CANADIAN BUSINESS CULTURE
Canadians are overall a polite people, and slightly more reserved than their southern
neighbours. The values of the country are largely respect, peace and good government. Make
sure you do not offend a business colleague or dash your chances of securing a deal by
learning the basics of Canadian etiquette.
It is a good idea to treat all persons with courtesy and respect, especially people with
authority. However, you should not act too humble.
Meeting and Greeting
a. A firm handshake is the usual contact when first meeting a business associate. Both
men and women greet with a handshake, although women may acknowledge you with a
nod of the head rather than a handshake.
b. Shaking hands is also common for first meetings in social situations. Men and women
often embrace and kiss lightly on the cheek when meeting if they are related or good
friends. Men may formally embrace old friends or family.
c. In Quebec, friends or acquaintances will kiss on both cheeks when meeting and
leaving. This happens between female friends and between men and women, but not
between male friends.
d. In informal settings, such as a party or bar, most young people will simply exchange
greetings such as "Hi!" or "How are you?".
Introductions
a. Introduce people in business based on rank not gender.
b. In Canada, a person's authority is related to his or her position and responsibility.
Women occupy the same range of positions as men and have the same kinds of authority.
People do not have authority just because of their name, status, social class or sex.
More Tips
Behaviour to consider for business transactions and life in general :
a. Eye contact is important when conducting business and should be held while speaking
to someone, but be careful not to stare. Lack of direct eye contact signifies boredom or
disinterest.
b. There is little casual touching during conversation and most people will stand
approximately half a metre apart when speaking.
c. People stand in line when waiting for the bus, to buy tickets, at the store or bank. It is
considered very rude to jump the line or go ahead of someone who was there before you.
d. Smoking is not allowed in offices, most restaurants, and even bars (with the exception
of Quebec). When out in a public space, ask your companion before lighting up. If visiting
people in their home, always ask for permission to smoke.
e. Be on time. Canadians will not wait more than 10 to 15 minutes for someone who has
arranged to meet them for business. Your supervisors and co-workers will be angry if you
are always late for work. For social invitations, people expect that you will arrive within
approximately half an hour of the stated time. If you are going to be late, phone and advise
the person expecting you.
f. People usually set up meetings or arrange visits. It is not common to just arrive without
an invitation.
g. Be approachable and accessible. Return phone calls and be polite and friendly in
hallways.
h. Honour commitments. Do what you say you will do.
Customs and Protocol
Canadian business people are conservative in manner, speech, and dress. Business customs
are similar to those in the U.S. or the U.K., but etiquette is very important. Excessive body
contact, gestures in greeting, or loud conversation generally are frowned upon.
To ease the way into Canadian favour, always be punctual for meetings and appointments; use
titles in all correspondence; and take letters of introduction when meeting someone for the
first time.
U.S. businesspeople should guard against assuming that Canadians are just like Americans,
which is an assumption Canadians might find offensive.
Negotiation
Businesspeople negotiating with Canadians should be well informed and knowledgeable
about the details of their proposals. Thoroughness is appreciated and directness is also valued.
Evasive answers are not viewed positively by Canadians.
It is important for all businesspeople to avoid exaggerating the strengths of their company or
the benefits of their product.
Business Women
In many countries, women in business situations are the exception. Add to that your foreign
nationality and you may encounter some difficulties in dealing with businessmen. You may
have to work a little harder than your male colleagues to establish a level of comfort and trust,
and your behavior and business style may be more open to scrutiny. Deal with any unwanted
sexual overtures firmly and clearly - be in control, but be polite.
Women have earned high regard in business and government in Canada. While some sexism
and subtle barriers still exist, women are found in powerful positions in all walks of life.
Visiting female executives can expect to be taken seriously. Likewise, Canadian women
receive respect from their Canadian male colleagues, and will expect the same from
foreigners.
