United Kingdom: Let's Make a Deal! - Part 3

From ExecutivePlanet.com

Some final tips

Be aware in your dealings that the British are masters of understatement and that irony is a favourite weapon. Direct questions may encounter evasive responses and other typically British ploys are to avoid stating the obvious and to imply the opposite of what is actually said. Tone of voice or facial expression may sometimes hint at what is really meant but not always and it is equally important to pay attention to what is not said.

Humour also plays an important role in business discussions; having a repertoire of jokes and anecdotes can be an asset and good raconteurs should make the most of their talent. In any case you should not be surprised by any seemingly inappropriate levity. On the other hand, the British are prone to using sarcasm, particularly the one-line jibe, to ridicule an adversary or to register disagreement or even contempt. This may be hurtful at the time but the British do not harbour long-term grudges for the most part.

Aggressive techniques such as the ‘hard sell’ or denigrating another company’s product or service will not be well received. Nor should you give unsolicited praise since it is rarely welcome. And do not gush - the British 'stiff upper lip' does not appreciate excessive enthusiasm.

Finally, once they decide that they want to do business with you, the British can be blunt, direct, and probably will not hesitate to speak their minds. They certainly will not be slow to say ‘no’ (however politely or obliquely).

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