by Dean Foster
October 2006

Australians and Americans have a lot in common: Both populations share an immigrant tradition and a rugged frontier mentality, with formative ties to Mother England. Nevertheless, there are real differences between Yanks and Aussies, and deal-making is different in Sydney than in San Antonio. Lurking beneath a seemingly familiar surface, subtle but critical differences between the two cultures can derail an otherwise sound business venture. Here are some of the more common mistakes to avoid:

1. While Americans are eager to jump right into action, the first order of business for your Australian counterparts is probably to cut you down to size and make sure you understand that nobody on their turf is better than anybody else. Sure, Americans believe that everyone is equal—we just don’t always act that way. But if you demonstrate even a hint of “I-have-just-what-you-need” attitude, it will put your Australian colleagues off faster than a runaway wallaby. In a society where “Jack’s as good as his master”, “tall poppies” tend to get their heads chopped off. Say less. Listen more.
   
   
2. Watch your English: Speaking “American” is different than speaking “Strine” (Australian slang). Australians have developed a unique vocabulary with thousands of words that may be unknown to Americans (for starters, try translating the lyrics of Australia’s unofficial national anthem, “Waltzing Matilda”). On the other side of the coin, Americans should be careful to eliminate slang, acronyms and baseball references (“ballpark figure,” “step up to the plate,” etc.) from your English, or you may not be understood. With this said, Australians grow up with American television, and the best advice for Americans may be to be themselves in conversation.
   
   
3. You want to become a “mate” (Australian for “buddy”). You also want to have a mate or two. In a land where 90 percent of the people live within 100 miles of the coast because the outback—the interior—is simply too harsh an environment for habitation, the mythic American individualist is simply out of place. Survival means building trust-based relationships with others. If you strive for the relationship first, then business will go smoothly. Throwing a few more “prawns on the barbie” (that’s “shrimp on the grill” in American), or buying the next “shout” (round of drinks at the bar) may be the best sales pitch you can make.
   
   
4. Watch your body language: The V-for-Victory sign (usually used to signal the waiter for two more beers, please) needs to be done with your palm facing out in Australia—always. If you do it palm in, it becomes an offensive gesture.
   
   
5. When the deal is finally signed, schedule a celebratory meal in a fine restaurant and order an equally fine bottle of Australian wine. Some of the best vintages in the world are produced here.
   
   

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dean foster is principle of Dean Foster Associates (learnaboutcultures.com) and an expert in intercultural management for global business. Email Dean at editor@executivetravelmag.com.