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how
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handle
american business culture
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ISSUES
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Introduction
How do Americans make business decisions? What values are important to America? In your US business dealings, what are some of the potential hazards to avoid?
American business culture is straightforward in some respects while baffling in others. American values run deeper than Hollywood and Coca-Cola, and here we address how we help our clients navigate all the nuances — from salesmanship to slang to socializing. When some of our clients wish to deal directly with American purchasers, suppliers, and partners, Kamport draws on its experience and expertise in order to arm these clients with all the tools and knowledge they'll need in their dealings with American business culture.
Getting to the Point
Americans are generally straightforward and down to earth. They prefer to learning the interest and intent of others as quickly as possible, even if it means running the risk of hurt feelings or "loss of face". In your meetings with Americans, be direct and specific, not vague or ambiguous.
In negotiations, Americans are open to compromise — and so should those negotiating with them. They are direct and straightforward, but emotion is rare; any anger or frustration is probably not heartfelt, and instead is likely a negotiating ploy. Americans are open to alternative ideas and structures for business arrangements, but at the same time they want to be assured that they're getting the best deal possible — as good as (if not better than) the deals inked by others in their position.
Getting Your Message Across
In American culture, the role of the individual is given greater importance than the group or community. Correpondingly, offices in the United States are, by worldwide standards, not very formal or bureaucratic — but this is a general tendency, and one that shouldn't be universally applied.
Nevertheless, at virtually every American office, the workers' desks will feature photos of their loved ones. Furthermore, at virtually every American office the managers will be found commiserating with their subordinates. And, while every corporate culture is different, generally American office environments are more relaxed and egalitarian than elsewhere in the world. Smaller firms are typically more informal and less bureaucratic — where the people crafting and implementing a plan of action are likely to also be the final decision-makers. There is also more informality and less bureaucracy in firms on the West Coast (California, Oregon, and Washington state) and in the Southwest (Arizona, New Mexico). Many Americans enjoy "networking", meeting people to make connections in the business world (also known as "expanding one's Rolodex"). People network not only within their own company (i.e., with colleagues) but also with vendors and clients. Savvy networkers even make connections with people who work for their competition in the industry!
Mixing Business and Pleasure
Americans are often very outwardly warm and open in their initial communications, but — unlike in other countries' cultures — this does not indicate an establishment of true friendship or intimacy. This outward warmth and openness (including nonverbal cues like smiling) is sometimes misconstrued by foreigners as superficiality, when in reality these outward signs simply don't indicate what they do elsewhere in the world.
Conversations about the weather, sports teams, etc., are shared not only by friends and by business contacts but also by people in different "walks of life": an American CEO is much more likely to strike up a conversation with a taxi driver than would a CEO in another part of the world. Naturally, though, more private subjects (such as income, religion, relationships, or medical history) are rarely asked about by someone not well acquainted. However, occasionally such information will be volunteered by a near-stranger! Particularly with high-end white-collar professions, work is rarely considered drudgery by Americans. Entrepreneurs are particularly admired for fusing the American ideals of work and individualism. Commensurately, the question "What do you do?" is not considered rude or intrusive, even at the start of an introduction. Tellingly, Americans are more likely to identify themselves by their job ("I'm a bank vice-president") than by their company ("I work for Citibank"). Americans take work (and the income earned therein) very seriously and tie it closely to their notions of status. However, this is more than simple worship of the "almighty dollar." The higher the status and income level of the job, the more the job becomes all-consuming rather than just a "9 to 5" responsibility. Companies exist to maximize their profits, not to ensure the comfort of their employees. Both employers and employees react to this fact, leading to both "downsizing" (euphemism for firing) and "job-hopping".
Dressing for Success
West-coast informality applies not only to behavior but to modes of dress — yet informal business attire can today be found in any region of the country. Also, the mode of dress is more informal in many offices on Fridays (known as "casual Fridays", usually consisting of pants and a collared shirt, although including blue jeans in some offices).
However, suits and ties (for men) or skirts/pants and blouses (for women) are the standard attire for just about any business meeting — regardless of region of the country or day of the week. Plus, it's always safer to be too dressed up than too dressed down.
Quintessential Americans
Americans are constantly reinventing themselves as they look to the future. Not only are certain Americans larger than life, but they serve as biographical illustrations (or, if you will, inspirations) of the normally abstract concept of the "American dream".
Each of these figures from the past is paired with one from the present day. Discuss them with an American you meet and you might learn something. Plus, they'll probably be impressed with your curiosity and enthusiasm.
American Business on the Silver Screen
These movies, some even based on actual events, provide an entertaining glimpse into the trials and tribulations of the American business world.
Bibliography
These books serve as useful references for an expanded study of American business culture.
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