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  1. 1. TEC de MonterreyProyecto Impacto IIICarlos LealJonathan GarcíaVictor GuerraLuckey BeltránKatsumi TanamachiTeam 2: CanadaGroup 327/09/2012In the following work it is presented some basic information about Canada. Fifteenquestions about that subject. It is followed by a Case based in the behavior ofCanadians. Fast FactsMonetary Unit: Canadian dollar.Major Industries: processed and unprocessed minerals, food products, wood andpaper products.Primary Trading Partners: United States, Japan, United Kingdom, China andMexico.Key Exports: motor vehicles and parts, wood pulp, timber, petroleum.Key Imports: machinery and equipment, petroleum, chemicals, motor vehicles.Major Cities: Ottawa (cap.), Toronto, Montreal, Vancouver.Ethnic Groups: British Isles origin (28%), French origin (23%), other European(15%), indigenous Indian and Inuit (2%), other (mostly Asian, African, Arab) (6%),mixed background (26%)Primary Religions: Roman Catholic (46%), Protestant (38%), other (16%)
  2. 2. Languages: English and French are official languages; English predominates inOntario, Manitoba, and the other Western provinces, and French predominates inQuebec. Reducing Communication NoiseGreetings Shake hands firmly upon greeting and leaving. Hello is a common greeting for English-speaking people. In the French parts of Quebec, the handshake should be a little bit less firm, and Bonjour is appropriate; exchanging light kisses on each cheek is typical. First names are not typically used in business situations, except by close friends. Use business cards printed in both French and English for French-speaking clients.Conversation Canadians like to talk about the history, culture, and geography of their individual prince and of Canada as a whole. Canadians are sports-minded. Ice hockey is the most popular sport. Curling, boating, swimming, baseball, football, skiing, fishing, hunting, lacrosse, soccer, and rugby also have large followings. Try to become familiar with the Canadian political system, geography, and current events. Also recognize that Canada is the biggest trading partner of the United States. Most Canadians speak English, and many speak French. French-speaking associates will appreciate your efforts to speak French. Good eye contact is usually considered to be direct eye contact for perhaps five to seven seconds, with breaks of two or three seconds. This sustained eye contact is perceived as a sign interest, sincerity, and truthfulness.Sensitivities
  3. 3. Don’t behave in any way that might be perceived as condescending. If you are from the United States, be aware that Canadians are sometimes conscious about being “talked down to” by Americans. Avoid making comparisons with the United States. Canadians are proud of their accomplishments and independence.Key Negotiating Pointers Canadians tend to be restrained in their negotiating style, keeping their emotions in check. Don´t come on too strong. Hard sells do not work well in Canada, Make prior appointments and be punctual Be friendly, but get to the point your discussions Etiquette is important. Perhaps due to their British and French heritage, Canadians tend to patient and genteel Expect the pace of negotiations to be quite fast in the larger cities, such as Toronto or Montreal, and a bit slower in the Western provinces, where atmosphere is more friendly and relaxed. Focus attention on your counterparts in top management. Leave yourself ample room to make concessions. Canadians tend to have high initial demands as both buyers and sellers. Canadians tend to make concessions in a deescalating pattern-generous at first, then tapering off. Expect detailed and lengthy contractsDay – to – Day PointersBusiness Entertainment Guidelines Business entertainment normally takes place in restaurants or clubs Dinner is usually the business meal, served between 5:00 and 7:00 PM, and often continuing for two or three hours Dress well for dinning in restaurants: usually a coat and tie for men, and dresses or nice pants for women Cheers is the traditional toast in most situations, In French- speaking areas, use Sante (To your health) Table Manners and Food
  4. 4. In French-speaking areas, keep your hands (but not elbows) above the table. Place your utensils together on the plate when finished eating. The Canadian cuisine reflects its multicultural heritage. In the Western provinces, there is fish, beef, Pacific salmon, ethnic dishes, and a variety of foods. In Quebec, there is a definite French influence, with pea soup, meat pies, French pastries and breads, cheese, and lamb. In Newfoundland and Nova Scotia, the most important foods are fish, lobster and crabs.Gender issues in Canada Canada offers a comfortable environment for international business women Also in the more rural parts of Quebec where there are strong family traditions international business women are accepted in a managerial and professional positions are welcome. The Canadian women form part of half of the workforce, and are seen in many managerial and professional position promoting the equal participation of women and men in making decisions Taboos in Canada confusion the Canadians that are from the Quebec area with the rest of the Canadian population Gays blood donationTips for doing business in CanadaTip 1 Although there are similarities in approach to business between the USA and Canada, there are also enormous differences. Be aware of sensitivities in this area.Tip 2
  5. 5. Canada is officially a bilingual country and efforts should be made, wherever possible to recognize the linguistic heritage of the French-speaking minority.Tip 3 Canada has encouraged a multi-ethnic approach to its immigration policies. Cultural diversity is recognized and respected. It is very likely that you will encounter people from a wide range of cultural backgrounds.Tip 4 Business structures vary enormously - do your homework on the contact organization before visiting.Tip 5 Business meetings in Canada tend to be more formal than in the US with a more restrained approach.Tip 6 People expect the right to be heard and listened to in meetings situations regardless of rank or status.Tip 7 Detailed preparation prior to meetings is expected and respected - decisions are not usually made until all the facts are to hand.Tip 8 Communication styles are reserved and understated and there is a suspicion of hyperbole.Tip 9 Canadians are direct in their communication style and can usually be taken on face value without the need to try to decipher and coded messages.Tip 10 Women visitors should have little or no problems operating within the Canadian business environment.Questions about Canada 1. Mention which is their monetary unit from Canada? Canadian Dollar 2. Which is the common greeting for English speaking and from French speaking? Hello and Bonjour 3. Canadians like to talk about what in conversations? They like to talk about history, culture, geography of Canada 4. Which is the most popular sport? Ice hockey is the most popular sport 5. With which country Canada don’t like to be compared?
