Whether you are born and raised in the UK yourself, or you are from another country and find yourself sitting across the negotiating table from the British negotiators, you need to understand some of the nuances that come with this. Negotiations can be a nuanced affair at the best of times, and every good negotiator knows that preparation is everything!
You don't always know who you will be up against during a negotiation. Either you haven't been introduced, or you simply can't find any information about them on the company website, LinkedIn, or any other sources you may wish to check. Does that mean you can't prepare? Of course not! By knowing a little about how Brits in general go about negotiation, you are in a much better position to step into the negotiating ring.
Let's take a look at some of the things you should know about negotiators from Blighty.
The British businessman
To first understand how to negotiate well with Brits, we should have a look at the wider understanding of the British businessman. Of course, we need to know how to approach this with nuance so we can overcome cultural barriers and pre-held misconceptions. Bias can affect us even if we try to take active steps to avoid it.
So please indulge us for a moment and let's take a look at some of the stereotypes of the British businessman. Suited and booted, probably overly polite and apologetic, and yet never flustered and able to whip up a deal. However, many of us know this is not true! While there will be some people who meet this description, there are plenty of others that don't.
Can we still learn something from these lines of thinking, even if they are mired in bias or stereotype? For every falsehood, there may be something true to follow back. Let's take a look at one of the models that helps us understand behaviour and how it relates to culture.
The Lewis Model
The Lewis Model was developed by Richard Lewis in the 1990s, following his travels across 135 countries and his experience working in 20 of them. The model splits the countries and cultures of the world into three mindsets:
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Linear-active — common in English-speaking countries like the UK and the USA, and in other Germanic language countries like Scandinavia.
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Multi-active — incredibly diverse, representing much of Southern Europe, Africa, South America, and the Middle East.
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Reactive — common in most Asian countries, with the exception of India which leans more towards a multi-active mindset.
Since we are talking about the negotiation process in the UK, we shall focus on the linear-active mindset as that is what negotiators in the UK are likely to adopt.
Linear-active
Those with a linear-active mindset are more likely to display the following traits:
Does this sound like a Brit in business to you? Knowing these traits is incredibly valuable for creating a counterargument and negotiation structure. Even if someone doesn't display all of these traits exactly, they may respond to someone who does. If you can steer the negotiation towards these values, you may see success.
5 tips for negotiating with Brits
If you have the knowledge of what Brits value, you should be able to avail yourself to those on the other side of the negotiating table. A social faux pas can easily be avoided with a little research, and knowing how to build bridges can really pay off in the long run. Here are five values that negotiators should be aware of when they come seeking agreements with UK partners.
1. Punctuality
The Brits really value punctuality. They will turn up to the meeting promptly and they expect their counterparts to do the same. Aim to get to the meeting well before you are due to meet. Even if you have to sit around in reception, for five minutes or so, that will be more favourable than turning up late.
If you are going to be late, phone ahead and let the other side know.
2. Small talk
Expect a little bit of small talk before the negotiations kick off. Brits don't like to get to the point straight away; they would much rather discuss a few niceties before diving in. It might be as basic as the weather (oh how Brits love talking about the weather!), or your opinions of the local area if you are new to it, but it is important for breaking the ice between you.
3. Scheduling
In addition to punctuality, the people of Britain also value good scheduling. As the negotiation progresses, deadlines and other important milestones will likely be flagged. Don't be surprised if you receive an email roundup after the meeting that details all these milestones in a workable timeline. At the same time, don't fall into the trap of thinking this is rigid. Requests for flexibility will be discussed and implemented where possible.
4. Communication
Brits prefer a very clear and precise communication style. They appreciate clarity in discussion points and may repeat themselves a few times to ensure that they are being properly understood. You may not have to read between the lines to see if they are happy with a deal as you are, for example, negotiators from the US. However, Brits are not always the best at voicing their disapproval. They may go completely silent rather than voice negativity, or they could resort to soft humour to try to dispel any tension in the room.
5. Persuasion
Brits don't like to receive empty promises. When trying to persuade a British negotiator, lead with the proposal and then provide evidence or rationale to back up your argument. They will always appreciate a logical path that lays out expectations and can be explained with hard data and reason.
Negotiate with confidence in the UK
Brits may seem reserved at first, but you shouldn't let that hold you back in a negotiation process. Remember, Brits value a collaborative and respectful negotiation table, and are more than happy to listen to another point of view if it also means that theirs is respected. Keep communication open and easy, and be prepared to come with data and resources to back up your point of view.
Do you feel like your negotiation skills could use a refresh? Get in touch with Scotwork today. Our experts will guide you through trusted practices to help you develop your skills and become a more confident negotiator.
