Country Expert Guide

Ireland

CallieBeltowski

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Table of Contents

Culture 1. 1………………………………………………………………………...Statistics 1.2…………………………………………………………………………...History 1.3……………………………………………………………………………Today Language 2.1……………………………………………………………………………Gaelic 2.2…………………………………………………………………………..English Getting to Know Ireland 3.1……………………………………………………………………Irish Thinking 3.2…………………………………………………..Religion, Family, & Harmony The Self & Groups 4.1…………………………………………..An Individualist & Masculine Culture

4.2……………………………………………………....Accomplishments & Form 4.3……………………………………………………………Organization Patterns Organizing Messages to other Cultures 5.1…………………………………………………………...Humor & Storytelling 5.2………………………………………………………...Basic Business Etiquette Nonverbal Communication 6.1………………………………………………………………………….Gestures 6.2………………………………………………………………………….Emotion 6.3…………………………………………………………………..Business Dress Establishing Relationships 7.1…………………………………………...Equality & Respect in the Workplace 7.2………………………………………………………………………Gift Giving 7.3……………………………………………………………………….Hospitality Information, Decisions, and Solutions 8.1……………………………………………………………………...Information 8.2………………………………………………………………………...Decisions 8.3…………………………………………………………………….......Solutions Negotiation 9.1………………………………………………………..Problem-Solving Process 9.2……………………………………………Negotiation Style & Communication Legal & Governmental Considerations in Irish Business 10.1…………………………………………………………………….Labor Laws 10.2…………………………………………………………………Drinking Laws 10.3…………………………………………………Interview Process & Contracts Concluding Our Look at Ireland References

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Culture

1.1 | Statistics Ireland is a part of Western Europe that resides in the North Atlantic Ocean, making up five-sixths of the island, just west of Great Britain. It has an oceanic climate: warm summers, but not too hot; cool winters, but not overly cold; rainy; and very overcast (“The World Factbook - Ireland”, 2016). The Irish ethnic group make up almost eighty-five percent of the population, with 9.8% being white, 1.9% Asian, 1.4% black, and the rest being mixed, other, or unspecified races. While English is the official language and the language spoken most often, about 38.7% of people still speak the ancient Gaelic (or Irish) language, which is also Ireland’s other official language. Its national symbols include the harp and the shamrock, with its national colors being blue

and green (“The World Factbook - Ireland”, 2016). Figure 1 shows the Irish flag. The majority of people in Ireland (84.7%) practice Catholicism, with about 2.7% participating in the Church of Ireland, another 2.7% practice other Christian religions, 1.1% are Muslim, and the rest either practice no religion, another religion, or an unspecified religion. The population consists of around 4,892,305 people, with a growth rate of 1.25% (“The World Factbook - Ireland”, 2016). 1.2 | History Ireland’s history is rich and diverse in the many events that have taken place since it was first founded by Celtic tribes sometime between 600 and 150 BC. Norsemen invasions that had started in the late eighth century were ended in 1014 by King Brian, only to have Norman invasions begin in the twelfth century that caused many rebellions and repressions throughout a seven-century-long conflict. The population dropped considerably when the Irish Famine in the nineteenth century started, and it only began to rise again in the 1960s. Despite that time of growth, the “Troubles” period broke out around the same time with violence and struggle with Northern Ireland, where there had been six counties that had remained a part of the United Kingdom, unlike the other twenty-six southern counties that had become independent in 1921. The Good Friday Agreement of Northern Ireland in 1998 saw a period of new cooperation between the British and Irish governments. Today, Ireland is in a state of economic recovery, and is

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growing through foreign direct investment, particularly with United States multinational companies (“The World Factbook - Ireland”, 2016). 1.3 | Today While Ireland has had its fair share of trouble in its history, its recent past and current neutrality speak heavily for its wisdom and efforts to remain at peace. Although there are some Irish people and groups who

wish for Northern Ireland to combine with the Republic of Ireland and separate from the United Kingdom, Ireland remains an amicable country, particularly with the United States, which have many “common ancestral ties and shared values” with Ireland (“U.S. Relations With Ireland”, 2014). Figure 2 displays the geographic region of Ireland.

