Transcript United Kingdom: communication, negotiations and cultural

United Kingdom
communication, negotiations
and cultural background
By Adam Kowol and Edyta Szumieł
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
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Universalist approach:
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Implications:
„What is good and right can be defined and always
applies”
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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
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People regard themselves primarily as
individuals rather than as part of a group
Implications:
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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
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Low-context culture:
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Implications:
not much background information is required for effective
communication
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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
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You are judged on what you have
accomplished:
status is not attributed by birth, kinship, connections,
gender or age
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Implications:
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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
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Time is a series of passing events
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Implications:
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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
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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
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Low-context:
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concentrate on the subject matter
Topics:
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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
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Often used to release emotions
General features:
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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
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Gestures:
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British gestures are restrained
excessive gesticulation can come across as
aggressive behaviour
Facial expressions:
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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
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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 arm’s
length
 Stand next to each other rather than
opposite
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Paralanguage
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Definition
part of nonverbal communication
 how something is said rather than what
is said
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Talk in a monotone
 Speak in low, measured tones
without raising the voice
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Object communication
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Clothing
conservative dress is the norm
 a dark suit is recommended
 extremely informal clothing is not
considered appropriate
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Practical tips
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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
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