Location: Northern Europe, bordering Finland 729 km, Sweden 1,619 km, Russia 196 km

Capital: Oslo

Population: 4,574,560 (July 2004 est.)

Language: Norwegian.

Lifestyle & Aspirations
The Norwegians have been noted for being thrifty. More recently however, and especially with the development of the economy in the last several decades, they have become greater spenders. Home ownership is a priority for most people and this is one of their most fundamental motivators. Due to the sometimes harsh nature of their environment and also the financial hardship experienced following the Second World War, Norwegians are very self-reliant. Although there are good public services like education and health services, Norwegians still feel responsible for themselves. Interest rates have also been low for some time which has encouraged people to buy property. In addition, many people -around 30% - own a second or holiday home, although this may be a fairly modest dwelling in the forest.
Most schools and hospitals are publicly owned and run and Norwegians in general enjoy a very high standard of living. The latest United Nations Human Development Index - which takes account of matters like education and prosperity -ranked Norway number one in the world.
Norwegians work slightly different hours to those in other countries - usually from 8 am to 4 pm with an early lunch break from 11 or 11.30 am for only half an hour or so. Those in larger companies and multinationals, however, may work longer hours. People generally like to leave work on time and get home so that they have some time to themselves and with their family - which remains an important factor in local life. Norwegians strive for a good work / home life balance. Many Norwegians love the outdoors, are keen skiers and travellers. Summer holidays are taken in June / July. There is a great passion for sport but Norwegians have also a distinguished heritage in the arts - especially literature and music - and in traditional arts and crafts.
The Norwegians are believed by some to be heavy drinkers, but this is not often the case nowadays. Alcohol is hugely expensive. The one million Norwegians living close to the Swedish border spend $100 million a year on alcohol in Swedish shops and smuggling is a flourishing trade for organised crime.
Off-sales that is, sales to customers outside a bar, are controlled by the state-run Vinmonopolets. Anything stronger than a light beer can only be sold by the Vinmonopolet.
That means wine, whiskey, brandy and liqueurs. Drinking habits are changing.. The consumption of wine increased over 600% from 1970 until 2001, which is a world record. During this period, the consumption of spirits has been halved. In terms of total alcohol consumption, Norway is at the bottom in Europe.

The Essentials (10 Key Tips)
1. Historically, Jante's Law (a behaviour code created by a poet) teaches Norwegians to be modest - humilty is respected.
2. Be good-tempered and demonstrate a good sense of humour, ideally self-deprecating.
3. Norwegians are steady, deliberate communicators who do not appreciate being rushed.
4. Women are highly respected in business and are treated equally to men and often gain access to senior positions in companies and government offices.
5. They are excellent time managers who do not rely heavily on face-face contact in order to conduct business effectively.
6. Always be reliable and follow through on matters for action - backing up your words will help to establish bonds of reliability and trust.
7. Their communication can at times be very concise and direct - they value a straightforward style and can become suspicious of excessive rhetoric.
8. Do not be mean about money but do not be too extravagant either - flashiness is distrusted.
9. Norwegians tend to see people on an equal footing so be careful not to criticize others openly in front of others.
10. Be upfront in negotiations. High pressure sales tactics and sudden bargaining techniques do not work well in Norway.

Working with the Norwegians
Those working with the Norwegians will find them quite prepared to build new business relationships. The key to having a successful partnership is to build it over time on the basis of mutual trust and positive experiences of working together. Norwegian companies will switch suppliers readily if they feel they can get a better deal, so do not place too much faith in your relationship if you cannot deliver.
Norwegians' sense of independence should also be recognised. They are forthright and to the point and will not necessarily engage in the sort of personal conversation that may be undertaken elsewhere. They can also be spontaneous and impulsive, once you break through their shyness. They may not go over things in so much detail as others in the Nordic region before making a decision.
The Norwegians are well-educated and affluent and although they are modernists and progressive in their views, they are also inherently traditional with a great respect for personal freedom and family. They are famously independent and employees are used to being given much responsibility and not being micro-managed. They like consensus and avoid conflict and confer regularly, sharing information between themselves. They are also egalitarian -women enjoy a very strong position in society, both in politics and in business. Promotion is usually based on merit - who you know is not so important here though building respect among colleagues and associates will stand you in good stead.

