International business situations can be quite different from each other. In this series of articles, we will focus on what really matters when doing business in Denmark.
3rd part – First business meetings and negotiations in Denmark
As all parties are usually keen to achieve a tangible result, you should prepare thoroughly for your first business meeting in Denmark.
For Danes, the reliability of business partners is extremely important. As a guest, being punctual is a great way to prove that you are reliable. Introduce yourself to your Danish business partners with your first name and greet them with a handshake with direct eye contact.
As Danes are masters of understatement and do their best to ensure equality, you should not make a big deal about your responsibilities in your company. In Denmark, hierarchies are flat and being modest is part of showing good manners.
The same principle also applies to business cards, which are exchanged without much fuss, just to provide all the necessary contact information.
The discussion atmosphere in Danish meetings is calm, formal and reserved. Things are addressed directly and a goal-oriented approach is taken. Although the decision-making process may seem lengthy because there are many discussions, arguments and considerations on the way, the goal of these talks is to reach a result.
In fact, Danes are keen on reaching an agreement once negotiations are underway. Therefore, they enter the negotiations with realistic ideas and are willing to cooperate with you as a future contractual partner. It is clear to them that, at the end of the day, the deal must be of mutual benefit to both sides.
How are contracts structured? Why should you avoid to insist on regulating all eventualities to the last detail?
Click here to find out more in the video about “doing business in Denmark” released by our business partner Crossculture2go!