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Regions, Customs and Accents
England is only one part of the entity known as the United Kingdom of Great Britain and Northern Ireland. Most of the United Kingdom’s international business is conducted through England. Britain refers to the island on which England, Wales and Scotland are located. Although the English are in the habit of referring to all natives of Britain as “Brits,” this term is not appreciated by many Welsh, Irish and Scots. Although U. k. countries are members of the European Union, the British do not consider themselves “European.” This is vital when discussing issues regarding the E. U.
Northern Ireland shares the island of Éire with the Republic of Ireland. Northern Ireland is part of the United Kingdom, while the Republic of Ireland is not. It is both incorrect and insulting to call someone from the Republic of Ireland (also known as Éire, Southern Ireland, the Free State or the South) a Brit.
Each of the four constituent parts of the United Kingdom (England, Wales, Scotland and Northern Ireland) has a distinct history, culture and ancestral language. There are also separatist pressures pulling each of these regions apart, so be sensitive to the ethnic heritage of your associates. Great Britain’s devolution of powers has continued over the last decade. The Scottish Parliament in Edinburgh opened in 1999, as did the National Assembly for Wales in Cardiff.
In the U. K., one’s private life is just that. Do not try to interrogate your British colleagues with personal questions while you’re at work. Even asking where someone is from (something that is obvious to other people from the U. K., based on accent) may appear intrusive and can make a foreign businessperson look a bit desperate for conversation. True English friendships are few and specific; do not try to become chummy during contract negotiations.
While there is a “Standard Oxbridge” or “BBC English accent” that most foreigners recognize, a multitude of other accents and dialects are common as well. Just 10 minutes outside London, pronunciation begins to change. In the United Kingdom alone, there are well over 30 dialects, including Cockney, Scouse, Geordie, West Country, East Anglia, Birmingham (aka Brummy or Brummie), South Wales, Edinburgh, Belfast, Cornwall, Cumberland and Devonshire.
Punctuality, Appointments, and Local Time
Always be punctual. In London, traffic can make this difficult, so allow plenty of time to get to your appointment. Schedule your visit at least a few days ahead of time, then confirm your appointment upon arrival. In the U. K., there are established rules for everything, which gives a sense of stability to the lives of locals. The English are very time-oriented and may become anxious about deadlines and results.
There are no designated national holidays in England, but workers enjoy several weeks’ worth of official holidays in the United Kingdom, including a number of bank holidays. Visit kissboworshakehands.com/2008demo for the official holidays in 100 countries. The English are on Greenwich Mean Time, also known as GMT.
Negotiating
An oral agreement may be considered binding, followed by written confirmation. Generally, only major agreements require legal procedures. Be discreet when you suggest contacting an attorney (called a solicitor in the United Kingdom).
The best way to make contact with senior executives is through a third party. The hierarchy in business is as follows: the managing director (equivalent to a CEO in the U.S.), the director (corporate vice president), the divisional officers, the deputy directors and the managers.
Businesspeople are normally more interested in short-term results than in long-term prospects. The British do not necessarily see change as a good thing. Generally speaking, the British do not often reveal excitement or other emotions (except at soccer matches, when anything can happen). Try to stay understated as well. Similarly, the British tend to refrain from extravagant claims about products or plans.
Some British executives stereotype U.S. businesspeople as condescending. To be safe, make every effort to avoid this impression. Avoid the hard sell. Decision-making is slower in the U. K. than in the U.S., so do not rush your British colleagues toward a decision. Allow British executives to suggest that a meeting has finished, and do not prolong your exit.
While U.S. executives are known for being direct, the British are even more so. Don’t be offended if there’s no hedging about whether your suggestion is good or not.
Avoid the typical U.S. conversation starter “What do you do?” The British may feel this question is too personal. Avoid controversial topics, such as politics or religion, and do not discuss comparative work ethics. Speak in complete sentences. Many U.S. executives have a habit of starting a sentence, then allowing it to trail off without ever completing the thought.
