I´ll be back!

Probably the most quoted saga of a famous Austrian! Arnold Schwarzenegger. But what is it that makes the “Styrian oak” so likeable to others? Is there such a thing as the Austrian elixir that opens doors and gates?

We think so!

But before we go into this in more detail, we must (after all, we are Austrians and even they have an urge to do a lot of things properly and correctly 😊) mention a few basic principles of human communication or rather remind the attentive reader of them.

Here are a few thoughts on the topic: “Culture-independent communication”.

We are of the opinion that in communication between two people worldwide, the same side effects are present that can be observed everywhere.

We see people who like to talk a lot and hardly let others have their say, we observe people who pack a lot of logic, data, numbers and facts into their language, show little emotion and often seem as if a computer is talking to us. On the other hand, there are also many people who make a lot of fun while talking, talk crazy stuff and then we often have your impression, they don’t care about the topic, the main thing is that it’s fun. Finally, we want to mention those who are best off when their counterpart is doing well. They care about everything and everybody and live this “philosophy of life” every day.

Of course, the classical communication theory about the cycle of correct communication does not come off badly either. Communication only really takes place correctly when sender and receiver communicate with each other on the same channel and – very importantly – also report back to each other what they have understood (or believe they have understood in some cases 😊) The well-known feedback loop that is mentioned so often in literature – and which is unfortunately forgotten far too often worldwide….

The equally well-known rule that a large part of human communication takes place NON VERBAL. Body language (there is a great book by Samy Molcho about it), facial expressions, gestures, intonation are only some non-verbal BUT OBSERVABLE features of human communication. On the phone (or in the meantime on Whatsapp) this non-verbal part always falls away, because you cannot see the other person. Feedback would be much more important there, but often falls under the table….

What now makes the classic Austrian businessman/woman? How should one approach a first meeting, telephone call, meeting so that the planned business has as many chances of success as possible?

The following tips know that you are Finnish, we know that many things are different in Finland, BUT we also know that there is a saying: “Different countries, different customs”. We also know (from our worldwide negotiation seminars and consulting activities for companies from all over the world) that it doesn’t matter if you offer a great deal if you are not likeable to the other person. Sympathy and empathy play an important role in Austria when doing business and unfortunately (as a Finn) you don’t have a good hand there because of the (completely wrong) opinions and rumours that people in Austria have about Finns and Finland. BUT: With the following tricks you can quickly create empathy and much more. Here we go:

Here are a few tips for which you can always have more specific information. All you need to do is send a (non-verbal) request by email 😊

  • Try to make a first acquaintance in a great restaurant or coffee house in the vicinity of your customer (the Austrian company) (we can also help with tips here). However, we believe that the degree of familiarity of the restaurant should go along with the size (number of employees, turnover) of the Austrian company. I.e. a one-man business owner does not need to be invited to the most expensive restaurant in Vienna, the OMV board of directors would rather…
  • Take a small, not too expensive gift from Finland for the meeting. (Alcohol always works, but you have to know that Austrians like to drink good wine and beer, so liqueur or hard drinks are nice, but are not as popular as e.g. Finnish lemon pepper or a Moomin mug for coffee or fresh Finnish bread (please no rye bread because of the flatulence it can cause! 😊)
  • Versuchen Sie sich, ein paar Gruß- und Abschiedswörter zu merken. Je mehr im Dialekt, umso besser. Österreich besteht auch 9 Bundesländern und jedes hat so seine eigene Begrüßungs- und Verabschiedungsrituale (auch hier können wir gerne im Detail behilflich sein).
    Diese „Kleinigkeiten“ zeigen sofort zweifach Wirkung und in der Regel gefällt das dem Österreicher, wenn: sich sein Gegenüber vorbereitet UND auszugsweise seine Sprache „Österreichisch“ spricht.
  • If possible, tell a story where you have had contact with Austrians. Maybe something where the “coincidence” caused something incredible OR maybe something that shows that it was good to have met an Austrian in a certain situation. Austrians really like to help where help is needed. Telling a story about it, which they have even experienced themselves, certainly does no harm and earns you more empathy points.
  • Feel free to ask how certain of them are handled in Austria. Many (Austrian) companies are happy to be asked for your opinion. In negotiations (in general), the guiding principle is: He who asks, leads. Such a question about the local customs also shows that you want to orientate yourself on the existing structures when implementing your planned business. Austrians like this “flexibility
  • If the moment allows, also ask for a recommendation of what you might want to see in the city OR if there is a restaurant/coffee house recommendation.
  • In case you are unable to hold a face-to-face meeting due to the prevailing corona restrictions, a Whatsapp Video, Skype or team meeting will certainly come into consideration. You could take advantage of the opportunity to send an agenda to your conversation partner BEFORE the meeting. It is always good to be prepared for topics to be discussed. Austrians really appreciate it if you think along/ahead.
  • When you talk, you talk about your wishes and ideas. Avoid giving too much credit to your counterpart. This does not go down well in Austria and is often interpreted as “slime”.
  • In case you can afford it, it always helps to have an Austrian at your side. This person should be “purchased” for queries but also as local support for other topics.
  • But always stay authentic, no matter who you are dealing with. If you are a Finn who likes to speak little and is more results-oriented than gossip, then mention this at the beginning of the conversation so that the other person understands that your silence will not be misinterpreted or interpreted as rude. Everything you say in advance or define as “given” will help to avoid misunderstandings later.

Coming back to the “Governor”, we believe that it is mainly thanks to Arnold Schwarzenegger’s charm that he has made it this far. Not only as a multiple Mister Universe, but also as an extremely successful businessman and politician. We can’t teach you the Austrian “Schmäh”, but we can definitely ask you that Austrians appreciate it when you take a piece of culture from your own home country into a conversation. Wishing you good luck for your projects

Mag. Markus Nekham

CEO networx business services

PS: For questions and further information the networx team is at your disposal under office@networx.co.at or+43 1 786 6767. Or you can send us  a request.