Language

2.1 | Gaelic The first and official language of Ireland, and in particular the Republic of Ireland, is the Gaelic language (also called Gaeilge or Irish by locals of Ireland), which originated in Ireland and is mostly used today by a small minority of the population (“Ireland”, 2016). Gaelic is also used minimally in Northern Ireland, as the Good Friday Agreement recognized it as an official language in 1998 (Thompson, 2016). Gaelic is one of the most historic Celtic languages around the world; any person is likely to be introduced to it upon arrival in Ireland, as it is considered culturally significant and prominent (“Languages of Ireland”, 2016). The influence of the Irish language is seen throughout the country: in schools, pubs, streets, and festivals, and it is appreciated when visitors to Ireland make a solid effort to speak a few words of Gaelic (“Languages of Ireland”,

Figure2-MapofIreland’sgeographicregionhttp://irelandmap.facts.co/irelandmapof/irelandmap.php

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2016). Gaelic is also the official language of the European Union as of 2005 (Thompson, 2016). Historically, Gaelic was the only language spoken in Ireland until the seventeenth century, although today it is spoken as a first language by only a fraction of the population along the west coast of the island, an area known as the Gaeltacht region (Thompson, 2016). It was also prominent in Scotland, where it was used starting in the later part of the twelfth century by the Anglo Normans who had settled there and had established Irish as an influential language in Ireland through the start of the sixteenth century (“Background on the Irish Language”, 2016). With the dominance of the English language and the potato famines in the nineteenth century that followed, the decline in the population led to a decrease in the use of the Gaelic language, as well as near extinction in many areas of Ireland (Thompson, 2016). Today, there are three known dialects of Gaelic that very with the regions of Ireland: There is the Munster-Leinster dialect, or the dialect of the Southern Irish people; the Connacht dialect, or Western Irish dialect, and the Donegal dialect, the dialect of the Ulster and Northern Irish people (Thompson, 2016). See Figure 3 for an overview of the Gaeltacht region. Irene Thompson also reports that there is “some evidence that the Irish spoken in urban areas and that spoken in Gaeltacht [region] by an older population are becoming progressively more distinct” (2016). 2.2 | English English is also the official language of Ireland, more commonly recognized as so in Northern Ireland, and is the language more generally used (“The World Factbook - Ireland”, 2016). Every person in Ireland speaks English; however, it is likely that one will hear all sorts of accents from all over the world around the island (“Languages of Ireland”, 2016). Even though English is the most frequently used language, the Irish have put their own twist on it, called Hiberno-English, which “blends the grammatical styling of Irish into the English language” (“Languages of Ireland”, 2016). Because English is used more, it is the language in which most business communication takes place and through which legal affairs have been handled for centuries in Ireland (“Background on the Irish Language”, 2016). Because the Irish do include their own Irish dialects along with English, it is advisable to have interpreting

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services available if one is not familiar with the Hiberno-English language in Ireland (“Business Communication”, 2014). Despite this, it is likely that there is not any other foreign languages known or widespread in Ireland; apart from the traditional Gaelic language, there are no other nationally recognized languages in Ireland (“The World Factbook – Ireland”, 2016).

Getting to Know Ireland

In Ireland, doing is more important than being; they use and prefer verbal communication to silence or stillness (“Ireland, 2016). The Irish are also comfortable with ambiguity because creativity and innovation are embraced, as well as practicality in business (Hofstede, 2016). With this outlook on the future, the phrase “the luck of the Irish” comes to one’s mind; luck in Ireland is more of a way to deal with superstition than to believe in actual luck. Since the Irish are very relaxed about the future, luck is attributed to success as long as hard work has been involved as well (Kosakowska, 2015).

