Meetings and negotiations

A formal business meeting in Britain will generally run to an agenda. If the discussion wanders too far from it, the chairperson may feel uncomfortable and try to drag everyone back on line. If important new matters arise in these digressions, the chair will often suggest that they are put on the agenda at the next meeting, or, if urgent, addressed rapidly by a sub-group of people outside the meeting. Meetings generally end on time.

Following the American example, British meetings can be highly egalitarian affairs. Managers are often happy to sit beside staff and not at the top of the table, and will try to draw everyone into the discussion. The ideal is to achieve consensus so that everyone feels that they ‘own’ the decision. Meetings are usually chaired by a senior manager.

The British like to arrive at decisions and action points in their meetings, which managers are then expected to follow up. The focus is on action rather than going through an exhaustive discussion of options.

In debates the British tend to avoid dogmatic and absolute statements, and use words such as ‘perhaps’ and ‘maybe’ to imply that alternative points of view might be valid. In negotiations they are often willing to compromise to achieve a win-win situation in which both parties can feel that the agreement offers a reasonable deal and prospects of more cooperation in the future.

It is very important for British people to feel consulted on decisions, even if you don’t do what they recommend, they must be consulted.

Socializing and gift-giving

‘Going for a pint’ after work is common in Britain. Join in: it’s a good place to make friends and get to know the Brits, and you don’t have to drink alcohol. Despite their reservation for reserve, the British are quite quick to invite visitors to their homes for lunch at the weekend or for drinks or dinner. If you are asked, don’t arrive more than 15 minutes late, or you risk disrupting the hosts’ timing. Dress is almost always smart casual in out-of-office occasions.

Gift giving is not expected but is appreciated. It is certainly not necessary to the business process. It is more common to invite people to lunch than to give gifts.

If you wish to give a gift, something from your country is always acceptable but remember that the British tradition is to open gifts on receipt so that both giver and receiver can share the pleasure of the experience.

If invited to someone’s house it is considered appropriate to bring a bottle of wine (Britain is not a major wine growing culture so ‘bringing a bottle’ is an accepted convention). You may also want to bring some flowers, usually wrapped, usually even numbers or just a bunch) or some chocolates for your hostess.

The British enjoy entertaining at home, especially on Friday or Saturday evenings (Sunday tends to be a family day) Evening entertainment at home is usually between 7.30 PM and 10.30 to 11.00 PM. You should be on your way by 11 PM at the latest so as not to outstay your welcome. A British evening will usually begin with drinks served in the living area, and then move on to dinner (three courses) in the dining area, followed by coffee and relaxed conversation in the living area. The British are quite house-proud and will enjoy showing you round their house and garden on a first visit.

|© Barry Tomalin and Mike Nicks ‘The Worlds’ Business Cultures and how to UnlockThem’ Thorogood 2007