1. communication, negotiations and cultural background
United Kingdom
communication, negotiations and cultural background
By Adam Kowol and Edyta Szumieł
Topic:
communication and negotiation styles in the UK.

2. Presentation outline Cultural background Verbal communication
Non-verbal communication
Practical tips for negotiators
Agenda:
communication and negotiation styles in the wider cultural context,
characteristic features of verbal and non-verbal communication,
miscellaneous hints for those doing business with the British.

3. Dimensions of culture Universalism (versus particularism)
Individualism (versus communitarianism)
Specificity (versus diffuseness)
Status by achievement (versus ascription)
Sequential (versus synchronic)
In order to give our presentation a clear structure, we have decided to discuss communication and negotiation styles in terms of so-called dimensions of culture.
What do we mean by a "dimension"? An aspect of a culture which can be measured relative to other cultures and which groups together a number of phenomena in a society based on statistical relationships.

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: Topics: concentrate on the subject matter
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: Facial expressions: 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 Talk in a monotone
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