The Irish appreciate relationships and taking the time to establish trust with someone, especially in business (“Ireland”, 2016). However, they also appreciate results, particularly in the sense that individuals achieve goals for the good of the company so that they in turn can sustain good relationships and provide benefits for their families (Hofstede, 2016). 3.1 | Irish Thinking The Irish prefer to think of every possible solution to a problem, as they pride themselves on being perceptive and unique in their problem solving (“Ireland”, 2016). It is in this way that Ireland consists of a predominantly masculine society, which is also largely due to the people’s competitiveness and drive to succeed (Hofstede, 2016). They welcome creativity, practicality, making the most use of time, and simplicity. Optimism, perhaps, is the most considerable trait of the Irish culture; the Irish tend to have

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positive attitudes and overall lively dispositions (Hofstede, 2016). It is just as important to have free time to do fun and enjoyable activities, as it is to have work time to strategically get a job done. These characteristics are followed by the normative values held by Irish culture: Tradition is respected and following the normal way of Irish life is appreciated (Hofstede, 2016). Figure 4 represents two Irish traditions: The Claddagh Ring and Irish Dancing. 3.2 | Religion, Family, & Harmony While the role of religion, particularly that of Catholicism, has diminished in recent years despite its dominant percentage of all practicing religions in Ireland, the majority of practicing Catholics still believe the faith plays a strong role in the lives of the Irish. “The Church of Ireland is Catholic because it is in possession of a continuous tradition of faith and practice, based on Scripture and early traditions, enshrined in the Catholic Creeds, together with the sacraments and apostolic ministry” (“Protestant and Catholic”, 1996). Family, including extended family, is also held in high regards and plays an important role in Ireland (“Ireland”, 2016). Irish families are typically larger in comparison to Western standards, evidence of the teachings of the Church of Ireland (“The Dublin Family”, 2016). Finally, peace and harmony among people is an important cultural rule in Ireland; the Irish tend to view “politeness as more important than telling the absolute truth”, so one is not likely to receive a negative response easily (“Ireland”, 2016). This goes along with the need to keep all people on equal levels of communication in the workplace.

The Self & Groups

4.1 | An Individualist & Masculine Culture Ireland has a highly individualist culture, as they value individual achievements and self-reliability over the collective group, particularly in business, where decisions are based on one’s accomplishments and evidence of one’s skills (Hofstede, 2016). While Ireland is establishing new equality standards for women, particularly in the workforce, it is still a predominately masculine culture with male standards; these values include pride in achievement

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and setting goals to win on an individual level (Hofstede, 2016). Figure 5 displays a historic photograph advertising the “Irish Women’s Movement”, which heads an article on things Irish women could not do before 1970. Some feminists groups have also started campaigns for equal workforce opportunities, such as the feminist group #WakingTheFeminists, fighting for equality in the theatre industry in Ireland, shown in Figure 6.

4.2 | Accomplishments & Form The key to personal matters in Ireland is that one does not brag about their personal achievements; if they are mentioned, they should be mentioned in a way that is spaced out over a long conversation, and in a way that has relevance to the overall discussion (“Ireland”, 2016). While individuals may be recognized for their accomplishments, bragging does not look good in Irish culture (“Ireland”, 2016). Form is important in Irish culture, but protocol is also more informal than strict; besides the overall modesty one should employ in conversation, one should also smile and shake hands with everyone in a meeting to extend friendship (“Ireland”, 2016). 4.3 | Organization Patterns The social organization patterns in Ireland reflect more of a horizontal form than a hierarchical form; in Ireland, titles do not necessarily command respect, as having such an accomplished title is a form of boasting (“Business Communication”, 2014). As long as one works hard on his or her own individual level, one should be able to rise in the workplace without ever needing to fully bring attention to it. More specifically, titles are established out of convenience, as first names are more commonly used (“Business Communication”, 2014). Hierarchy is therefore not as important as getting everyone involved in the discussion, whether in a business meeting or in personal affairs.

