What you should know before negotiating with the British

business culture conducting negotiations undemonstrative nature business cards dignified authority final decision

Whilst younger, junior employees are perfectly capable of __________ ____________ at a distance, it is always desirable to send older, senior representatives to the United Kingdom for face-to-face discussions. This is not to say that British businessmen believe young people are incapable of performing the task, but there is an element of distrust of whizz-kids straight of business school with a gleaming MBA. Attitudes are changing gradually but there remains a strong tradition in the UK of learning your trade ‘on the job’ and valuing experience more than certificates. Consequently, older people are often better able to assume the air of ____________ ________ that is respected in British business culture. 

In keeping with their ___________ __________, British businessmen approach their work in a detached way that regards objective facts and solid evidence as the only legitimate forms of persuasion; feelings and personal relationships are usually irrelevant. 

Thorough preparation is important: you should bring a plentiful supply of _________ __________ and ensure that you have the proper materials for making effective presentations. Very often the British prefer to 'muddle through' without a conceptual template.

Whilst teamwork is important, British __________ _________ remains essentially hierarchical. A wide range of input is valued and a consensus may be reached but the ___________ ____________ still rests with the most powerful (usually, but not always, the most senior) individual who may or may not be chairing any given meeting. The British work well as a team and reach team decisions but the boss remains somewhat apart from the team.

 

The Australian Business Culture

Read the following text. Retell the passage (one–two sentences for each paragraph). You may start your sentences with ‘you should’ and ‘you shouldn’t’.

What you should know before negotiating

Australians like to talk business from the start, with very little small talk. Speak plainly and expect what you say to be taken literally. In turn, interpret what Australians say to you in the same direct manner. Often, Australians will be trusting people they consider their equals.

Australians are usually distrustful of authority and of people who think that they are somehow ‘better’ than others. During conversation, remain modest at all times, and refrain from drawing attention to your education, professional experience, business success, and related achievements. You must never give an impression that your organization is doing better than their organization.

Cynicism is an important part of the national character. A great deal of cynicism is directed at people who seem too wealthy or powerful. In this culture, there is greater respect for the ‘underdog’.

Australians generally dislike negotiation and aggressive sales techniques. They value directness; therefore presentations of any kind should be straightforward, with an emphasis on both the positive and negative outcomes.

Keep your presentation simple and ‘to-the-point’. Digressions or excessive details will not be well-received by an Australian audience. The facts, details, benefits and downsides of a proposal should be clearly presented.

Modesty, casualness, and an air of nonchalance are characteristic attitudes in Australian business culture. The work environment in Australian business culture tends to be collaborative. Before a decision is made, top management will consult subordinates and their input will be given careful consideration.

 

Unit 12. Check-up.

Make sure that you know the following words and word combinations, translate them into Russian.

To launch a new product, to promote products, to emphasize the product’s health-giving, energy-enhancing qualities, to be marketed in other countries, to increase profits in the long term, to be well-designed, elegant and stylish, to be one of the best-selling products.

Make sure that you know the following words and word combinations, translate them into English.

Иметь выдающийся успех, быть известным своей надежностью, иметь гарантийный срок 2 года, использовать последние технологии.