Denmark for Dummies

Cross cultural training

 Danish Culture in general

Cultural issues and norms

Communicating with Danes - speech and

communication styles

How to build productive interpersonal

relationships

Social etiquette and protocol

Danish humor
 Business related issues

Danish customs and national characters - and

their manifestations in the business world

Business etiquette and protocol

Leadership styles

Decision making and consensus building

Negotiation techniques
 What is Cross cultural training?

Two dimensions:

The easy part: learning about another culture

The difficult part: learning to notice your own

cultural filters
 Facts and numbers

Denmark is an egalitarian society.

Reflected in the language, which employs gender-
neutral words.

Very homogeneus society

86% of 1 year old children in kindergartens

94% of 2 year old children in kindergartens

41% of the elderly live in nursing homes

More men than women live in single households

 Cultural norms

Individualistic society - loosely knit social framework

Most Danes are modest about their own

accomplishments and are more concerned about
the group than their own individual needs.

Maternity and paternity leave provisions are

particularly generous in Denmark.
Men are actively involved in child-rearing activities.

The division of domestic chores is similar to other

developed countries.
 Danish Communication styles

Small talk is ok, but not necessary.

Workplaces have a very informal atmosphere with

direct and involving communication and on a first
name basis.

Employees expect to be consulted

It is ok to say:”I do not know...” ( Danes are mostly

ok in ambiguous situations..Hofstede)

Danes and the English language

 verbal & non verbal
communication

It is ok to show off your talents or gadgets, but do it

indirectly.

Just as bragging is preferred to be indirect, so is

criticism - and even most praise...small gender
difference..

Keep voices down, the Danish language uses only the

middle tones..

Heaven= nice and quiet

 verbal & non verbal
communication
Danes use body language sparingly, although facial
expressions may provide clues if they dislike an
idea or proposal.

Physical contact is rare and best avoided. Body

distance: 38-49 cm

Firm handshake, eyecontact - and maybe a smile,

when greeting is important

Eye contact should be frequent, almost to the point

of staring, as this conveys sincerity and helps build
trust.
 verbal & non verbal
communication

So in conclusion: directness and indirectness go hand

in hand..

Directness when problem solving, or work related

issues

Indirectness when it comes to private issues, praise

and conflicts..
 interpersonal relationships

“The country’s character and essence is

determined and defined simultaneously by
a collective, consensus-driven will and an
extreme individualism.
People have a solid and intimate implicit
understanding of each other, yet they
choose to live in ways that isolate
themselves from each other.”
Interview with Norman Berdichevsky
 interpersonal relationships

Danes are very family oriented

Socially focus on family members,

celebrations...”extended and bonus” families

48% divorce rate - 80% initiated by the woman

Not in the habit of inviting colleagues or

acquaintances home for private celebrations (
Xmas, communion, birthdays etc..)
How to build productive interpersonal
relationships

Be patient and not too personal in the beginning

Join a club, sports or otherwise..Danes are the

most “organized” people in Europe

Do-it-your-self is very popular in Denmark..

 Social etiquette -
do’s and taboos
Welcome Topics of Conversation

• Denmark! Danes are very proud and willing to share

about their country.

• The weather - all year, every day - with everybody

• Anything related to art, music and culture.

• The progressive nature of business in Denmark,

and the equality between men and women.

• Your home country and the region you are from.

• Non-controversial current events.

 Conversation to Avoid

• Avoid mentioning family and personal affairs,

unless the topic is brought up.
• Don’t initiate discussions about your private life or religion.
• Avoid talking about personal finances.
• Avoid discussions about politics
and socialism
• Never talk about anyone
in terms in inequality.
 Humor

Irony

Self irony - a virtue

Sarcasm

Understatements
 business related issues

National character - also in the business world

Curiosity and innovation is encouraged

Modesty appreciated, also when it comes to your

merits
 business related issues
unwritten rules

Advice from a foreigner to non Danes starting work

in Denmark:

1. “Keep low” in the beginning, listen and get the

feeling of your new work environment

2. Share your knowledge with your collegues

3. Participate in all social activities at work

4. Punctuality is very important - also socially

5. Take initiativ, be independent

 business related issues

6. Know the “flat” structure of management - do not

flash things which show your position

7. Remember religion is a private issue

8. Always ask when in doubt, Danes like to share

9. Be careful in conflicts, Danes do generally not like

them, and will try to avoid heated discussions

10. Help where ever you can, also by putting the dirty
cups in the dishwasher, equality, remember..
 business related issues
What is a meeting, who makes the decisions?

