Patriotism, Pride and the Export of Values

How This Translates to Business Interactions

Now you understand American values and where they come from. But what should you do with this information? If you are not American, here are 12 guidelines to help you interact with your American counterparts. Or, if you are American, here are some cross-cultural subjects your international colleagues may be struggling with.

1. In meetings, set expectations by stating your goals from the outset.

2. Direct eye contact is important in a discussion to communicate trust.

3. Outside of the introductory handshake and an occasional pat on the back, physical contact is generally not part of the U.S. business culture.

4. Business can generally be conducted with a minimum level of personal familiarity. Likewise, relatively little time is spent on small talk before “getting down to business”.

5. Business people do not put much emphasis on titles. It is much more important to them that the person they are dealing with have the ability to authorize transactions and finalize negotiations.

6. “Time is money”. Business people feel very strongly that time is a commodity that can be “spent, saved, and allocated”. Therefore, they are highly punctual and concise in all their dealings, out of respect for others, and expect others to offer them the same courtesy.

7. Business deals are assessed generally by the “net gain” offered on a particular transaction. Each deal will be evaluated independently with little credence given to the past working relationship. Relationships or personal connections do not necessarily give one privilege or favor in new situations.

8. Conflict and debate, in meetings for example, is acceptable and common behavior and may even be viewed positively as introducing creative tension to the decision making process. Expressing a competing viewpoint demonstrates an ability to think independently and critically, both highly valued qualities.

9. A great importance is placed on efficiency and formalities including contracts, rules, and legal advice.

10. Keep all parties updated on changes in agreements, particularly if the change will involve a delay.

11. Because people minimize the importance of hierarchy, it is not uncommon to find numerous employee levels attending and participating in the same meetings.

12. Business people commonly adapt a collegial attitude, even when interacting with people they have known a short while. Reserved behavior may convey an untrustworthy image and a belief that you have something to hide.

America’s influence stretches far beyond its 50 states in today’s global village. Like the proverbial pebble in a pond, what happens in America has a ripple effect throughout the world. From basketball to business practices, fast food to Friends, many facets of American life have been exported, some have been embraced around the world, and some have been deeply resented. No matter where one comes from it is hard to find people who are completely unfamiliar with American culture. Yet all this familiarity does not make it easier for people to deal with the hyperbole, the swagger, and the unwavering faith in the future.

Fortunately for all of us in the international business arena, culture can be learned, and once understood, intercultural behavior can be managed. Even difficult intercultural situations, while extremely challenging, can and need to be bridged in today’s small world.

Дата добавления: 2014-01-11