Cultural customs of Denmark

Meeting Etiquette

 Greetings are casual, with a firm handshake, direct eye contact, and a smile.

 Shake hands and say good-bye individually when arriving or departing.

 Shake hands with women first.

 Danes tend to introduce themselves with their first names.

 Appointments are necessary.

 Confirm appointments in writing.

 Initial correspondence should be made to the company and not an individual.

 Do not try to schedule meetings from mid June through mid August as many Danes are on

vacation.

 You should arrive at meetings on time. The Danes you are meeting will be punctual.

 Telephone immediately if you will be detained more than 5 minutes.

 Business cards are exchanged. Your business card should have the physical address of your

company and not a post office box.

Business Negotiation

 Send an agenda before the meeting and work from it without deviation.

 Decisions are made after consulting with everyone involved.

 Presentations should be well-organized and factual. Use facts, figures and charts to back up

statements and conclusions.

 There will be a amount of small talk. Danes prefer to get down to business quickly.

 Communication is direct.

Business Culture
The Fundamental Principles of Business Culture

Danish business culture highlights trust, respect, equality, and openness towards other
cultures. Denmark is a highly educated culture that loathes public flaunting of wealth, be it
verbal or visual. Scandinavian culture values who you are more than what you have.
 Hierarchy tends to be flat in Denmark. Danish decision-making involves consulting with
everyone involved. Employees often address bosses by first name, indicating how hierarchies
are not strictly enforced. Discussions are welcome and decisions will be made slowly and
methodically.

It is important to remember that Denmark is an informal culture, even if people are reserved
at first. Formality can be perceived as unfriendliness. Business relations are usually kept
separate from personal relations and maintained with greetings cards, gifts and shared meals.

First Contact

Initial contact should be made to the company and not an individual. Third party introductions
are not necessary to contact counterparts. When scheduling a meeting, it is advised to
arrange them before 4 p.m. on weekdays. You should confirm appointments in writing.
Time Management
Punctuality is essential and any delay exceeding five minutes must be notified. It is better to
avoid scheduling meetings from mid-June through mid-August as many Danes are on vacation
in that period.
Greetings and Titles
It is advised to shake hands with everyone present at the beginning and end of the meeting,
starting with women. Danes use their professional title and their surname; you should do the
same. If someone does not have a professional title, it is common to use the terms “Herr”.
Gift Policy
Danish etiquette does not encourage offering a gift at a first meeting. But when good relations
are already established a small gift is in rder. If invited to a Danish home for dinner, bring
flowers, good chocolates or quality wine.
Dress Code
The dress code is rather conservative, although ostentation is frowned upon. Men usually wear
suits and ties whereas women usually wear dresses, conservative skirts or pants combined
with simple accessories.
Business Cards
Business card should have the physical address of your company and not a post office box.
Meetings Management
Business is conducted with a minimal amount of small talk. Business matters are promptly and
directly addressed.

Presentations should be well organized, factual, and backed up by figures and charts. It is
advised to send an agenda before the meeting and to work from it without deviation. Avoid
hyperbole, maintain eye contact and expect direct questions. You should never talk about
avoiding taxes as this is viewed as stealing from the Danish people.

Communication tends to be direct. You should avoid being loud. Maintain eye contact when
you are introduced. Speaking a little Danish may work as an icebreaker. Danish humour can
be confusing or morbid to newcomers, especially when self mockery or "law of Jante" (no one
can think themselves better than others) is used. Blunt comments from Danish people can
even be viewed as them opening up as individuals. Speak up during business meetings
regardless of your place in the hierarchy, just do so politely.

Business meetings are usually scheduled at lunch in a restaurant (rarely at dinner).  Tipping
10% for good service is acceptable.
>> Danish Business Management Style
Business structures tend to be very flat in Denmark.

In a society that requires people to follow famous Danish dictums such as ‘don’t think
that you are somebody’, ‘don’t think that you are wiser than us’ and ‘don’t think that you
are better than us’.

