company you represent was founded 10 or more years ago, be sure to list that information on your business card. Stability is an important characteristic to the Danes.

Danish business introductions consist of a formal and solemn exchange. If you are sitting and being introduced to a new contact or associate, be sure to stand up before extending your hand. Offer a firm handshake as you make eye contact. Any effort that you make to include a Danish greeting into your introduction [e.g., "Goddag" meaning "Good Day"] will be appreciated.

Men may initiate a handshake with a woman rather than waiting for her to do so. Handshakes should also be exchanged when leaving.

The Danes desire that each minute spent on the job is productive and used effectively. It is important to arrive on time and be prepared to give a polished presentation. Meetings move swiftly and will start and end on time.

Depending on the person leading the meeting, it will either start with a few minutes of "small talk" or the leader will get right down to business.

Avoid making any comments that could be viewed as personal. Even complimenting someone on his or her clothes can be taken as too intrusive.

When it is your turn to give a presentation be sure that you are easy to understand and to the point. Literature, graphs, and charts should be used to further illustrate your presentation. Aside from explaining the points in your presentation, you will be taken more seriously using these materials because of the attention you paid to detail.

The Danes freely express their feelings. You may find them blunt and highly undiplomatic, but that, in general, is their way. Be receptive to their comments and respond in a positive tone.

Danes are very tolerant; it is not advisable to criticize other people or systems.

It would be a mistake to introduce a business plan that will have detrimental side effects for the environment. You will find that Danes are committed to preserving the environment.

The Danish sense of humor, in general terms, is more reserved or dry than the American.

Generally speaking, Danes are people of their word. Thus, once an agreement is signed, you can be certain that the project will move forward.

Entertaining for business success

Ensure during meals that you do not discuss business, unless your host brings up the subject. In general, meals are reserved for lively discussions that are removed from work.

Breakfast [morgenmad] is served around eight in the morning. It typically includes dried cereals, rolls, jams, cheeses, yogurt [ymer], cold meats, and eggs [hard and soft boiled]. Coffee or tea is the usual beverage.

Danes usually have breakfast at home with their families, so do not expect to conduct any business during this meal.

Lunch [frokost] is usually served from 12:00 to 2:00 p.m. Open-faced sandwiches [smorrebord] are typical foods for this meal.

If you are invited to a business lunch, it will occur sometime between noon and 2:00 p.m.

Basement cafes are very popular places in which to dine in Denmark. They are also good places to hold business lunches.

Dinner [middag] is served from 6:00 to 8:00 p.m. The evening meal may consist of meats, fish, vegetables, and dessert. Drinks served with dinner are usually regional beers or wine. The main meal of the day is dinner.

It is common for Danes to invite people to their homes. If your spouse has traveled to Denmark with you, the invitation will most likely include him or her.

Unlike many other countries, roses are acceptable gifts for your host or hostess. Nevertheless, be sure you don't give white roses, because this colour is associated with mourning. If you do give flowers, be sure they are presented wrapped. A bouquet of mixed wildflowers is the best choice. Other suitable gifts include a box of fine chocolates or desk items with your company's logo.

The host and hostess will sit at opposite ends of the table. The female guest of honour is offered the seat to the right of the host, and the male guest of honour will be seated to the right of the hostess. Name cards are frequently placed at each place setting.

The traditional Danish dinner party begins with soup, followed by a seafood appetizer, the main meat course with a salad, and ends with dessert. White wine is often served with the soup and appetizer, red wine the meat dish, and a sweet red wine the dessert. Coffee is served after dinner. Fresh homemade breads and/or thin flatbreads often accompany the evening meal. It is common for dinner parties to continue until 1 a.m. In Denmark, dinner parties in the summer can last until 11:00 or 11:30 p.m.; in the winter, they usually end around 10:00 p.m. Therefore, if dinner is over sooner, expect to have coffee or a liqueur or perhaps a walk before the party is actually over.