Organizing Messages to Other Cultures

Figure6-Irishfeministgroup,#WakingTheFeminists,campaigningforequalrightsinthetheatreindustryhttp://www.wakingthefeminists.org/about-wtf/who-we-are/

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5.1 | Humor & Storytelling When doing business with the Irish, it is important to remember that they enjoy conversations about any and all topics, and they tend to work well with those who make jokes and like to have fun (Thompson, 2016). An important note to make is that jokes, whether made directly or indirectly, should not be taken personally, and should be shrugged off in favor of continuing the conversation. Despite the particular bluntness that many English-speaking cultures, including Ireland, value, the Irish do use light discussion as a way to establish trust and respect, particularly before proceeding forward with business (“Ireland”, 2016). In Ireland, it is a good idea to use storytelling as a way to solve problems; the Irish love stories, folklore, and legends, as they play a big part in the foundation of Ireland’s history (“Ireland”, 2016). Since stories were used to pass down information from generation to generation in the past, it is only fitting that the culture in Ireland values spoken words heavily, as it is believed that something “exists when it is put into words” (Varner & Beamer, 2011, p. 203). The Irish are very whimsical and poetic in their language, and verbal communication is often more important than nonverbal communication, due to Ireland’s individualistic society (Hofstede, 2016). Figure 7 is an example of an Irish Blessing, demonstrating the poetic nature of the Irish. 5.2 | Basic Business Etiquette In Ireland, deals in business are more formal when writing is used to signify an agreement, and then agreed verbally as well; in a more informal setting, a person’s word on an agreement is enough (Thompson, 2016). It is in this way that the Irish prefer face-to-face or oral channels of communication when making deals so as to make sure that there are no misunderstandings and that everyone receives the correct meanings of messages (Thompson, 2016). This is not to say that the deal is done after one meeting with an Irish businessperson; often, the Irish wait for trust to be established before they will even allow for negotiation deals to begin, and often it takes an extremely long time for deals to close (“Meeting Etiquette”, 2016). Keep in mind that beginning a new relationship with an Irish businessperson is easier when there are considerable amounts of small talk before making any business moves. The best thing to do in business in Ireland

Figure7-AnexampleofIrishpoeticlanguagehttp://www.knittingparadise.com/t-326054-1.html

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is to relate to the logical and factual parts of the negotiation as opposed to the emotional parts; laws and rules override one’s feelings (“Meeting Etiquette”, 2016). The Irish do appreciate creativity and optimism, but this should be used without language technicalities and in a direct manner (Hofstede, 2016). As part of the masculine society that Ireland displays, it is better to send a man to do negotiating for business than a woman. While Ireland is growing in women’s rights, men are still respected more in the workplace and often hold higher positions of authority, despite equality ensured by Irish law (“Meeting Etiquette”, 2016). This comes from, more often than not, the want of the Irish males to succeed, be the best they can be, and aims to win (Hofstede, 2016). When organizing messages to Ireland’s culture, it is best to be: a) Timely, as being late for something as a foreign associate would be seen as inconsiderate; b) polite, to establish trust and comfortableness between negotiators; c) modest, as the Irish value equality and dislike any superiority complexes, particularly from foreign associates; and d) happy. All of these allow for Ireland’s horizontal culture to flourish in emphasizing equality, and further explain how the Irish are known for their good manners and relaxed conversation techniques (“Ireland”, 2016).