>> Danish Business Meeting Etiquette

Danes tend to have lots of meetings and often complain that they are too LONG.
(MISCON)

it is important that all participants are made aware of the emphasis of the meeting in
advance in order to allow the appropriate level of preparation to be undertaken.

>> Danish Business Communication Styles

Plain speaking is admired and being frank is viewed as a sign of respect to the person
you are dealing with. This directness can sometimes be mistaken as rudeness when
encountered by cultures which place diplomacy and tact at the forefront of business
interactions.

>> Women in Business in Denmark

Denmark has a higher percentage of women in the workforce than almost any other
country and women work in most disciplines and attain high rank within organizations.

>> Business Dress Code in Denmark

Danes tend to wear smart-casual clothes with the men often wearing sports jackets and
trousers. Ties seem to be optional. Pastel colors are often worn. Women will often wear
trousers at work (especially in the winter) and again may appear to be less formal than
in certain other countries.

Certain sectors (banking, the law etc.) may still dress slightly more formally, so it might
be an idea to check in advance with local contacts.
UAE
UAE Management Style
Local management style will be directive and paternalistic. Managers are expected to
give clear and direct instructions to their subordinates and the subordinate will be
expected to carry out the instructions to the letter.

Lack of clear directional leadership will be seen as confusing (at best) and at the
extreme, as very poor management. As a result of this approach, it can appear to
outsiders that local managers are overly abrupt or even rude with their staff.

It is important to think of these internal relationships in terms of a family. The boss is the
‘father’ and the employees are the ‘children’. The father tells the children what to do but
also looks after them and cares for them. The ‘children’ do as they are told and show
their father ‘respect’. It is a two-way relationship in which all parties benefit.

One of the by-products of this paternalistic management style can be a lack of initiative.
Employees do what the boss tells them to do but no more. To do more than you are told
would be to disobey your boss. Therefore, make sure that any instructions are delivered
clearly, precisely and comprehensively. If you don’t, things might not get done at all.

UAE Communication Styles

One of the most difficult concepts for many other cultures to grasp is the need to offer
flattery in many business situations.

Arabic is a language of hyperbole, where the merits of others are praised and overtly
commented upon. Therefore, during the relationship-building process, it is important to
offer compliments to your host, his organisation and the Muslim world in general. You,
in return, will be complimented. Do not seem distant, aloof or embarrassed if this
happens – take the compliments in the spirit they are given.

You may be asked questions which seem overly familiar at a very early stage.
Questions about marital status, children, religious convictions and personal wealth are
commonplace. If you feel uncomfortable answering such questions, have a ready
supply of stock answers at your disposal. Refrain from saying that you are an atheist as
this is incomprehensible in a society in which the absolute existence of a monotheistic
deity is a given.

People are reluctant to convey bad news to you about any business issues. When this
characteristic is combined with natural Arabic hyperbole it is important to maintain a
sense of perspective when being given very positive feedback about any particular
proposition.

Do not be surprised if people seem somewhat aggressive in meeting situations.

Speaking volubly and with a rising tone shows sincerity. This denotes engagement and
interest and is in no way a negative sign. (The ability to converse in this manner is a
much-admired characteristic in the region.)

Finally, be aware of the importance of good, strong eye contact. A man’s sincerity and
honour can be judged by their ability to look you in the eye. This can be somewhat
uncomfortable for those from cultures with much weaker eye contact (many Asian
countries) but efforts must be made in this area.

Women in Business in the UAE

The situation in the UAE is very different than in neighbouring Saudi Arabia where
opportunities for women are very restricted.

There is an increasing sense of entrepreneurship amongst local women which means

that conditions have changed considerably in the past ten years or so. Although it is still
possible to meet local men who show an overt gender bias (and these older, more
traditional men are often the decision-makers) it is becoming increasingly common to
encounter women in business in all sectors of the economy.