While the British are often self-critical, visitors should avoid joining in any criticisms—simply listen. Similarly, if they share their complaints with you, do not participate. The British apologize often, even for minor inconveniences. They also have a habit of adding a question to the end of a sentence. For example: “It’s a lovely day, isn’t it?”
Business Entertaining
Business breakfasts in hotels are becoming common and are starting to shift to a more streamlined Continental style, away from a large traditional breakfast of eggs, bacon, sausage, kippers and so on. Lunch is generally between noon and 2:00 p.m. A casual business lunch will often mean a light meal in a pub. With senior executives, lunch will likely be eaten in the best restaurants or in the executive dining room. Dinner is generally from 7:00 to 11:00 p.m. in most restaurants.
In a pub, never miss your turn to “shout for a round” (buy everyone in your party a drink). When you go out after hours, do not bring up the subject of work unless your British associates do—otherwise, you may be considered a bore. Do not invite a business associate out until you know him or her fairly well (or after 20 years, whichever comes first).
Parliament recently passed legislation to ban smoking in enclosed public spaces in England, including pubs. Just as in Scotland, Northern Ireland and the Republic of Ireland, the traditional thick layer of smoke in pubs will be one more English tradition left by the wayside. If you do smoke (and it is permitted), always offer the cigarettes around to others before taking one for yourself.
In a restaurant, to call the waiter over, simply raise your hand. It is not polite to toast those who are older or more senior than you. If you are the guest, you must actively take your leave when the time comes, as your hosts will not indicate that they wish the evening to come to an end. When you are the host, be sure to offer the seat of honor to the most senior person. He or she may decline, offering it to you as host; in which case, accept it graciously.
The English hold a fork in the left hand and a knife in the right. When passing items around the table, always pass them to the left. Keep your hands above the table, but don't put your elbows down. When dining out, it is not considered polite to inquire about the food you see around you (unlike the common American habit of tasting everyone else's dishes). In general, maintain very proper manners.
The english have become concerned about diet and health more recently than in the U.S. Don't press your views on this matter. Vegetarianism is popular, especially among women.
Greetings
A handshake is standard for business occasions and when visiting someone's home. Women do not always shake hands; a single kiss on the cheek may be offered instead, although not in a business setting. When introduced, older executives may say "How do you do?" instead of "Hello" or "Nice to meet you." The question is rhetorical; no reply is expected.
Titles/Forms of Address
Find out the honorary title of anyone with whom you will be in contact, and use the title accordingly, no matter how familiar you are with the person. Doctors, clergy, and so forth are addressed by title plus last name. However, surgeons are addressed as "Mr." "Mrs.," or "Miss" instead of "Doctor." Rather than the generic "sir" or "ma'am," use the specific title of the person whom you are addressing (e.g. "Yes, minister," not "Yes, sir").
Use of first names is common in work environments among younger employees, and with associates who have worked together for a while. However, you should follow the initiative of your host.
Avoid repeating the other person's name often during the conversation ("That's an excellent idea, Robert. Yes, Robert, please continue."). This is generally viewed as an inane sales technique.
Gestures
It is considered impolite to talk with your hands in your pockets. The British often do not look at the other person while they talk. Do not try to gaze intently for long periods of time into the eyes of your U. K. contact. In business, a light handshake is standard.
When visiting a home, a handshake is proper. However, a handshake is not always common at social occasions. Observe what others do. Don't point with your fingers. Instead, indicate something with your head. Sitting with your ankle resting on your knee may be seen as impolite. If you give the "victory" sign (a V with two fingers), do so with the palm facing outward. If you reverse the sign, the deal is over. Tapping your nose means confidentiality or a secret.
It is inappropriate to touch others in the public eye; even backslapping or putting an arm around someone's shoulders may be considered invasive (again, unless soccer is involved and your colleague's home team has just won). The English tend to maintain a wide physical space between conversation partners. Avoid excessive hand gestures when speaking.
Dress
Both men and women should dress conservatively. All business clothes should be of excellent quality. Avoid plaid trousers or any loud attire.
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