Relationships & Communication

• New Zealanders can be somewhat reserved, especially with people they do not know.
• Once they develop a personal relationship, they are friendly, outgoing and social.
• Do not appear too forward or overly friendly.
• They respect people who are honest, direct, and demonstrate a sense of humour.
• They trust people until they are given a reason not to.
• If this happens in business the breach will be difficult to repair and business dealings may cease or become more difficult.

• Appointments are usually necessary and should be made at least one week in advance by telephone, fax or email.
• It is generally easy to schedule meetings with senior level managers if you are coming from another country if the meeting is planned well in advance.
• It can be difficult to schedule meetings in December and January since these are the prime months for summer vacation.
• Arrive at meetings on time or even a few minutes early.
• If you do not arrive on time, your behaviour may be interpreted as indicating that you are unreliable or that you think your time is more important than the person with whom you are meeting.
• Meetings are generally relaxed; however, they are serious events.
• Expect a brief amount of small talk before getting down to the matter at hand.
• If you make a presentation, avoid hype, exaggerated claims, hyperbole, and bells and whistles. New Zealanders are interested in what people ‘can do’ not what they say they can do.
• Present your business case with facts and figures. Emotions and feelings are not important in the New Zealand business climate.
• Maintain eye contact and a few feet of personal space.

• The negotiating process takes time.
• Do not attempt high-pressure sales tactics.
• Demonstrate the benefits of your services or products rather than talking about them.
• Start your negotiations with a realistic figure. Since this is not a bargaining culture, New Zealanders do not expect to haggle over price.
• Kiwis look for value for their money.
• Do not make promises you cannot keep or offer unrealistic proposals. Kiwis do not generally trust people who have to oversell.
• They are quite direct and expect the same in return. They appreciate brevity and are not impressed by more detail than is required.
• Agreements and proposals must state all points clearly. All terms and conditions should be explained in detail.
• Stick to the point while speaking.
• Kiwis appreciate honesty and directness in business dealings.