ching in business situations except for the handshake. Avoid arm-grabbing and backslapping. Visitors from expressive, high-contact cultures should not misinterpret Norwegian reserve as coldness or arrogance. Eye Contact Like many Northern Europeans and North Americans, Norwegians normally employ moderate gaze behavior, ie alternately looking their counterparts in the eye and then looking away. This may confuse Arabs and Latins, who are accustomed to strong, steady eye contact. On the other hand, Norwegian gaze behavior may confuse many Asians. Negotiators from these cultures are used to soft, indirect eye contact, and equate the Scandinavian gaze with staring, which is regarded as rude, hostile behavior. Making Appointments Visitors should have confirmed appointments. Although references and introductions are useful anywhere in the world, you can also contact Norwegian companies directly by telephone, fax or mail to make an appointment. Intermediaries are much less important than in Asia, Latin America and the Middle East. Terms of Address Although Norwegians usually address each other rather informally and use first names. However, when introduced for the first time, address your counterpart by Mr or Ms and their surname - Ms Jensen. Wait for your local counterpart to suggest switching to first names. Male visitors should not be surprised if they are addressed by their surname alone. Professional titles followed by the family name, such as Doctor Larsen or Professor Thomassen are used when relevant to the situation, whereas business titles such as "Director" are not used. It is appropriate to address government officials with their titles. Business Punctuality Business meetings usually start on time in Norway. Plan to arrive five to ten minutes early for appointments. If you are going to be even a few minutes late, call to explain the problem. A late visitor is presumed to be either impolite or disinterested. Meetings are rarely interr...