If you are invited to dinner, typically, you will be ushered directly to the table. If drinks are served before dinner, however, they will usually be set out in the living room, and most probably will consist of the traditional aquavit, possibly followed by a beer chaser. Drinks, in fact, are more common after dinner, and can vary from aquavit and liqueurs to scotch and other hard liquors.

Follow the lead of the host, hostess, and other guests when eating and drinking. After the meal, you will stay a while for drinks and conversation.

Customarily, Danes hold their fork in their left hand, while their knife stays in the right. The continental style of dining, in which you cut food with the knife in your right hand and your fork in your left hand, never switched, is a must. Bring the food to your mouth with the fork tines pointing down.

Expect to remain at the table for a long time. Danish dinners can last as long as four or five hours. You should not leave the table before your host or hostess does.

Entertaining for business success

Usually, toasting simply involves lifting your glass, looking at the person you are toasting, drinking, and lifting the glass again in honour of him or her. It is important not to break eye contact during the toast. Even if you are not making a toast, lift your glass before you take your first sip of wine or beer, look around, drink, lift the glass again [to the entire table], and place it down. You may then drink your wine or beer as you would normally. Do not begin drinking until your host has proposed a toast to the entire company. If your host stands when proposing a toast, so should you. A common toast is "Skal!"

The male guest of honour should propose a toast to the hostess at the conclusion of the meal. A way of getting the others' attention is by lightly clinking your spoon on the side of your glass.

Beer [or "ol"] is the prized beverage of Denmark and may be considered the country's official drink. Beer or wine will be served with every meal.

A traditional Danish drink, aquavit ["water of life"], is extremely potent. Take heed, as Danes often like to share this strong alcoholic beverage with their guests.

Food is usually passed around on platters, so that you are free to take whatever amount you wish. As a general rule, take a small amount at first, and be sure to finish it all, especially before going on to a second helping. Although bread may be eaten with the hands, the open-faced sandwiches commonly served at lunch are always eaten with a knife and fork.

Wait until everyone has been served and take your cue from your host before you begin eating. You may not find everything to be palatable. Still, you should try your best to eat food that you find unappealing, to avoid appearing wasteful.

Leaving food on your plate is a faux pas. In all likelihood, you will greatly offend your hostess if you leave food untouched on your plate.

Danish etiquette requires that the fork and knife be placed parallel on the right side of the plate when you are finished, pointing north. If you want a second helping, the protocol is to turn the tines of the fork downward when you place the fork and the knife on your plate.

Wait for the host to rise after the meal has come to an end and table talk is over before you leave the table.

It is impolite to leave a host's home too soon after dinner. Cocktails are served after dinner, rather than before. It is not unusual for a dinner party to last till 1:00 a.m.

On other occasions, there will be a smorgasbord, a Danish buffet also called "det store kold bord." This popular way to serve a meal consists of a large table of seafood, meats, breads, vegetables, and desserts served buffet-style. This way of presenting food is popular at dinner parties.

The smorgasbord is not actually a Danish custom, although there are smorgasbord type dishes and restaurants. Danish specialties include beef tartare [usually served with raw egg], herring, and meatballs. There is a special Danish soup called ollebrod, which is a combination of beer, rye bread, lemon, and sugar. Lagkage, a renowned Danish dessert, is a trifle-like layer cake made of custard, whipped cream, and fruits.

Acceptable public conduct

All foreigners traveling to Denmark must register with the local police within 24 hours of their arrival. This procedure is normally taken care of by hotels and other public accommodations, but if you are being privately housed, you must do it yourself. Forms can be obtained from the local police or at the post office.

The Danes are unexpressive people in public. They tend to be very low-key. In order to imitate their behavior, subdue yourself a bit, especially if you are animated by nature. The key to being accepted and respected in Denmark is to blend in rather than be conspicuous.

When talking to a Dane, stand at least two arms lengths away to give him or her enough distance.

Danes are wary of the U.S. custom of starting conversations with strangers. Therefore, don't be surprised or insulted if a Dane with whom you attempt to make small talk fails to be responsive.

