American Business Culture

The American Experience and Value System Personal Qualities Communication Protocol

American Business Culture

Political Correctness Employer-Employee Relations Salary and Benefits Socializing Negotiations

The American Experience

Searching for the American Dream

Dislike of centralized systems which limited personal development The importance of success

Material success as a measure of personal development: U.S. consumer debt: $14 trillion Success is individualindividualism vs. feudalism The emphasis on initiative vs. govt intervention

Positive aspects
Relatively limited government regulationpro business orientation Favorable tax structure Access to venture capitalpro risk Can-do spirit which encourages entrepreneurship Huge consumption-oriented market

Personal Qualities
Assertiveness Loyalty Team player--informative Outgoingsociable & enthusiastic Confidence Toughness Drive & dedication

Communication Style

Informal
First names and nick names Joking and bantering (one-upsmanship) Extrovert behaviour (highly respected) Uncomfortable with silencethe Japanese weapon

Time is money--be brief Conflict and confrontation accepted Debate training in schools

Protocol
Dress--formal in business, informal socially Time--punctual in business, 20 minute rule socially Limited gift giving (Christmas) Achievement based respect, not seniority Not as rigid rules as Asia and perhaps Europe

Political Correctness

Conservative and distrust of social democracy

Life is a jungle, creates initiative Best not to tout the value of social democracy

Harassment is the kiss of death Avoid discussing politics Labor relations--union membership is frowned upon: Walmart

Salaries and Benefits

Paid vacations--2-3 weeks 50 hour week not uncommon Unpaid overtime for managers Meritocracy, not seniority

Never ask about ones salary

Health insurance--must be negotiated Most benefits must be negotiated--no free lunch

Socializing
Voluntary organizations are often meeting places Americans are joiners--Rotary Club, etc. Gentleman sports--tennis, squash, golf, hunting, alpine skiing are meeting places Smoking is frowned upon Expected to adapt to American values

Negotiating
Tough negotiators High/Low balling is common Keep your bottom line a secret

Your opponent will be looking for it

Americans may promise more than they can deliver

A result of high expectations Hype is common

Employer--Employee Relations

Short-term thinking
The quarterly report The basis of fat bonuses for execs

Layoffs and firings

Increases stock value Creates a loyalty dilemma

No job security, no loyalty Its a jungle out there

Informality does not mean concern

E-E Relations Continued

Teamworking is important
Requires good communication skills and information sharing

Bosses can be tough and demanding, but performance is rewarded

You must showcase yourself to be promoted

Teamworking and competition for promotion--a contradiction?

Norwegians (Europeans?) Perception of Americans

Loud NaveOptimism vs. skepticism? Assertive/boastful Open Friendly Superficial