Nonverbal Communication

In face-to-face encounters in Ireland, a firm handshake should be offered in greeting, and shaking hands with everyone gathered is expected, both at the beginning and at the end of meetings (“Ireland”, 2016). Complete eye contact throughout the meeting establishes trust, and smiling upon being introduced to everyone shows friendliness and willingness to work respectfully (“Ireland”, 2016). Above all, the Irish respond well to sincerity, and keeping eye contact and listening when spoken to prove that one is genuine (“Understanding the Irish Culture”, 2011). 6.1 | Gestures Most gestures in Ireland are used minimally; other than the polite handshake and the occasional good-hearted slap on the back, it is socially unacceptable for men to touch other men, even through hugging or patting, as well as for men to be overly demonstrative with women in public, so public displays of affection are rare (“Business Communication”, 2014). Animated foreign associates should keep in mind that hand gestures should be used sparingly (“Understanding the Irish Culture”, 2011). Because of this, personal space is appreciated, and it is customary to keep at least an arm’s length distance from another person (“Business Communication”, 2014). If one accidentally touches someone, it is expected that they apologize before continuing on with the conversation (“Irish Culture”, 2016).

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Some gestures translate from American culture to Irish culture, such as the thumbs up sign; other gestures mean something entirely different, such as the way an Irish person touches their nose to indicate that what has been said should be kept a secret (Business Communication”, 2014). The peace sign or “V” made with the middle and index fingers in the United States is actually an obscene sign in Ireland and should be avoided (“Understanding the Irish Culture”, 2011). An Irish person may also jerk their chin or head in the direction of the object or person being discussed as opposed to pointing at it with their finger (“Cultural Information – Ireland”, 2015). 6.2 | Emotion Participants in conversation are expected to maintain a low to moderate tone of voice, as emotion and volume are not generally displayed in public and reserved for family and close friends (“Understanding the Irish Culture”, 2011). Being loud, aggressive, ignorant, and cocky is seen very badly in Ireland; it is better to remain modest so as to show that there is no superiority complex being addressed (“Ireland”, 2016). As the Irish are known for their humor and politeness, it is expected that one also be willing to joke and have

good manners (“Irish Culture”, 2016). However, the Irish also have a stereotype of being rude and having tempers like no other country origin; this generalization comes from Ireland’s history of being thrown out of their land and being discriminated against after their various emigrations, particularly to the United States

(Misiaszek, 2013). Figure 8 demonstrates some of the discrimination that the Irish received, particularly discrimination in employment. The Irish are attentive listeners and keep a relaxed and relatively informal environment, even when conducting business (“Meeting Etiquette”, 2014). Staying composed and poised, especially in business meetings and negotiations, is a fast way to make friends and partners with the Irish (“Cultural Information – Ireland”, 2015). 6.3 | Business Dress The Irish dress very cleanly and conservatively, and formal suits are typically best for any business situation, although dress is more relaxed than in Western cultures

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(“Business Etiquette”, 2014). Women in particular are expected to be fashionable; dresses and blazers are suggested, whereas pants and trousers are not as common (“Business Etiquette”, 2014). The Irish also do not perceive nice jewelry in a kind light; extravagant jewelry is a sign of status and wealth, something that Irish people do not pay much attention to, as it diminishes equality (“Business Etiquette”, 2014).

