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UK BRIEFING

International House Cultural Training

International House. 16, Stukeley Street, London wc2b5lq

Tel: +44 (0) 20 7611 2426 Direct: +44 (0) 7785 975550

e-mail: barry.tomalin@ihlondon.co.uk

website: www.ihlondon.com/culture

Doing Business in Britain

Five ways to succeed	Five ways to fail
Do what you say you’ll do.	Boast.
Maintain coolness under pressure.	Be over-earnest.
Be straightforward in your dealings (Demonstrate transparency).	Invade personal space or privacy.
Be polite and charming at all times.	Don’t over-praise or over-compliment.
Be pragmatic and results oriented at all times.	Don’t say you can deliver everything. No-one will believe you.

Overview

A group of North West European islands, and a member of the EU since 1973, the UK is a monarchy which seems never quite sure if its key alliance should be with the European Union ( it has always resisted joining the Eurozone and maintains sterling as its currency and opts out from much of the Common Agricultural Policy), the USA (with whom it claims a ‘special relationship’, going back to their common roots. The pilgrim fathers sailed from Plymouth in the UK to America in 1611.) or with the Commonwealth ( a loose association of countries formerly part of the British Empire, in some of which the British monarch is still considered Head of State (e.g. Canada).

Its 58 million population and common language (English) conceals quite deep social divisions. First there are the four main nationalities; English (the majority), Scots, Welsh and Northern Irish. Then there are the main migrant groups who have settled in the UK from Commonwealth countries, principally the West Indies, India and Pakistan and most recently Central and Eastern Europeans from the EU entrants in 2004. Finally, within England itself there is a traditional rivalry between the old industrial north and the newer light industrialised and richer south, centred around London and the ‘home counties’ surrounding it.

Britain advertises itself as a multicultural country with strict laws against discrimination by race, religion, gender, age, disability and sexual orientation,

as well as respect for human rights, although this has been thrown into question by the 7/11 terrorist bombings of 2005 and debates about religious, particularly Muslim and Christian dress, separatism.

Economically the UK is placed seventh in the list of economically most powerful countries in the Morgan Grenfell prediction of the world’s top economies in 2050, ahead of France and Germany. At present, it rates about fifth. The strength of its economy lies in its strong financial services market, (the City of London is one of the world’s strongest financial markets) and its personal wealth in a buoyant property market.

Although it is claimed to be a high tax economy (largely through indirect taxation), its public services, such as health, education and transport under pressure, despite large investment.

You would imagine that the nation that developed the template for parliamentary democracy and the industrial revolution, whose empire once covered a quarter of the world, and whose language is the global business language would be easy to understand. Sadly, this is not the case with the British. They remain an idiosyncratic island race: frustratingly insular, deeply private, reluctant to display overt emotion, and ambiguous in what they say.

The British are often uneasy and nervous when dealing with other people, amongst themselves as well as with foreigners. Perhaps this explains their reliance on their notoriously unpredictable weather as a subject of small talk. It’s a shield to save having to talk about – heaven forbid! – one’s personal life or feelings. The French devised the epithet ‘perfidious Albion’ – using an ancient name for Britain – to describe its people’s ability to say one thing to your face, but believe and do another. Today, Americans find equally exasperating the British fear of not saying clearly what they feel and what they want. This impassive, undemonstrative approach also confuses many other cultures. Of course, it should always be remembered that the United Kingdom is composed of four different cultures: the Scots can be healthily frank, while the Irish and Welsh regard themselves as far more open and passionate than the English.

Despite these drawbacks, combined with the devastating economic blows of two world wars and the loss of empire in the twentieth century, Britain has emerged into the twenty-first century as one of the world’s major trading nations, and the financial centre of Europe. The Brits themselves exist in a curious mix of regret for a lost idyllic past, when life was supposedly less tense and less violent, and a relaxed contemporary hedonism.

It can take a long time to get to know the British. They don’t feel particularly European and they value their privacy to such an extent that they can seem cold and unfriendly to strangers. But as with all cultures, patience is the key: the British are shy on the surface, but once you get to know them they can be friends for life.

Behaviour profile

Systems – informal – time conscious - neutral

Britain is a systems society, very much governed by a strong legal system and a

principle of fair play. The job comes first, the relationship second and professionalism comes before friendship or relationship. That being said, the British do prefer on the whole to work with people they are familiar with, respect and trust.

Once renowned for its formality, Britain has become one of the most informal business communities in the world with al levels of society on first name terms,

Even with relative strangers, as along as there is a recognised professional or social link. This informality of style is crucial to successful communication, and many foreign business communities, used to the traditional image of the bowler hat, pin striped suited and rolled umbrella carrying English male stereotype of the 1940’s and 1950’s still fail to recognise it.

Although not as time sensitive as the US, Britain is a very time conscious society. The British are known worldwide for their punctuality, so ensure that you’re there on time. Some British managers can get agitated if someone is as little as two or three minutes late. Road congestion and rail disruption are common in Britain, but true business pros take that into account and leave extra early for key appointments. Arriving 20 minutes late and blaming it on a traffic jam just looks limp to the time-obsessed Brits. If you really are delayed, phone ahead and let people know when you really will arrive.

Emotionalism is not a British public trait, although the Welsh and the Irish are more ready to express their emotions than the English or the Scots. The British frequently use humour or irony (or simply go tight lipped and silent) to hide irritation and anger. Complaining in public is not a British characteristic.