United Kingdom

1
United Kingdom

• communication, negotiations and cultural
  background

By Adam Kowol and Edyta Szumiel
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Presentation outline

• Cultural background
• Verbal communication
• Non-verbal communication
• Practical tips for negotiators

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Dimensions of culture

• Universalism (versus particularism)
• Individualism (versus communitarianism)
• Specificity (versus diffuseness)
• Status by achievement (versus ascription)
• Sequential (versus synchronic)

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Universalism

• Universalist approachWhat is good and right
  can be defined and always applies
• Implications
• contracts are very important, always in writing,
  a deal is a deal (unwilling to renegotiate
  deals)
• lawyers are introduced into the process of
  negotiation
• personal relationship often ignored, negotiators
  tend to get down to business quickly
• rational and professional arguments
• uniform procedures imposed by the head office
• transparency and consistency

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Individualism

• People regard themselves primarily as individuals
  rather than as part of a group
• Implications
• more frequent use of "I" form
• a single representative feels comfortable taking
  decisions
• personal responsibility, no need to consult with
  superiors
• consensus is not deemed necessary (no need to
  convince everyone)
• the decision-making process is short
• risk delays in the implementation phase,
  disparity between decision and implementation
• during negotiations the translator is supposed to
  be neutral

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Specificity

• Low-context culturenot much background
  information is required for effective
  communication
• Implications
• not afraid of losing face
• do not take things personally
• straightforward communication, open criticism
• work and private life are sharply separated
• don't mix business with pleasure
• personal questions are not welcome
• they get straight to the point (from specific to
  general)
• importance of specific, measurable objectives
• meetings have clear structure (timing, agendas)
• only relevant titles and skills are worth
  mentioning

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Achievement-oriented culture

• You are judged on what you have
  accomplishedstatus is not attributed by birth,
  kinship, connections, gender or age
• Implications
• the first question is likely to be "What did you
  study?", not "Where did you study?"
• academic titles are often considered irrelevant
  in business environment
• importance of data and technical considerations

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Time as sequence

• Time is a series of passing events
• Implications
• importance of schedules
• preference for following initial plans
• it is rude to be even a few minutes late
• time is money

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A commanding social presence

• Desired qualities of a gentleman
• grace
• good style
• sense of humour
• eloquence
• composure

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Other cultural characteristics

• the British prefer talking over doing
• form is very important
• they pay more attention to numbers (e.g.
  financial data) than material products
• preoccupied with abstract ideas
• public debates and discussions are out of touch
  with reality

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Verbal communication

• Content
• Form

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Content

• Low-context
• concentrate on the subject matter
• Topics
• the English are generally open-minded
• welcome topics the weather, sports, current
  affairs, British history, culture and popular
  music
• avoid personal questions and topics such as
  politics or religion

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British humour

• Often used to release emotions
• General features
• puns
• nonsense
• smut and innuendo
• black humour
• eccentricity
• satire and sarcasm
• understatement and irony

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Form

• Do not interrupt anybody
• Speak in complete sentences
• Avoid sloppy language
• Phrase sentences correctly

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Non-verbal communication

• Kinesics
• Oculesics
• Haptics
• Proxemics
• Paralanguage
• Object communication

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Kinesics

• Gestures
• British gestures are restrained
• excessive gesticulation can come across as
  aggressive behaviour
• Facial expressions
• emotional displays, positive or negative, are
  frowned upon
• the British "keep a stiff upper lip"
• facial expressions are kept to a minimum

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Oculesics

• Prolonged eye-to-eye contact can be interpreted
  as impolite behaviour

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Haptics

• Touching is avoided, only handshake is acceptable
• Backslapping and hugging are not welcome

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Proxemics

• Do not intrude into their personal space
• Keep your interlocutor at arms length
• Stand next to each other rather than opposite

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Paralanguage

• Definition
• part of nonverbal communication
• how something is said rather than what is said
• Talk in a monotone
• Speak in low, measured tones without raising the
  voice

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Object communication

• Clothing
• conservative dress is the norm
• a dark suit is recommended
• extremely informal clothing is not considered
  appropriate

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Practical tips

• Make appointments a few days in advance
• Exchange business cards
• Be polite and friendly, even under stress
• "How do you do?" is a greeting, not a question
• Smile a lot
• Make sure you have clean shoes and fingernails
• Remember names
• Do not overstay your welcome