Free public toilets are easily accessible in office buildings, restaurants, pubs, and museums. If you see a door marked "Maend", this is the men's room. The door marked "Kvinder" is the women's room. Many public washrooms have attendants and they should be tipped.

The gesture North Americans use to demonstrate that a person is crazy--index finger circling while pointed at one's temple--is used to insult other drivers while on the road.

The North American "O.K" gesture--thumb and forefinger forming a circle--can be interpreted as an insult in Denmark.

The "V" for "Victory" hand gesture, must always be done with your palms facing out; if done with your palms facing in, it can be interpreted as a very rude and obscene gesture.

Summon waiters by using your index finger.

When ascending a flight of stairs, men precede women. When descending, women precede men.

Tips are generally included in the total price. There is no need for any additional tip, although some spare change is always appreciated. You may acknowledge exceptional service if you wish with an additional 5 to 10%.

When you go to the theater, enter a row with your back to the stage, so that you are facing the people seated in the row. It is considered insulting to press past seated people with your backside facing them.

Impact of Cultural Differences on Negotiations

The difficulties experienced by Western firms in negotiating with the Chinese are legendary. It should also be mentioned, though, that while cultural differences can exacerbate difficulties in a negotiation, it is by no means the case that all difficulties are necessarily attributable to cultural differences.

At times a negotiation may fail for other reasons. Nevertheless, the participants may find it convenient to attribute the difficulties to culture ones. So what are the common difficulties experienced by negotiators as they navigate the hazards of cultural protocols?

The nature of cultural differences:

These dimensions of culture can be summarized into three broad categories: Thought processes, patterns of behavior, and approaches to managing conflict.

Thought processes affect how we define problems either broadly or narrowly and what we consider to be relevant information. They also influence our reliance on cold logic and/or emotion in making decisions as well as our flexibility in dealing with situations.

Finally, thinking processes also affect the relative importance that we attribute to a task and to the interpersonal aspects of a situation. Thus, the French tend to be logical, the Latin Americans emotional, while the North Americans are much more problem focused in their decision-making.

At a behavioral level, managers from different cultures differ in the way that they approach negotiations. In Asian cultures it is customary for the negotiators to strive to establish a relationship prior to dealing with task-related issues.

North Americans, by contrast, are much more inclined to deal with the substance of a problem rather than spending time on developing a relationship. Similarly, issues of protocol are very important in Japan and China. The management of conflict is crucial in initiating, developing, and sustaining a relationship; yet, this is a crucial area where there are many profound differences across cultures.

Consequences of Cultural Differences

Differences in ways of thinking, behaving, and in managing conflict have a profound impact on how successfully or unsuccessfully the parties are able to negotiate or conduct business transactions. Cultural differences can generate misunderstandings, sow the seeds of distrust, and/or generate negative emotions among the negotiators. When managers differ in their basic thought processes, misunderstandings are all but inevitable.

For example, they may draw conflicting interpretations as to why a particular issue has been raised in the first place. Moreover, the two sides can misread the commitment of the other party in entering into a particular deal. In other words, there are a myriad of ways through which conflicting patterns of thinking may impede effective negotiating.

The irony is that negotiators might not even be aware of the fact that they are making biased judgments! The inability to recognize the partiality of the judgments made by negotiators has a number of consequences. First, it can slow down the process of any negotiations, if not disrupt them entirely. Second, misunderstandings prevent negotiators from maximizing joint gains from the business interaction.

Moreover, cultural differences can also prevent trust from forming between sides in a negotiation, or worse, sow the seeds of distrust. When negotiators do not trust each other they are unlikely to share information for fear of being taken advantage of. They are also likely to be overcritical of the positions advanced by the other negotiator. For example, they may look for flaws or errors where none exist and/or invent reasons as to why the deal may not be possible. Finally, the lack of trust lessens the motivation of the negotiators to bridge the differences that exist between them.

Cultural clashes also have the potential of generating negative emotional reactions between parties in a transaction. The Meiji Borden dispute, the General Motors- Volkswagen conflict, and the Enron-India saga are all examples of situations where emotions ran high among the parties.