Understanding Communication and Negotiation in the UK: Cultural Insights and Practical Tips

1. United Kingdom communication, negotiations and cultural background By Adam Kowol and Edyta Szumieł

2. Presentation outline • Cultural background • Verbal communication • Non-verbal communication • Practical tips for negotiators

3. Dimensions of culture • Universalism (versusparticularism) • Individualism (versuscommunitarianism) • Specificity (versusdiffuseness) • Status by achievement (versus ascription) • Sequential (versus synchronic)

4. Universalism • Universalist approach:„What 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

5. 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

6. Specificity • Low-context culture:not 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

7. Achievement-oriented culture • You are judged on what you have accomplished:status 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

8. 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

9. A commanding social presence • Desired qualities of a gentleman: • grace • good style • sense of humour • eloquence • composure

10. 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

11. Verbal communication • Content • Form

12. 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

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

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

15. Non-verbal communication • Kinesics • Oculesics • Haptics • Proxemics • Paralanguage • Object communication

16. 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

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

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

19. Proxemics • Do not intrude into their personal space • Keep your interlocutor at arm’s length • Stand next to each other rather than opposite

20. 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

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

22. 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