Making a Good Impression
Norwegians are very serious about business and will expect others to be similarly committed. That being said, they also have a pleasant and relaxed demeanor and are not overly formal. Like other Scandinavians, they are straightforward and honest. They will have no time for duplicitous or devious behaviour which could destroy goodwill. They are not accustomed to people having ulterior motives. A soft spoken, friendly and efficient manner is the most appropriate way to conduct yourself.
During business dealings, it is important to be honest and direct and to be willing to share information regularly. Norwegians respect and expect reliability and an ability to effectively deliver what is promised. Self-motivated people are also valued in Norway. Women in Norway are highly active in business and in politics and enjoy a powerful position in society which should be acknowledged and respected - sexist behaviour or comments are entirely inappropriate.
Norwegians are proud patriots and will appreciate those who have a knowledge and understanding of their history and culture. A willingness to talk about their country and find out more about it will earn admiration. Good topics of conversation include their great outdoors and their food. Be careful about praising their neighbours too much - Scandinavian countries enjoy friendly rivalry and will often make jokes about one another, but visitors should listen and laugh where appropriate, rather than making jokes of their own on the subject.
Overbearing or boastful behavior will be frowned upon. Norway is a small country in terms of population and word about business associates can get around quickly. Undue extravagance will also not generate respect.

Business Etiquette
Norwegians are not given to great displays of emotion. They are very fond of shaking hands. People who are unacquainted will shake hands when meeting and exchange their full names. Friends will also shake hands when meeting and parting. Women are well respected in Norway and there is great observance of gender equality so little distinction is made between greeting men and women. If someone is seated when others arrive it is considered polite to stand for introductions. Norwegians will expect to see a well-presented business card but there is no particular etiquette regarding exchanging cards.

Body language
Norwegians are modest and low-key and loud or flamboyant behaviour is not well received. They are not very physically demonstrative so physically expressive mannerisms like those in some Latin American countries are not the norm. Visitors should be wary of physical contact like touching arms or backs during conversations; it will make a Norwegian feel uncomfortable. Reading body language can be difficult because of the lack of gestures. Don't fix somebody with a gaze for too long - they will think it's a sexual advance, or an aggressive approach.

Communication style
Norwegians are also direct and honest and will expect people to communicate frankly and get to the point without much ado. Though they are reasonably shy, they are also very pragmatic and more emphasis will be put on verbal communication rather than large amounts of paperwork. Their speech is brisk and can sound strident although this is not intended.
When written communication is needed, email and fax are used extensively, rather than letters.

Gift giving
Presenting gifts is not a required part of doing business in the country although taking a small and appropriate gift to someone's house is seen as a polite and friendly gesture. The only kind of gift which is acceptable and won't be construed as a bribe is a small but tasteful token from one's own country. The Norwegians are known to be thrifty so anything very expensive or extravagant may be out of place. Alcohol however, is welcomed at a dinner party as it's extremely expensive in Norway. It's also common to celebrate the conclusion of a deal with brandy or champagne.

Business Meeting Culture
Before the meeting
When scheduling meetings in Norway, expect your counterparts to be organised and punctual. Remember that the business day in many organisations ends quite early at around 4 pm. Lunch is quite early - often from 11.00 to 11.30. Meetings are welcomed as the Norwegians like to reach agreement and settle matters with others through discussion and consensus. The Norwegians are not generally authoritarian; managers will also include several associates in meetings to broaden the discussion, though they may not be from the most junior level. If you are negotiating during the meeting, expect your Norwegian counterparts to have the decision makers in place in the room from the beginning.
A meeting will usually follow an agenda.

