Business etiquette
It is important not to assume that the business culture and culture in general in New Zealand is the same as that in Australia. This is a common misconception as both cultures are very distinct. In fact generally speaking the business culture in New Zealand is more similar to that in the UK, in terms of the level of formality adopted. New Zealanders prefer to maintain more formality and less camaraderie in business dealings.
New Zealanders tend to be quite reserved with people they do not know. However once a relationship has been established they will warm to you quickly and are generally friendly and social. New Zealanders are very trusting of people. If you abuse this trust however they will likely not want to do business with you again. New Zealanders are open minded people so be open and accepting and respectful of everyone so as not to cause offense or risk losing their trust.
When greeting New Zealanders a firm, quick handshake whilst maintaining eye contact is the norm. When greeting a woman you should wait for her to extend her hand first before shaking. The exchange of business cards at this point in meeting is customary. Use titles and last names upon meeting then use first names when invited. It is important that you do not announce your title as this may be interpreted as a form of self promotion which is not appreciated in New Zealand business culture.
When booking appointments ensure that you provide at least one week’s notice. It is usually fairly easy to schedule meetings with senior managers if planned in advance. Avoid scheduling meetings during the months of December and January as these are prime vacation times. You should be punctual at all times, arrive early even if you can. Meetings are usually fairly relaxed in style however are taken very seriously. Small talk before a meeting is customary. Sports and weather are good topics but avoid being too personal.
It is very important that you do not adopt sales techniques or rely on charm to win over your New Zealander counterparts. This will not receive a good response nor will exaggerated claims or inflated sales pitches. New Zealanders appreciate straight talking, honesty and directness in business dealings. When presenting a proposal you should clearly state all facts, figures and terms and conditions in detail. You should also set realistic prices when negotiating. New Zealanders look for value for money and New Zealand is generally not a bargaining culture.
