proposals. Larger Norwegian concerns do not thrive on secrecy. Most company information is on record, much of it required by law. As a result, most management layers are informed, understand company objectives, and tend to pull in one direction. This unity of purpose greatly aids the visitor. A private secretary is the usual sign of a manager well up the ladder. So is a private office, as opposed to general areas with partitions. Offices with views on well-landscaped areas, and expensive wooden furniture inside are also signs of the occupant's importance. Several larger concerns feature a separate building complex for top managers and their staffs. Negotiating Norwegians are usually ready to talk business after only a few minutes of small talk. Chit-chat and general conversation do not represent an important part of doing business. Norwegians get to know their counterparts while talking business, whereas in many other cultures visitors must take more time to build rapport. Norwegians do not consider negotiating a time-consuming ritual. Negotiations will be prolonged only if the major facets are unclear or in flux. Since results are the objective, Norwegians will make an effort to have the right people in the picture from the first meeting forward. Negotiators are expected to process information in the direction of decision-making. Norwegians are known for their high quality products and services and are likewise demanding customers. They are willing to pay for quality. Competition is stiff for sellers entering Norway because of the small size of its market. Norwegians are cautious buyers and take longer to decide where to place an order. Norwegian firms are also ready to switch suppliers to obtain new products or better prices. Avoid the negotiating tactic known as the "high-low" gambit - starting off with a highly inflated initial offer and then offering price reductions. Business visitors accustomed to doing business in the Middle Eas...
