M.S.
U “GAVRILO ROMANOVIC
DERZAVIN”
ENGLISH SEMINAR WORK
NORWEGIAN BUSINESS
CULTURE
Written by: Iva Markova
Introduction
The Norwegian business culture is based on Norwegian
(Scandinavian) work values. One of the main values is
the focus on equality. As a result, you will see little
hierarchy, flat structures and an informal
communication.
Norwegians are less impressed by titles and symbols of
power than in other countries. In general, there are
small differences in society and in the work place.
The level of trust is high in the society. This trust
regards the authrorities and the citizens, employers
and employed and also between business partners.
This means that business also can be efficient without
building to much structures.
Cooperation is highly valued. A basis for the
“Norwegian model” is the cooperation between the
Government, the Employer Federations and the
Employee organisations. At company level, the
cooperation between employer and employee and
between manager and subordinate is vital.
Empowerment should also be mentioned. Working in
Norway means that you have to take responsibility and
initiative. Both the society and the work place is based
on trust. Given trust, the Norwegian workforce is seen
as productive, competent and motivated.
Finally, as a manager, you must be aware of the
cultural characteristics.You are not expected to give
orders, but more act as a coach or facilitator.
Remember to involve people in decisions and see
yourself as the first among equals. You should further
see the flat structure and the openness as a tool to
achieve results and not a threat.
Meeting and Greeting
Greetings are casual, with a firm handshake, direct
eye contact, and a smile.
Norwegians are egalitarian and casual; they often
introduce themselves with their first name only.
In some circumstances people may use the
honorific title "Herr" (Mr.) or "Fru" (Mrs.) and their
surname.
You can wait to be invited before moving to first
names although most people will start with this.
Shake hands and say good-bye individually when
arriving or departing.
Shake hands with people on a first come first
served basis.
Gift Giving Etiquette
If invited to a Norwegian's home, bring flowers,
chocolates, pastries, wine, or imported spirits to the
hostess.
Flowers may be sent the morning of a dinner party
so they may be displayed that evening.
Do not give carnations, lilies or white flowers as
they are used at funerals.
Do not give wreaths, even at Christmas.
Do not give even numbers of flowers.
A houseplant is well received in the winter months.
A bouquet of freshly picked wildflowers is always
appreciated.
Gifts are opened when received.
Time Management
Punctuality is highly valued and it is best to be always
on time in business situations. Being late is usually
considered to be a lack of professionalism. If foreign
contacts realise they will be late for more than 10
minutes, they should definitely inform their Norwegian
counterparts with an apology and explanation, saying
when they expect to arrive. Sticking to a strict meeting
agenda is quite common and foreign contacts are
expected to respect time limits. Agendas should also be
sent in advance to allow Norwegian business partners
to prepare for the meeting.
Dress Code
Work culture is rather informal and business casual
attire may be accepted in most industries. Depending
on the sector, more informal clothing such as t-shirt
and jeans may also be accepted. Nonetheless, the
dress code is more conservative in the capital city of
Oslo where dark or medium coloured suits with shirt
and tie are common for men and dresses/trousers and
blouses are common for women.
Meetings Management
There is usually not much time allotted for small talk
and it is commonplace to delve directly into
negotiations. While most Norwegians are fluent in
English, subtle details of the language may be lost on
some. It is best to ensure that your counterpart fully
understands nuances in your proposals.
Norwegians are known as open and direct
communicators. There is no place for excess emotion,
small talk or exuberant body language. Periods of
silence are common and it is not recommended to try
and fill in the gaps. Interruptions are not appreciated
and all questions should be left after your counterpart's
presentation.
It is important to be ready for every meeting with prior
research, extensive preparation and timely
communication. It is recommended to use a fact-
oriented presentation form. Bargaining is usually kept
to a minimum and discounts are uncommon. A realistic
and solid price quote is therefore likely to be more
successful. Hard selling, conflict and confrontation are
also to be avoided. Norwegians respond much better to
the honest straightforward approach. There is usually
very little flexibility in prices and specifications and an
offer stands as tendered.
Business entertaining is mostly reserved for lunch or
dinner, rarely over breakfast. It is important to keep
alcohol at a minimum. The party that extends the
invitation is expected to pick up the bill. If the
lunch/dinner takes place at a Norwegian’s home rather
than at a restaurant it is most likely that business will
not be discussed, as Norwegians draw a very strict line
between their work and family lives.
Bargaining
Norwegians in general do not expect a lot of
bargaining, neither in their private affairs or in business
life. When negotiating, it is expected that you present a
firm, realistic and competitive initial price. Aggressive
bargaining will probably get you nowhere and may
generate resistance among your Norwegians
counterparts.
Agreements
Oral agreements and written contracts are mutually
binding according to Norwegian law. Agreements can
sometimes be entered into quickly, with just a short
email or even just a handshake, since the trust aspect
is so distinct. If the necessary trust is there, a
Norwegian business man or woman will shake hands
with you, trusting that the parties will draft the
paperwork afterwards. Keep in mind however that most
of the larger firms have a more formal approach, and
that many are moving in the direction of more
“American style” contracts, with quite extensive
paperwork.
Norwegian exports
With a population of 4.5 million inhabitants, Norway is
dependent on trade to maintain a high standard of
living for its citizens. As a small country, free trade is
crucial for the Norwegian economy. One of the main
priorities of Norwegian trade policy is to increase
market access for manufactured goods, fish, and
services.
Summary
Norway is very non-hierarchical in its approach to
business structure. Norway’s business culture is quite
informal, and follows the egalitarian principles. There
are equal opportunities in the workplace, and many
women occupy senior business positions. Hand in hand
with this egalitarian approach goes an openness of
communication and freedom of information. Managers
are expected to act more as coaches and facilitators
that as paternalistic, authoritarian figures.
Used literature
https://blogg.magnuslegal.no/en/norwegian-business-culture
https://santandertrade.com/en/portal/establish-overseas/norway/business-practices
https://www.innovasjonnorge.no/en/start-page/invest-in-norway/doing-business-in-
norway1/business-culture/