During a meeting
Norwegians do not like to indulge in much small talk before getting down to business. Some casual and friendly comments - for instance on recent news, on Norway's attributes or on sports events -will be welcome. Humour is always appreciated although you should obviously be politically correct when you don't know people. Coffee and pastries will usually be served at a meeting.
Allow your Norwegian hosts to lead discussions.
The Norwegian style of address often seems very direct but the Norwegians are frank and look to have purposeful conversation. Brisk, strident-sounding speech does not mean somebody is being combative. They are good listeners but tend to form opinions very quickly, after which their opinions are hard to change.
Norwegians are friendly and open and will expect others to be so too. Do not play mind games or use sarcasm, as neither will win you respect. Be prepared for meetings with any necessary supporting material, facts and figures. The Norwegians are not only pragmatic but highly educated and will expect others to be prepared and informed, particularly when it comes to the bottom line.
Interruptions and calls on mobile phones in a meeting are considered rude and should be avoided.

After the meeting
Meetings will be expected to have an outcome and to be efficiently conducted. Go over what has been discussed and agreed to at the end of a meeting and remember that your word is your bond. Reneging on a decision or agreement, even if it was only verbal, is considered bad form. Reneging on a written agreement is even worse.
Agree on what has to be done by others afterwards and make sure that matters for action are dealt with. Minutes may be circulated to a large number of people in order for consensus to be achieved.

Motivating Others
The frank, open style of communication and inclusive form of management that prevails in Norway naturally lends itself to motivating staff in a positive way. Staff are trusted and given much responsibility which is expected and is seen as a way of allowing them to develop. Incentive schemes are now common in corporate life in Norway. Performance is now often linked to bonus schemes.
Personal freedom and space is important to Norwegians. They are self-focused and independent. They are keen home owners and also take their personal time and family seriously. Many own second homes in the country and like to enjoy to the outdoors regularly. Some companies also provide company holiday homes which are available to staff. Working hours are somewhat different from elsewhere. Norwegians take a very early, often short lunch break and many factories and offices close at 4 pm. Norwegians like to get home to spend some time with family at the end of the day. They live in a very affluent society with a good social welfare system, but have a strong work ethic and do not take state support for granted.
Employers should take these national characteristics into account. At work they are also self-reliant and do not like to be tightly managed but are used to having tasks readily delegated to them. They also expect free and positive consultation and to work as a part of a team. Any personal criticism should be carefully considered and communicated in a positive way and preferably alone. Nepotism is not a common feature of corporate life and Norwegians expect people to be promoted through merit.

Effective Presentations
In business settings most Norwegians speak very good English but as a precaution check who the audience will be to see if you need any material to be translated. The Norwegian inclusive style of management means junior managers may be invited to attend presentations and it is important to decide who your target audience will be.
Norwegians are direct communicators and while they enjoy some pleasantries, generally like to get on with things. Presenters should be direct and friendly in style and make a brief introduction of themselves and their work. Humour is appreciated; the Norwegians feel a close affinity with its neighbour Britain, and its sense of humour. They will assess arguments objectively and presentations should include a good range of facts and figures to support any case. Avoid any hard sell tactics or putting any members of the audience in a difficult position.
Norwegians can be stubborn and can form quick opinions while listening to a presentation. Allow the audience the chance to ask questions and make comments after the presentation. Do not interrupt when people are speaking as this is seen as bad manners. Be prepared for members of the audience to be forthright in their views. Answers should be given in a friendly, supportive and businesslike manner. Presenters should evaluate what particular aspects of their business and arguments will appeal to Norwegians and should be well versed about their history, and their economy. A lack of local knowledge will not earn respect.

Managing Relationships
Norwegians are self-reliant and independent, it is important to give people the responsibility and the space to get on with their task. Employees can be team players and require a great deal of personal freedom at the same time. Help will be called for when needed from other employees or bosses, but generally Norwegians like to get on with their job by themselves.
Feedback is a part of the communication style in Norway though it is a part of everyday interaction and not always formalised. Care should be taken with delivering any criticism. Norwegians are proud and have a sense of face like the Japanese. They are also not given to confrontation and may avoid discussing a problem that could lead to personal conflict. Any criticism should be made in a positive, supportive way and preferably not in front of others. When dealing with employees, outsiders should remember that the Norwegians are noted for having a very `fresh' and direct style of speech that can be seen by others as quite blunt; this should not be interpreted as rudeness.