Brexit is an important reason to sit down with your British trading partners again. But how can you ensure that negotiations go smoothly? the I do and Don’t do that For a business meeting in English.
Do: Invest in the relationship
The UK is less than an hour’s flight from the Netherlands, but the differences between the two business cultures are sometimes huge. “The British are more conservative than the Dutch,” says Anneke Panella-Driver, a business English coach. “Polite and stressful, while we are open and direct.”
This reserve is reflected in business talks, according to Dennis van Vogt, UK and Ireland relationship director at Rabobank in London. “Dutch businessmen are more interested in executing the deal. They go straight to their target, while the British work more around it. The British first want to have a nice chat with you, and if they like you, business can be done.”
This indirect way of doing business is sometimes confusing for Dutch people, says Van Vogt. However, the British sometimes let go of their reservations, and there is great work to be done. “In addition, investing in the relationship after work hours is also important. Private matters and work issues are two very different things for British people,” says Van Vogt.
DON’T: Email practical preparation
Just like in the Netherlands, you can discuss the agenda items of a business meeting in advance with all participants. However, the way you communicate this via email is different. An email like: “Dear Pete, Tomorrow we will discuss X during the meeting. “Please prepare well” is not common, Van Vogt says.
If you send such an email to your British relatives, you risk that they will think you are short, or that they have done something wrong. The British people thank you first for your email. Then follows the text that leads to the real message. When that is said, they will thank you again. So sit carefully before sending an email.
Do: Add nuance to your language
Business meeting in English: many Dutch people do not turn a blind eye to it. “The Dutch have a lot of self-confidence when it comes to English, but they often choke on it,” says Panella Drijver. When the Dutch ask about something, they say:Can you do this?“In Dutch, in a direct way. It’s better to say ‘Could you be so kind as to do this?‘or’Can you do this please?“You feel like you are being overly polite. Add nuance. After each sentence say “please‘. “This is the way of communication in Great Britain.”
Moreover, the Dutch often think they know what the British mean. Unfortunately this is not true. “When you say English”This is fun“, they actually mean that they don’t like it. While the Dutch think: Aha, they find my idea really interesting. Of course, only a few Brits will cancel the deal just for making mistakes. “But if you can express yourself well, you will You find yourself more professional. ‘So be aware of your situation and pay attention to your English before going to the meeting.’
Don’t: Brexit then Small talk quote
In the UK it is Social talk Before the meeting starts is common. Panella-Drejver: But don’t ask immediately about private matters. Safe topics are sports and weather. One of the advantages of small talk is that it enables you to warm up a bit when it comes to language.’
And I realize that Brexit is not a topic for you Small talk Forms. Van Vogt: It is a sensitive issue for the British. So, don’t ask your British contact directly what they think about Brexit.
However, you cannot ignore the topic completely. It is still uncertain to what extent, but as a Dutch businessman, you will certainly have to deal with different trade rules, with increased tariffs and changing product requirements post-Brexit. Contracts can be reviewed and prices can be adjusted.’
Since the result of the Brexit referendum, the value of the British pound has fallen. This has consequences for Dutch exporters, says Van Vogt. “Dutch products are becoming more expensive. The British will try to charge lower prices. They do not want to pass on the higher costs to their customers. Or consider the Toblerone bars in the UK, which are not becoming more expensive, but smaller.”
Van Vugt advises concluding contracts in euros wherever possible – its value is more stable than that of the pound. “If that is not possible, as a Dutch businessman you can see to what extent you can absorb currency risk.”
Moreover, a future Brexit also provides opportunities for Dutch companies. Van Vogt: The UK also needs the EU after Brexit, as 50 percent of British imports come from the EU. Furthermore, British companies will face the same trade barriers as companies from the Netherlands and the rest of the EU.
Do: Respect the hierarchy
When the meeting begins, the proceedings can be compared to a Dutch meeting. “Money, contracts, everything that can be discussed from a business standpoint. Work for it. Build it,” says Van Vogt.
If you are the one organizing the meeting, it is usual for you to take the lead and set the agenda. Panella-Drejver: Before the meeting starts, take the time to introduce everyone properly. Explain in a polite manner what you want to achieve.
According to van Vogt, hierarchy plays a greater role in the British than in the Netherlands. “The most senior person is expected to take the initiative during a meeting. His staff interact with him less directly. In the Netherlands this often applies: equal monks, equal hoods.”
