Negotiation & Follow Up

Decisions are not usually made until all the facts are to hand

Deadlines and producing results are the main sources of anxiety in this culture

Decisions of any kind must be in accordance with company policy. Informing against one’s colleagues is regarded with disgust in this culture

Managers will consult widely, when a decision is called for and expect input from all concerned parties

The final decision remains, firmly with the manager and quick decision-making is respected by all

Canadians generally dislike negotiation and aggressive sales techniques. They tend to value low-key sales presentations

Refrain from discussing your personal life during business negotiations

Canadians do not like or trust people who appear to give excessive praise, which raises the suspicion that they are being set up to be embarrassed or misled in some way

Canadians dislike being pressured and will only resent the stress that accompanies high expectations

Before a decision is made, top management will consult subordinates and their input will be given careful consideration

It will be in your best interests not to try to rush this process

During negotiations, company policy is strictly adhered to at all times

In presentations and conversation, Canadians are often receptive to sporting analogies

Those who will sit with you in a meeting usually have the power to make a decision

Canadian business persons may emphasize profit over market share

Negotiations usually proceed at a fast pace and bargaining is not customary

Canadians will expect your initial proposal to have only a small margin for negotiation


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