Let’s look at differences in:

Decision making

How to suggest something

How to express disagreement or criticism

How to express recognition or praise

How to deal with conflicts

Examples on national differences in decision making
and
“meeting culture”

British: “Different participants contribute, often

with a powerpoint presentation. We discuss, but
in the end the boss makes the decision.
Decisions are written down. Suggestions can be
made and changed during the meeting.”
Examples on national differences in decision making
and
“meeting culture”

Germans: “Well structured documentation

should be on the table, and well argumented
suggestions shall be provided before the
meeting, so every one can prepare. Each
individual will be held responsible. We strive for
consensus, but sometimes we vote on an issue.”
Examples on national differences in decision making
and
“meeting culture”

Italians: “We have great emotional discussions.

The meaning lies in the body language, not so
much in the words spoken. We make quick
decisions - which can be changed later. If one
makes a suggestion, one has mostly discussed it
with the boss and others before the meeting”.
Examples on national differences in decision making
and
“meeting culture”

French: “The boss makes the decision by

gathering information from different people
before the meeting, and the meeting in it self is
just a ritual confirmation of the decision.
Therefore we can easily discuss it loudly - it
doesn’t change anything. The boss does not like
to be surprised by new suggestions at meetings.”
Examples on national differenes in decision making
and
“meeting culture”

Danes: “We make fast decisions, and they are

not necessarily written down. Discussion follows
after the decision, and this may lead to changes
later. Most suggestions come up during the
discussion, and meetings are seldom particularly
well prepared.”
 decision making in Denmark

Consensus building: long discussions until reached.

Danes value equality, solidarity and quality in
working life.

The “flat” management structure

In fact managers will often listen to the views of

people much lower down the hierarchical ladder
because they believe those employees to be
knowledgeable about their own sphere.
 leadership styles
Danes do not like leading, they coach and employee
autonomy is required

DK ranks highest in 27 EU countries in terms of employee

autonomy.

Egalitarian mindset, Danes believe in independency, equal

rights, accessible superiors.

Management should facilitate and empower

Power is decentralized, managers count on the experience of

their team members
 leadership styles

Respect among Danes is something you earn by

proving your hands-on expertise.

Managers strive for consensus, long discussions.

 business related issues

Should a dispute arise at any stage of a negotiation, you might

be able to reach resolution by focusing on logical reasoning
and facts while remaining open and constructive.

Danish negotiators believe in information sharing as a way to

build trust. This does not mean that they will readily reveal
everything during your negotiation. However, negotiations can
become very difficult if one side appears to be hiding
information from the other. A good part of the communication
may be in writing, which Danes often prefer.
 negotiation techniques

Expect negotiations to be fairly swift.

While diligent, Danish businesspeople are less

obsessive over details than Germans are and strive
to conclude negotiations quickly if possible. This
does not mean that they will readily accept
unfavorable terms.

The Danes generally prefer a monochronic work

style.
 negotiation techniques

They are used to pursuing actions and goals

systematically, and they dislike interruptions or
digressions.

When negotiating, they often work their way down a

list of objectives in sequential order, bargaining for
each item separately, and may be unwilling to revisit
aspects that have already been agreed upon.

They may show little tolerance if a more polychronic

counterpart challenges this approach, which they
view as systematic and effective.
 negotiation techniques
• Danes are not fond of bargaining and strongly
dislike haggling.

• They do not appreciate aggressive sales

techniques.

• The concept of fairness is very important to Danes,

so while it is not difficult to obtain concessions, your
counterparts will expect reciprocity and may take it
very negatively if the bargaining exchange is too
one-sided.
 negotiation techniques

Danes prefer to negotiate in a straightforward and

honest style.

They use few deceptive negotiation techniques,

such as pretending to be disinterested in the whole
deal or in single concessions.

Realize that using tactics in this category yourself

could jeopardize the trust between the parties and
damage the negotiation.

Danish negotiators may make a final offer quite

early in the bargaining process.
 What is Cross cultural training?

Two dimensions:

The easy part: learning about another culture

The difficult part: learning to notice your own

cultural filters
Further reading...in Danish...
 links - in English

http://www.danishnet.com/info.php/business/neg
otiation-76.html

http://www.vayama.com/etiquette/denmark/

http://www.speakdanish.dk/kultur/

http://geert-hofstede.com/denmark.html

http://www.circlesofexcellence.com/blog/category
/articles/cultural-clues-dos-and-taboos/page/2/
Exercise:

2 & 2( one Dane - one non-Dane): exchange

views on how you think Danes see you and
people from your country.
Exercise:

2 & 2( one Dane - one non-Dane): talk about

what work related feedback is to you
Exercise:

2 & 2( one Dane - one non-Dane): discuss what

your own stereotype about Danes was before
you came...-and now.