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Let’s make a deal. The United States of America.
1. Prior appointments are necessary. Generally, the working week is Monday through Friday, 8:30 or 9:00 to 17-00 or 18-00. Many people, however, work overtime.
2. Punctuality is very important for business occasions. In many U.S. cities, traffic can cause considerable delays, so be sure to allow enough driving time for your appointment. If you know that you will be late, call to let your contact know.
3. This culture stresses individual initiative and achievement. Moreover, Americans can be competitive in both work and leisure. The concept “time is money” is taken seriously in U.S. business culture. Businesspeople are used to making up their minds quickly and decisively. They value information that is straightforward and to the point.
4. American businesspeople are opportunistic and willing to take chances. Americans tend to dislike periods of silence during negotiations and in conversations, in general. They may continue to speak simply to avoid silence. Businesspeople are direct and will not hesitate to disagree with you. This communication style often causes embarrassment to business travellers who are unaccustomed to dealing with Americans. Persistence is another characteristic you will frequently encounter in American businesspeople; there is a prevailing belief that there is always a solution. Consistency is common among American businesspeople: when they agree to deal, they rarely change their minds. Americans tend to be future oriented. Therefore, innovation often takes precedence over tradition. Be aware that the US is the most litigious society in the world. There are lawyers who specialize in practically every industry and segment of society.
5. In a meeting, the participants will proceed with business usually after some brief, preliminary “small talk” about topics unrelated to the business at hand. This is generally practiced to ease tensions and create a comfortable environment before entering into business matters. Usually, business is conducted at an extremely fast pace. Regardless of the negotiator, company policy is always followed. Americans regard negotiating as problem-solving through “give and take” based on respective strengths. Therefore, they will often emphasize their financial strength and/or position of power.
6. In negotiations, points are made by the accumulation of objective facts. This evidence is sometimes biased by faith in the ideologies of democracy, capitalism, and consumerism. The subjective feelings of the participants are not as much of a factor. Therefore, they will not spend much time seeking consensus.
7. Often, American businesspeople try to extract an oral agreement at the first meeting. Your business card will not be refused, but you may not always receive one in return. In many cases, business cards are not exchanged unless you want to contact the person later.
8. Much emphasis is placed, in theory, on the equality of individuals in the United States. Personal equality is guaranteed by law. Women are still striving for equality in pay and positions of authority. Expect to work with women and people of different ethnic backgrounds, religions, and cultures in the workplace at all levels and positions. Do not assume, for example, that a woman present in the meeting will be responsible for handling coffee. She may very well be leading the meeting and the person who will make the final decision. Treat everyone with respect and dignity to ensure a successful trip. Many people in the United States have a limited knowledge of cultures beyond their own country and its own diverse subcultures. Some Americans may assume that their way is the “correct” or only way. Business culture can vary greatly from company to company, because of America’s diversity. Learn as much about the business culture of your foreign associates before meeting with them through their website, marketing materials, and business literature.
9. Presenting a gift is a thoughtful gesture, but it is not expected. Business gifts are often presented after the deal is closed. For your business associates, you can give gifts such as useful items for the office, liquor or wine. Choose gifts with no religious connotations unless you are certain of the religious background of your associates. When you visit a home, it is not necessary to take a gift, although it is always appreciated. If you stay in a U.S. home for a few days, a gift is appropriate.
10. For a first meeting, you cannot go wrong if you dress conservatively. Afterwards, you may want to follow the example of your American counterparts. In U.S. business culture, dress tends to vary, but executives in most regions of the country, however, usually dress quite formally. In their leisure hours, you will notice that Americans wear a wide range of casual items, such as running shoes, t-shirts, jeans, shorts, baseball caps, etc.
II. Письменно ответьте на следующие вопросы:
1. Is punctuality very important for business occasions in the USA?
2. Americans can be competitive in both work and leisure, can’t they?
3. What do Americans tend to dislike?
4. Who tries to extract an oral agreement at the first meeting?
5. Do many people in the USA have a limited or wide knowledge of cultures beyond their own country?