Compared to some international places for business, heading to Scotland should seem easy for most business travelers, as they really don’t have to worry too much about the language. But that doesn’t mean that business travelers heading to Scotland shouldn’t stop to consider the cultural aspects of doing business in Scotland.
To better understand all the nuances and cultural tips that can help a business traveler heading to Scotland, I interviewed Gayle Cotton, author of the book “Say Anything to Anyone, Anywhere: 5 Keys to Cross-Cultural Communication successful ». Ms. Cotton is an expert on cultural differences and a distinguished speaker and recognized authority on cross-cultural communication. She is also the President of Circles Of Excellence Inc. and has appeared on many television shows, including NBC News, BBC News, PBS, Good Morning America, PM Magazine, PM Northwest, and Pacific Report.
Ms. Cotton was happy to share tips with readers to help business travelers avoid potential cultural issues when traveling.
Tips for business travelers
- When doing business in Scotland, make an effort to speak in a low, moderate tone of voice. Speaking too loud in public is sometimes considered offensive and embarrassing.
- Scots tend to be very low-key and private people, and it can take longer to develop a relationship with them. They become friendlier and more open once the relationship is established.
- Scots are very respectful when they stand in line. Some people around you may ask you questions, but you should limit any “small talk” that may be annoying to others.
- Scots are very proud of their culture, which has strong traditions. Avoid making comments that group the Scots with the English. The Scots are very proud of their distinctive heritage.
- Learn something about Scottish culture to contribute to the conversation. Refrain from making jokes about any aspect of your culture.
- See things that are of Scottish origin as “Scottish.” Note that ‘Scottish’ is not the correct term to use and may offend.
- While names are being used more and more in business, before you brag about using a Scotsman’s name, wait to be invited.
- Note that the title “Lord” should be used when addressing a man who has been knighted by the Queen, followed by his first name. For example, Sir Andrew Carnegie would be called “Sir Andrew.”
- In Scottish business culture, it is important to be punctual at work and in social situations. Also, be on time if you are invited to dinner.
- Business cards must be printed in English, the national language. Make sure you bring a plentiful supply, as Scottish businessmen tend to exchange them.
- The highest ranking executives in most Scottish companies are known as ‘managing directors’. They are responsible for making the final decisions.
- One way to understand the “chain of command” is to observe the amount of deference given to others during a meeting. While the managing director will be decisive in the final decision, carefully observing how participants treat each other can often be revealing.
- Even if a meeting turns informal at times, it is important to remain professional.
5 key topics to use in conversation
- The weather or the beautiful Scottish countryside which is lovely even in the rain.
- His travels in Scotland, Europe and other countries.
- Scotland’s family of history, literature, architecture and art is a good conversation starter,
- Outdoor sports and activities are always of interest.
- Interesting experiences you may have had
5 key topics or gestures to avoid in conversation
- Comments comparing the Scots to the English
- Using the term “Scotsman” to refer to Scotsman can cause offense.
- Inquiring about the family of a Scotsman, until they mention it first
- Asking what a person does for a living unless it is a business-related business question
- Politics, religion and Northern Ireland
What is important to know about the decision-making or negotiation process?
- During business presentations and negotiations, always pause and allow “question and answer” periods throughout the process.
- It is an advantage to have images such as charts and graphs on any business negotiation material.
- Shortly after a negotiation or meeting, it is a good policy to provide follow-up by sending a summary of the results to your Scottish contacts.
Any advice for women?
- If you are a woman, you can be called “deary” or “love” once you are considered an acquaintance or friend in Scotland. Don’t be offended – these expressions are considered acceptable and endearing.
- Although Scottish women participate in the workforce, there are generally fewer in managerial positions. Women traveling on business should maintain a professional demeanor, dress somewhat conservatively, and display strong knowledge of their field.
Any advice on gestures?
- In conversation, Scots tend to minimize hand gestures and other physical expressions.
- Keep your hands out of your pockets when standing and walking, as this is impolite.
- Scots tend to be ‘low touch’ people. Rather than touching or getting too close, it is more appropriate to stay an arm’s length away from your Scottish counterpart.