Establishing Relationships

7.1 | Equality & Respect in the Workplace The power distance in Ireland, as explained by Geert Hofstede, calls for equality amongst everyone, including superiors, who are given their titles more out of convenience (2016). As the Irish do not like it when people bring forward their accomplishments bluntly, such as through promotions or titles, everyone expects to be consulted on information and business before decisions are made, and the communication is direct, informal, and relaxed (Hofstede, 2016). The language and vocabulary is in fact the same throughout all levels of an organization: poetic, positive, and “well-crafted” (“Ireland”, 2016). It is in this way that the Irish accept authority for organizational purposes, but rarely view the distinction between superiors and subordinates as prominent. A willingness to shake hands with everyone upon meeting them and using continuous eye contact throughout conversation will show that one respects Irish culture and the organization that one will be working with (“Meeting Etiquette”, 2014). It is also considered respectful to engage in small talk before even mentioning business deals or negotiations, as it establishes trust and a relationship with one’s Irish counterpart (“Meeting Etiquette”, 2014). 7.2 | Gift Giving The Irish generally give gifts only on birthdays and on Christmas, and they do not have to be expensive, as the Irish appreciate personal gifts over pricy ones; it is, as they say, the thought that counts in Ireland (“Ireland”, 2016). If one is giving flowers, do not give lilies because they are used for religious purposes, and do not give red or white flowers because they are used at funerals (“Ireland”, 2016). Gifts are not generally expected in business; however, if one wanted to give a present, the best time to do so would be at the end of a successful negotiation with a business. Also, if one receives a gift, it should be opened right away in front of the giver as a sign of gratitude and politeness (“Business Etiquette”, 2014). Based on their views of lavish jewelry and expensive gifts (i.e., they are not very tasteful in Ireland), it is safe to say that the Irish do not award as much attention to monetary rewards in business settings; they value, as stated above, equality, and they want everyone to stand on equal footing in business meetings or otherwise. Varner and Beamer report that individualist cultures tend to accept praise on an individual level; despite

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Ireland’s individualist culture, it remains open to both individual recognition and recognition of the group or business as a whole (2011). 7.3 | Hospitality Ancient Ireland actually mandated serving superb hospitality as a law and the act of welcoming a perfect stranger as a cultural norm (“Ireland’s Enduring Culture of Hospitality”, 2013). While this law has since been rejected in its traditional sense, many Irish people today serve this history through modern Bed and Breakfast establishments (“Ireland’s Enduring Culture of Hospitality”, 2013). An example of a modern Bed and Breakfast establishment in Ireland is seen in Figure 9. With this hospitable mentality, the Irish have always been very casual in business meetings as well, and often times business and family life mix ever so slightly; business meetings can take place in almost any setting (including bars), and small talk before the large discussion is common (“Ireland”, 2016).

Information, Decisions, and Solutions

As an individualist culture, the people of Ireland value “independent decisions, activity that achieves goals, and individual accountability” (Varner & Beamer, 2011, p. 291). Geert Hofstede builds on that, saying that decisions of promotion and hiring are based on an individual’s merit or on evidence of what an individual can do (2016). 8.1 | Information When doing business in Ireland, it is important to keep in mind that the Irish are more receptive to facts and logic, and therefore one should only speak one’s opinion if one knows and understands about the topic or issue proficiently (“Irish Business Culture”, 2014). It is not as important in Ireland if information is powerful or not; it is more about if information can be useful to the individual in helping the company be successful. One

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way to get off on the right foot is to establish trust with one’s Irish counterparts, as it is important for them to know that a foreign associate’s information is trustworthy and credible (“Meeting Etiquette”, 2014). That being said, the Irish are good at gathering information: “Irish people can be quite tough and skillful negotiators who are able to find out a large amount of information about strangers while revealing little themselves” (“Irish Business Culture”, 2014). 8.2 | Decisions To make good decisions with the information they hold, the Irish pride themselves on being creative and discussing issues or topics from every angle possible (“Ireland”, 2016). They are a results-oriented culture, so decisions are made based on ends and result from a cause-and-effect way of thinking (Varner & Beamer, 2011). Because establishing trusting relationships with everyone is prominent in Irish culture, the art of continuous discussion and making goals that include everyone’s opinions reflects the values of a low-context culture where the decisions made complete the goal itself (Varner & Beamer, 2011). This decision-making is done by the board of directors within an organization on behalf of everyone (“Country - Ireland”, 2016). 8.3 | Solutions When it comes to conflict management modes, the Irish will typically avoid conflict, as they view politeness in a high esteem and do not like confrontation (“Ireland”, 2016). They do not like to impress negativity on anyone, and so indirect communication is often used as a way to express the word “no” (“Ireland”, 2016). The Irish do not often try and accommodate with others; rather, they want to do things their own way, so a foreign associate should not insist on doing things differently (“Meeting Etiquette”, 2014). Visiting foreign associates should proceed with business negotiations or deals with an obliging conflict communication style, and should put the goals of their Irish counterparts first to accommodate to the Irish business culture (Varner & Beamer, 2011). Based on Varner and Beamer’s definitions of conflict communication modes, the Irish will mostly likely use an avoiding conflict communication style because they dislike negativity and would prefer to keep things light and happy (2011). Figure 10 displays the overall ease of doing business in Ireland from 2008 to 2015; the higher the number on the scale from 1 to 20, the more simple and friendly environment the businesses in Ireland have during that particular year. Ireland has increased the effectiveness of the overall business environment in recent years.

