Corporate Culture

In a country that prides itself on its individualism, companies are organized and structured with many different styles depending on the industry, the company's history and its current leaders. In the United States, business relationships are formed between companies rather than between people. Americans do business where they get the best deal and the best service. It is not important to develop a personal relationship in order to establish a long and successful business relationship.

Americans view the business card as a source of future information and tend to exchange cards casually. There is no set ritual for exchanging business cards.

Americans prefer directness in communication. When Americans say "yes" or "no," they mean precisely that. "Maybe" really does mean "it might happen"; it does not mean "no."

It is always proper to ask questions if you do not understand something. Americans ask questions -- lots of them. They are not ashamed to admit what they do know. Americans will assume you understand something if you do not tell them otherwise.

Americans are often uncomfortable with silence. Silence is avoided in social or business meetings.

It is rude to interrupt someone who is talking. Say, "Excuse me" during a pause and wait to be recognized. Interruptions, however, are common. Do not be surprised if someone finishes your sentence if you hesitate when you are speaking.

Americans put a great deal of value on the written word. American law almost always requires contracts to be written out. Verbal contracts are rarely legally binding. Make sure you read the fine print.

Do not enter into any contract without hiring a lawyer. No savvy American businessperson would dream of signing a contract before consulting a lawyer.

It is very important in written communication to spell names correctly and have correct titles. If you are unsure of these, call the person's assistant to get the correct spelling and title.

Keep appointments once they are made. You may not get a second chance if you do not.

When you are doing business in the United States, you must be on time. Americans view someone being late as rude, showing a lack of respect and having sloppy, undisciplined personal habits.

Being "on time" in business situations generally means being about five minutes early. Five minutes late is acceptable with a brief apology. Ten to fifteen minutes late requires a phone call to warn of the delay and to apologize.

It is very important to meet deadlines. If you tell someone that you will have a report to them by a certain date, or that you will fax something to them immediately, they will take you at your word. People who miss deadlines are viewed as irresponsible and undependable.

Meetings are generally informal and relaxed in manner, but serious in content. Often an agenda will be distributed before a meeting, so the participants will be prepared to discuss certain topics. A successful meeting is short and to the point. Be prepared to begin business immediately, with little or no prior small talk.

Participation is expected in meetings. A quiet person may be viewed as not prepared or as having nothing important to contribute.

Meetings often end with a summary and an action plan for the participants to execute. A meeting is only considered successful if something concrete is decided.

Americans appreciate and are impressed by numbers. Using statistics to support your opinions will help you be persuasive.

Generally, there is one negotiation leader who has the authority to make decisions. Team negotiations are rare. Americans may begin negotiations with unacceptable conditions or demands. They are usually taking a starting position that gives them room to bargain.

The goal of most negotiations in the United States is to arrive at a signed contract. Long-term relationships and benefits may not be the main objective. The immediate deal may be the only important issue.

Negotiations may seem rushed to you. Remember that "time is money" to Americans and that they may not think that building a relationship with potential business partners is necessary.

Americans are very comfortable picking up the telephone and immediately conducting business with someone they have never met and perhaps never will meet.

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