These changes have probably been driven by the sheer number of expatriates who
work in the region and the influence of the many multi-national corporations who
operate there and who import their beliefs on gender equality (a well as other diversity
strands). It is impossible to say there is no gender bias in the UAE (Dubai is probably
the most liberal of the states) but international women business travellers shouldn’t find
this too much of an issue.

Business Dress Code in the UAE

Although most local men wear a dish-dasha which is a crisp white ankle-length shift and
a traditional gutra or head cloth and many local women wear an abaya which is a floor-
length robe when in public, it is not advisable for expatriates or visitors to do this. Locals
would not expect you to do this.

Throughout the Emirates, work attire tends to be quite formal, except on Thursdays,
when many companies adopt a casual look. This would include suits or very smart
business casual for men.
Women should dress always modestly which includes covering shoulders, upper arms
and knees. This is especially important during Ramadan.
It is an obvious thing to say but the region is extremely hot for most of the year
(although evenings can be cool at times) and it is essential that you take lightweight
fabrics and lots of changes of shirts etc.

Business Culture
The Fundamental Principles of Business Culture

Although the UAE is cosmopolitan and tolerant (80% expatriates), Islam regulates people's
laws and attitudes. Family and hospitality are key values.

Hierarchy tends to be highly vertical. Bosses act in a paternalistic manner with employees. The
same is true in family businesses: the head of the family is often the decision maker as well.
Managers request input from stakeholders to make decisions, but delegate implementation to
team members.

It is imperative to take the time to build personal relationships and establish trust. Private and
professional lives are not clearly separated. Face-to-face meetings should be favoured when
negotiating in order to strengthen the relationship.

First Contact

Relations in the Emirates rely heavily on oral communication and face-to-face discussions.
Secretaries generally do not have the power to fix appointments. Set up meetings no more
than two weeks in advance and confirm a couple of days before the date arrives. It is better to
set up a meeting through a mutual contact. Networks and exchange of services are very
important in the local culture. Big businessmen usually hold a weekly “majlis”, a form of
meeting where one can go without an appointment and a very suitable place to socialise and
spot key contacts. Another option is contacting an embassy for an Overseas Market
Introduction Service (OMIS), a programme-arranging service where companies are referred to
the most appropriate contact and appointments are confirmed. Regional trade shows are also
an excellent way to meet potential partners and clients.
Time Management
It is important to arrive on time for meetings and not be in a hurry. The private sector works
Sunday-Thursday from 9am-5pm and the public sector Sunday-Thursday from 7:30am-
2:30pm (some offices are open until 4pm). Remember Muslims pray five times a day, so any
meeting must work around that schedule. The official weekend in the UAE is Friday and
Saturday.
Greetings and Titles
The Arabic greeting formula is 'essalamu 'aleikum' (may peace be with you), which is replied
with 'wa aleikum essalam' (and with you peace). However, it is rare for Emirati businessmen
to greet foreigners this way. Once invited to enter, one should take off his/her shoes if the
floor of the room is covered by a rug or a carpet. During Ramadan, one greets by saying
'Ramadan Kareem!' (noble Ramadan) or 'Ramadan Mubarak!' (blessed Ramadan).

If there are several persons in the room, one should always greet the oldest person first and
then continue greeting counterclockwise. Emiratis have the tendency to grasp hands when
greeting for a long time; one should not be surprised and withdraw his/her hand abruptly, but
rather wait until the other person finishes the greeting. If the associate is a woman, male
expatriates should not shake hands unless she presents them. It is also important to avoid
prolonged attention towards her. If an expatriate woman has an appointment with an Emirati
 man, then she should not directly shake hands but wait until men present theirs. Always offer
your right hand.

Emiratis are quite informal with respect to the use of visitors' names. It is thus customary to
call visitors by their first name preceded by 'Sayed' (Mr.) or 'Sayeda' (Mrs.).