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To show respect in Irish business (and in everyday life as well), it is important to listen attentively, as a lot can be implied and not explicitly stated by the Irish, even though Irish culture classifies as one that is low-context (“Ireland”, 2016). Listening without being interested in what an Irish associate is saying or doing is seen as disrespectful and insincere, and will also make it difficult to establish a good foreign relationship with an Irish person or business (“Ireland”, 2016).

Negotiation

Knowledge of Ireland’s culture definitely plays a role in being able to negotiate effectively when doing business with the Irish; for example, knowing that small talk before beginning the actual negotiation process helps establish a trustworthy relationship will ensure that further discussion runs smoothly (Rasoelbaks, Silveira & Croes, 2014). This does not mean that the negotiation process should be taken lightly; the Irish will be quite serious and will need to hear clear goals from an organization to pursue a negotiation (Rasoelbaks, Silveira & Croes, 2014). They will also expect the trust and respect that they show a foreign associate to be reciprocated in order to achieve goals on both sides (Katz, 2008). 9.1 | Problem-Solving Process In Ireland, negotiation is “usually viewed as a joint problem-solving process” (Katz, 2008, p. 3). Both sides have a responsibility to the negotiation process to help it run smoothly from start to finish, and the Irish will more likely focus on long-term goals and relationships than short-term ones (Katz, 2008). They see the opportunity of negotiation as a chance for both sides to win and cooperate, so long as both sides remain equal in the

Figure10-TheeaseofdoingbusinessinIrelandhttp://www.tradingeconomics.com/ireland/ease-of-doing-business

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process, particularly making sure that the foreign associates do not place superiority on the table (Katz, 2008). The Irish want everything to remain fair between people, organizations, and especially negotiators, so that each side has the advantage and each side wins in some way (Katz, 2008). 9.2 | Negotiation Style & Communication When it comes to negotiation style and communication, the Irish may openly show their emotions and may be very excited or passionate in discussion, but they also generally dislike loud and obnoxious behavior (Katz, 2008). Because Ireland has a low-context culture, they prefer directness; this correlates with their pace of negotiation, which is commonly a quick and swift process (Katz, 2008). As noted earlier, it may take time to establish a trustful relationship; however, once that relationship is maintained, the actual negotiating, and sometimes even bargaining, should move smoothly, and the decision-making process should be quick as well (Katz, 2008).

When in doubt, try to never be silent in Ireland, especially in a business meeting or when negotiating; the Irish are uncomfortable with silence, and it is rare for there to be silence in any given situation in Ireland (Katz, 2008). This does not mean that one should be loud instead; it simply means that

conversation should be continuous, light, and even animated (Katz, 2008). Even though showing emotion can be common in Irish business and negotiations, it is not considered important until it is determined rude. It is in this way that the Irish prefer facts and hard evidence as opposed to a negotiator appealing to their emotional side (“Irish Business Culture”, 2014). “The best strategy for persuasion is to use as many facts as possible” (“Irish Business Culture”, 2014). The Irish Times writer Frank Dillon wrote an article about a book by Philip Hesketh that explains effective ways to learn the art of persuasion, in particular citing repetition, visual aids, and intrinsic and extrinsic motivation as key ways to better persuade someone in business (Dillon, 2015). Figure 11 shows Philip Hesketh and his book, How to Persuade & Influence People. With this in mind, it is likely that an Irish associate will employ these techniques when negotiating. The Irish do have a leader in the negotiation process, and it is the leader’s job to do most

Figure11-PhilipHeskethandhisbook,HowtoPersuade&InfluencePeoplehttp://www.heskethtalking.com/tours-of-australia

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of the persuading and influencing, both within their organizations and in negotiations (“Influence & Persuasion”, 2016).

