3. Conversation

It’s often been said about Canadians that while they are polite, they are not a friendly people compared, that is, to their American cousins. Canadians pride themselves on their tolerance and of being non-judgmental, which means that Canadians often times prefer not to express opinions on various subjects for fear of offending, which, to many Canadians, is seen as a faux pas. Do not expect a passionate debate on any issue from a Canadian. It’s just not in the national DNA.

Perhaps the movie Crazy People, a 1990 movie starring Dudley Moore, will help to put some perspective on Canadians. As a burnt-out advertising executive whose mental breakdown lands him in a psychiatric hospital, the character played by Moore, eventually recovers his mental health and is inspired to make truthful advertisements, such as in an ad for Volvo which proclaims, "Volvo. They're boxy, but they're good." When he was handed the account for Canada, Moore racked his brains for days on end and lost many nights of sleep before he finally came up with this slogan: “Canada, it’s not as boring as you think." While some Canadians might take issue with that slogan, many would not. Woven into the cultural fabric is an avoidance of argument and ideology, and an acute acceptance of appeals to put our self-interests aside in favour of the greater good. While Canadians might sound and look like Americans at first glance, we are very different. Canadians are quieter and much less willing to offer opinions. This can be both good and bad. On the one hand, because of our avoidance of conflict, it is harder to have an in-depth conversation with a Canadian, but on the other hand, it is easier to engage us in small talk. On that note, hockey is always a welcome subject of conversation.

4. First Name or Title?

“Mr." or “Ms. ”, followed by the person’s surname, are the preferred forms of address. Though it may not be used extensively in older cultures, the term “Ms. ” for women is now a common form of address in professional contexts in Canada. When addressing a man, the term ‘Sir’ is rarely used, as it is perceived as too formal and hierarchical.

Like other younger cultures, such as America’s or Australia’s, first names are used in Canada both in personal and professional circumstances, even amongst relatively new acquaintances. Don’t be surprised if your Canadian hosts move quickly to a first-name basis.

In Canada, professional titles are not prominent in business culture, and are generally thought to be pretentious.

The giving and receiving of business cards is common practice in Canadian business culture. In fact, it so common that Canadians would think it unusual if their counterparts did not offer them one.

5. Gift Giving. Selecting and presenting an appropriate business gift

Unlike in India or Japan, gift-giving does not play a big role in Canadian business culture. Of course, Christmas and/or New Year’s cards are appropriate, particularly as a ‘thank-you’ for the other party’s business during the previous year.

Gifts are not expected for casual social events. In fact, most Canadians would consider them unusual. That said, if you were invited to a home for dinner, it would not be inappropriate to bring a token gift of flowers, chocolates, or a bottle of wine.

If you are invited to a barbecue or a picnic, “byob”, which means, bring your own booze. Just ask when invited if you should bring something. Bringing a six-pack of either Molson’s or Labatt’s would not offend.

Generally, if you are giving a gift, any product relating to your home country is a good choice. For instance, Canada makes the finest ice wines, so don’t be surprised if you receive a bottle of ice wine from your Canadian business guest or host. A thoughtful choice is considered more important than the actual cost of the gift.

Invitations.

In Canada, if you receive an invitation to lunch it means a meal at or about noon hour; an invitation to supper or dinner usually means 6.00 p. m. In some countries, the word “dinner" is used instead for lunch, but in Canada the words dinner and supper are used interchangeably.

Canadians can be sensitive when a person cannot accept his or her invitation. If you are unable to attend, or you don’t feel like it, the best way to refuse an invitation is by saying ‘Thank you, but unfortunately I/we already have other plans at that time’ - even if you don’t have other plans.

If you accept an invitation for a meal, it is perfectly acceptable to tell your host what you cannot eat, for example that you are a vegetarian, or that your religion prohibits you from having certain foods/drinks. Canadians will appreciate and respect your preferences.

6. Let's Make a Deal!

It is appropriate to present a business card at an introduction.

While Canadians are often confused with Americans by non-North Americans who see few differences between the two peoples, please don’t make that mistake. Americans are much more assertive whereas Canadians are generally low-key and prefer to ease into business discussions.

Cynicism is a part of the national character, which is directed at those who make conspicuous shows of wealth and/or power. In Canada, there is great love for the ‘underdog’. Canadians generally dislike negotiation and aggressive sales techniques. They tend to value low-key sales presentations.

Modesty, casualness, and an air of nonchalance are characteristic attitudes in Canadian business culture.

You should also be aware that business schools here teach students that the outcome of all negotiations is that both sides win in a negotiation, i. e., “win/win." This fits neatly with Canadians’ ideas of equality and fairness. The win/win principle is so accepted today that the very idea of one party winning the negotiation while other party loses, would seem unacceptable to most Canadians.

Canadians tend to be receptive to new ideas. Generally, they are analytical, conceptual thinkers. It is at the meeting table that problems are solved and decisions made. Canadians are comfortable with time lines, agendas and deadlines and tend to adhere to them. They will not avoid confrontation or negative responses if they feel they need to question something.

Established rules or laws usually take precedence over one's feelings. During negotiations, company policy is strictly adhered to at all times. Empirical evidence and other facts are considered the most valid forms of proof. Feelings of any kind are usually regarded with suspicion, particularly for decision-making purposes.

In presentations and conversation, Canadians are often receptive to sporting analogies.

Among all individuals, regardless of rank, communication is direct and slightly informal. Hierarchies in Canadian organizations exist for clarity of decision making, not because ranking is important. Those who will sit with you in a meeting usually have the power to make a decision.

Canadian business persons may emphasize profit over market share.

Refrain from discussing your personal life during business negotiations.