• Britain is an orderly society ,punctuality is mandatory. Englishmen always arrange appointments in advance and present an agenda as early in the process as possible.
Several points for you to pay attention to according to the negotiation style
• In negotiations with the Americans, it should be noted that Americans want to know everything about each other, and they also want the counterparts to know their intentions. For their full interest of "package", when they are as the buyer, they hope the seller negotiators meet their requirements in accordance with their "package" description; when as the seller, they want the buyer propose "package" condition. Here the word "package" includes not only the product itself, but also a series of ways to market the product, corporate image of credibility, strength and quality of public relations status.
The ways of negotiations
• British negotiators’ style is clam, balanced, confident, cautious and not flexible. They tend to keep silent in the beginning in business talks.They are reserved rather than expressive or demonstrative in the way they communicate and start the bargaining at a point only slightly distant from the projected goal.
Attentions
↘Do not try to establish personal relationship with them at the beginning. ↘Arrange the negotiation in advance and not be late for the meeting. ↘Pay attention to your appearance and behaviors.↘Do not wear a striped tie. ↘Talking about the private matter of the British Royal Family isn't a good idea.
The ways of negotiation
• The Americans style of negotiation is probably the most influential in the world. They disagree something openly and directly, and use aggressive and persuasive tactics such as threats and warnings. They prefer speedy negotiations and get annoyed with too much socializing or postponement
Process of making decisions
• American’s process of making decisions is top to down. Their high individualism is manifested through their decision making process--- individual has the right to make decision. Personal responsibility is stressed.
• Avoid being lack of efficiency Americans' strong sense of time, make it possible for the negotiation to be effective. So you'd better cooperate with them punctually and improve you efficiency of work. • Do not hope for cooperation through the reducing of the price. Americans are good at bargaining but they hold that the price need not be reduced if the goods are in good quality. • Do not despise the function of the lawyer and the contract American's law is complex and its carry out follow strict rules. Americans attach importance to the lawyer and the contract. So you'd better choose a lawer who are familiar with the American law if you negotiate with Americans.
Attitude to contract
• British business moves at a deliberate pace. They take more attention on the details in contract. They keep the promise. But they don’t care about the date of delivery.
Value of time
• Americans are very direct and open, and they think punctuality is mandatory. They try to demand the same from counterparts. They tend to make concessions throughout the negotiations , setting one issue, then proceeding to the next. They are particularly high in bargaining phases of negotiation, and make decisions based upon the bottom line and on cold, hard facts. Thus the final agreement is a sequence of several smaller concessions.
The Negotiation Style in America and in Britain
Negotiation style
• People from different counties have different values, different attitudes and different experiences of life. Researches and observations by most scholars indicate clearly that negotiation practices differ from culture to culture and that culture can influence negotiating style––the way people from different cultures conduct themselves in negotiating sessions.
British. business negotiation.
Style. and. Attentions
Establishing the negotiation relationship.
British people are not used to showing off in public and keep a distance with others. They will not confuse personal relation, so business affairs go first. They also attach great importance to protocol and ceremony, before negotiation exchange or greeting and courtesy may sometimes last for a couple of hours.
Process of decisions
• Personal responsibility is stressed. They take more attention on their counterparts’ identification ,experience, and ability.