Gift Policy

Gifts are not necessary, but they are highly appreciated, received with the right hand, and
opened in private. Inappropriate gifts include alcohol-based perfumes, pork leather items,
objects representing dogs, knives or gold jewelry. You should never refuse a gift.
Dress Code
One should not try to dress like Emiratis (it is in poor taste). Men should wear a suit and tie
while forgoing flashy jewelry; women should opt for modest business attire.
Business Cards
For business cards, minimalist white designs with one side printed in English and the other in
Arabic are recommended. It is also possible to print both versions on the same side or have
two separate cards (one in English and one in Arabic). Cards must always be offered with the
right hand.
Meetings Management
You should not start a meeting by talking directly about business; rather, talk a little about
yourself or the weather.

Trade negotiations demand patience and relationships are often built over a series of
meetings. You should be formal and address the decision maker, the 'Sheikh', throughout your
presentation. Meetings are rarely private. Emiratis are known to have very good negotiating
skills and the spoken word is valued highly. Decision-making is long and any pressure tactic is
viewed negatively. If there is some doubt about the outcome of negotiations it should not be
expressed too negatively and the word “no” is best avoided. One should not feel offended
when the host takes telephone calls during a meeting or allows other people to enter. Once a
deal is made - either orally or in writing - expect the Arab counterpart to abide by it. Consult a
lawyer before signing any document.

Communication is often indirect and the use of hyperbole is common. Avoid crossing your legs
or using the thumbs up gesture as both are offensive. Avoid discussions on any regional
conflicts as well as comment that may cause public humiliation.

Cafes, restaurants, and hotels are common places for business meetings. If a drink is offered,
it should always be accepted as a refusal is considered as impolite. As for alcoholic beverages,
it is a controversial topic and those drinks are best left alone in business negotiations.

Meeting & Greeting:

 A long but steady handshake is common. Ensure you only use your right hand.

 Greetings between individuals of the same gender who know each other well are often warm and

include hugs and embraces.

 Arab men or women may decline to shake the hands of those from the other sex.  This is a

religious adherence practiced by many male and female Muslims.  It is not personal and it should not be

taken offensively. We suggest therefore, that men wait to see if a female offers her hand prior to offering

his. 
 Likewise, if a female offers her hand and it is refused by a male, then we suggest the use of a

gesture that is often used across the Muslim world as an alternative greeting whereby the right hand is

placed flat over the heart, coupled with a brief nod of the head and a smile.

 It is polite to greet the oldest or most senior members of the group first
Communication style:

 Small talk is common, indeed expected, and is often the prelude to business discussion.

 Business is conducted on the basis of trust in the UAE and will fall short if individuals try to hurry

on to business matters to hastily.  Take the time to get to know your counterpart by asking generic

questions and showing an interest in them personally.  Ask about their children, their school, sporting

interests, trips abroad etc. 

 It may take a good few meetings and a restaurant visit before your counterpart will feel ready to

move into any business transactions with you.

 Genuine flattery will never go amiss

 Be aware of hierarchal structures and show due respect to those in a higher position. Use titles

where appropriate.

 Never criticize Islam, the ruling classes or local traditions.

 Never sit in a position that shows the soles of the feet. To do so is an insult as feet are

considered dirty.
Personal Space:

 Maintain eye contact with people of the same sex.

 Men should show courtesy and respect for women. Never make prolonged eye contact with a

woman or compliment her on her appearance or dress.  

 It is not uncommon for men to greet other men with a kiss or a nose rub. Male friends often link

arms or hold hands.

 Members of the opposite sex do not embrace or kiss in public

 

Gift Giving:

 All gifts should be of a high quality. Good perfume is acceptable even for men who take a pride in

the appearance and status but such a gift for a woman should only be given by another woman.
 Gifts with a personal touch that show thoughtfulness are very acceptable.

 Never give alcohol, pork products, knives or dog related items

Taboos:  

 Do not discuss religion or criticise Islam.

 Men should not stare at women or offer compliments

 Do not go outside scantily dressed

 Non-Muslims should not enter a mosque or touch a Qu’ran

 Kissing or cuddling in public is strictly prohibited and such conduct can result in arrest