Legal & Governmental Considerations in Irish Business

The Irish legal system today is that of common law, which derived from the English common law tradition (“History of the Law”, 2014). Because Ireland is a part of the European Union, its national legal structure falls under subordination of European law and jurisdiction (“History of the Law”, 2014). 10.1 | Labor Laws The labor laws in Ireland was developed according to “a British-style voluntarist model”, meaning that the law is only imposed minimally, such as for protection against unfair dismissal, organizing work time, employment equality, and occupational health and safety (“Labor Law Profile: Ireland”, 2016). These safety standards in Irish business are regulated by the Safety Health and Welfare at Work Act of 2005, which provide

numerous guidelines for safety and health regulations within the workplace when working with “chemicals, biological agents, pregnancy, young persons, construction sites, mechanical equipment” and more (Cox, 2016). The Employment Equality Acts of 1998 and 2004 “promote equality, prohibit discrimination, prohibit sexual harassment and harassment, require appropriate measures for people with disabilities in relation to access, participation and training in employment” (“Equality Legislation in Ireland”, 2016). These laws promote equal opportunity for people of any gender or for any person with a disability (“Equality

Figure12http://ec.europa.eu/ireland/ireland_in_the_eu/impact_of_eu_on_irish_women/index_en.htm

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Legislation in Ireland”, 2016). Figure 12 shows two graphs that represent the employment and unemployment rates of men and women in Ireland and the European Union in 2002 and 2012. 10.2 | Drinking Laws Unlike the United States, where the legal drinking age is twenty-one, the legal age for drinking in Ireland is eighteen, and the law will get involved if one is causing serious problems because they had too much to drink (Biege, 2014). 10.3 | Interview Process & Contracts The Irish interview process is similar to that of meeting someone for the first time in Ireland: the applicant should first make eye contact and shake hands with the interviewer (“Interview Advice”, 2014). Applicants in Ireland also make use of CVs (or curriculum vitae) instead of resumes, which include a more extensive list of an applicant’s complete past in work, education and experiences (“Interview Advice”, 2014). It is most likely that an interviewer will ask an applicant to describe his or her CV in a way that demonstrates the interviewee’s ability to fit in with the company (“Interview Advice”, 2014). The applicant is also expected to build rapport with his or her interviewer and to show off his or her personality, as well as provide a genuine interest in the position being applied for (“Interview Advice”, 2016). This genuine interest is important because the Irish culture values focus and sincerity in an employee before they will offer a position to him or her, and before a contract between the employee and employer can be set up. Most contracts between employees and employers are unlimited and have no specific end date for the employee; however, there are some fixed-term contracts, which are treated the same as an unlimited contract; however the employees under the fixed-term contracts are held to certain conditions and rules regarding termination (“Labor Law Profile: Ireland”, 2016). Any contract between employees and employers are enacted when the employee accepts a position with the employer (“Labor Law Profile: Ireland”, 2016). Concluding Our Look at Ireland Ireland has a rich and tasteful culture, filled with people who are friendly, kind, and generally happy to meet new people. They are, in many ways, very similar to the United States and other English-speaking countries in their way of communication and negotiating, and they have several fascinating traditions that bring light to their unique history and culture. After researching Ireland and through the use of this guide, one should be ready to take off for Ireland with the knowledge of its culture’s history, standards, and norms, and with an open mind in experiencing this beautiful country.

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