The International Business Traveler: Destination- “DUBLIN, IRELAND”

Ireland

St Patrick’s Day… the parade around “The Green of St Stephen’s” at town center, and of course business in Ireland’s premiere city Dublin. What better place to write about in my world travels series as we honor St. Patrick’s Day today!

Dublin is such a Great City and the Irish people so friendly for business and pleasure. A country of immense heritage, and with great dedication to the arts, language, literature, science, and medicine as well as business and trade. And of course to top it all off an island of immense natural beauty. The Emerald Isle, where many a movie has been filmed.

As I passed thru customs to the rental car counter to the auto lot, I suddenly realized I would be driving on the wrong side of the road with my BMW. And by the way, the car was adorned with a stick shift on the opposite of my norm also. Ok, so here was the second wake up call from the time zone shift post airline.

With a little practice, and a few horns honking at me to get started, nothing too severe mind you, I was on my way into the city. Back home, I’m sure there would have been a few more international words of choice, or dare I say, choice words, while I was getting my sea-legs under me and driving proficiently onward!

Ireland is just great, and Dublin is such a vibrant city. English is of course… the base language, and the Euro the stabilizing their currency with the country now being part of the EU, European Union. Ireland is also a gateway for firms to Europe as well as a gateway to Africa and the Middle East for some businesses.

The Vibrant City of Dublin, Ireland

Ireland provides tax advantages for many manufactured and value added products in the areas of pharmaceuticals, electronics, and consumer goods. Ireland continues to retain an advantageous “neutral” country perception by most of the world. The Irish people have a very positive view toward Americans. It’s always nice to be on foreign ground that is friendly. I’ve certainly spent enough on other types to last a life time. Of course I was also told there are more Irish living in the USA than in Ireland.

And considering the strong Irish community presence in New York, Chicago and Boston alone, you have to believe it’s true. Time to dye the river green anyone! Certainly my friend Patrick in Chicago has participated in that activity a few times. Of course he won’t admit it until a pint or two brings out the truth!

Ireland is a great place to do business. However, some cultural traditions, even in business, are strongly embedded and need to be understood ahead of prior to landing in the country. Negotiation being one, for example. In Ireland you approach negotiation with the three bid method. The first bid is always rejected, that’s just protocol. This is my experience. And I had very positive, strong relations with my Irish Colleagues from day one. I was clearly focused on structuring a win-win business situation.

Of course trust always takes time to build. There are always a series of negotiations to get to an agreement. Do not expect to make a one time offer and get a quick yes. Even if it is the best deal in the world for all involved.

It will take some time to get to yes, a lot of discussion, and usually at least three offers. A few dinners and a pint or two is helpful… indeed. So structure your bidding or negotiation accordingly, and be patient.

To the converse, here is a summary of a negotiation that went badly, costing all involved hundreds of millions of US dollars. The cultural differences in this case created a lose-lose situation that could have been avoided with some cultural liaisons, or possibly with executives with a bit more experience in their counterparts in business culture and the countries culture.

A good friend and colleague was party to a Japanese firm negotiating a multi-million dollar manufacturing facility installation to supply consumer goods to Europe. It was to be located in Ireland of course. Many potential jobs were at stake as well as a favorable economic impact for this non-Dublin Irish location. It was also a very favorable situation for the Japanese firm gaining a strategic hub for supplying Europe, and while gaining tax benefits. What should have been a win-win went sour because of a cultural miss-understanding.

The Japanese firm had strived to put together a superior bid, working long hours and going over every detail as to present a very clear, concise well structured and favorable win-win business proposition to their Irish counterparts. As with tradition, their Irish counterparts carefully reviewed it and stayed reserved stating they would review it further over the course of the next few days. They of course would never except the first bid no matter how good it is. While the Irish counterparts were waiting for the next bid and subsequent meeting to get scheduled, they learned that the Japanese firm was booking flight reservation’s for their return to Japan. The Japanese felt the offer was more than fair and expected an answer, at least significant feedback. They did not expect to go through the bidding process. They were disappointed, offended, and underneath it all hurt. As they departed for Japan their Irish counterparts tried to deter them from leaving, however, it was too late. A difference in process and cultural miss-understanding led to the deals fatal outcome.

Fortunately, we had done our homework on the cultural piece and avoided such an outcome. So, the good news is that preparation led us not only to successful business with out Fortune 100 firm, but also to celebrate our success and enjoy some of Ireland’s best. And having made a number of trips to Ireland, and subsequently had the honor to live to the north of Dublin in Howth for several years, we can’t close this article without reviewing a few of those marquis spots in case you ever get to go there. And I hope you do as it is a wonderful experience!

Fundamentals to start with…..My experience of the old Irish saying that “Your always welcome!” and “You’ll never lack or want for food or drink among friends and colleagues ” is absolutely true. And the neighborhood pub is always accommodating to your colleagues, friends, family, and even the family dog in many cases.

St. Stephen’s Green, Dublin

No trip is complete without a visit to Saint Stephen’s Green in the town center, Dublin. My first trip to “The Green” was on a day where we say there are ”Four Seasons in a Day”. For those that don’t know this term or phrase, the Four Seasons consists of Sunshine, Rain, Hail, and Snow all in the same day. It was a very cool experience pardon the pun. But to see the weather patterns changing that rapidly was absolutely fascinating.

I also had the chance on several occasions to go down to St. Stephen’s Green for the St. Patrick’s Day parade. Everyone is in a festive mood. and there is a bit of everything in the parade from music to floats to a few hometown things just for fun. Any and all are welcome!

Royal College of Surgeons

Ireland is home to some of the finest college institutions. The Royal College of Surgeons, just off St. Stephen’s Green, being one the best Medical Schools in the world. One of our sons attended medical school here, so our family roots run deep.

Trinity College, with it’s worlds famous library hosting the book of Kell’s is a masterpiece in its own right. Visiting this library is a must and I will never forget the book of Kell’s experience, nor walking thru the halls of the library itself with its ancient volumes of works. One can feel immersed in the history of the world just being there. Several of our good friends attended Trinity and loved it.

Dublin Ireland
St. Patrick’s Cathedral

St Patricks Cathedral, Christ Church, and Dublin Castle are even more reasons to extend your stay and breathe in some history, and great architecture.

Dublin Ireland
Christchurch Cathedral

The structures are stunning… and every time I visit them I learn something new. I had the gift of attending Christmas Eve services at each church on alternating years. Just an amazing experience that I am so thankful for. And one that my children will never forget.

And of course no stay would be complete without a trip to either Guinness, or Jameson, or both if time allows.

One last Irish saying that I was given, “May you be in Heaven with the good Lord a half hour before the Devil knows your dead”.

If Ireland is a little bit of Heaven to come, I’m all for it.