  6. 6. They don’t like to be compared with USA6. What is one of their things they have heritage from the British and French? Their Cuisine.7. Mention one taboo from Canada? That Quebequoise feel French people.8. What do you have to do with the utensils when you finish eating? You have to place your utensils together on the plate.9. In which country does the third of Canada’s population lives? They live in Toronto10. Canada is a leading supplier of what products? In gold, silver, copper, uranium, oil, natural gas, agriculture, and wood pulp.11. Mention one company that is here in Sinaloa that is from Canada? Scotiabank12. Which are the languages spoken in Canada? English and French13. Which are the major cities from Canada? Ottawa, Toronto, Montreal and Vancouver.14. How Canadians perceived the eye contact? It is perceived as a sign of interest, sincerity and truthfulness.15. Capital of Canada? Ottawa16. What’s in the middle of Canada’s flag? A maple leaf
  7. 7. Canada CaseThere has been a vacant for a job in the A&W Co.The company A&W are looking for a vacant to be the strategic sale manager. Thecompany is a chain in fast food. They are looking for a really good person positionfor this job because they explain that is really important for them to keep the highposition they have had.There is going to be explained the curriculums for each candidate for this job anda little view to the interview. At the end you have to choose the one you think ismore appropriate for the Canadian company according to the manners of Canada.The first candidate, Mark, is a man from Mexico who is 25 years old- single andhas studied Engineer in Technological Business and have a master in marketing.He has not a professional experience in working. He just worked during theprofessional service in a company in the United States as a consultant for the sales.He was in the part of logistics and had to know where the product was in a specificmoment, etc. He was graduated with honors and is really looking forward to havean opportunity to be working in a bilingual job and be able to learn French, hedoesn’t speak French. He really knows less than the basics. His documents were inEnglish and French.The second candidate, Benett, is a man from Mexico who is 27 years old-single. Hehas studied International Business and doesn’t have a master. Also he wasgraduated with honors. He already worked in another company in the Marketingarea for 3 years. A US Company really high recommended. He speaks French in anormal level. He is really excited to be worked at the A&W Co. because he reallythinks he can do an excellent job in the area that they are demanding. Hisdocuments were in English and French.(Little Intro)In the first interview with Mark he shake hands firmly. He was punctual. He lookedreally secure of himself. He was really polite, he talks about culture from Canada,
  8. 8. their history, and he never compared the US with Canada. He was clear aboutnon-speaking French. His manners in the table were really good.(Little Intro)In the second interview with Benett, his used “Bonjour” as greeting, so that’s howhe said he has knowledge in the French language. He also talked about historyfrom Canada and mentioned some data from the ice hockey, which is the mostpopular sport in Canada. He really handled a really good eye-contact. He got hispoints in their discussions. Questions. a) Which candidate would you choose? And why? b) Who do you think have a better culture from Canadian? c) Who do you think can be adapt better to the Canadian environment?As a conclusion, Canada is a country that frequently fights with the world to berecognize and be threated separate with the United States’ culture. It has beenlearned in this subject that Canadians have more culture by their own. Despite ofthe differences Quebec have with Canadians who speaks English they still areconsidered a culture in general as Canada. As it was presented is not a countrywith big recognitions in culture but at least they are considered to be more open,less racist and at least for them exist another language than rather than justEnglish. Sources ConsultedFrank L. Acuff. How to Negotiate Anything with Anyone Anywhere around the World. USA;AMACOM, 1997.Robert T. Moran, Philip R. Harris, Sarah V. Moran. Managing cultural differences: Leadership Skillsand Strategies for Working in a Global World. Eighth edition. China; Oxford, UK :Elsevier/Butterworth-Heinemann, 2011.