United States: Culture

Making appointments

Prior appointments are necessary.

People in the United States write the month first, then the day, then the year [i.e., December 5, 2006 is written 12/5/06].

Generally, the working week is Monday through Friday, 8:30 or 9:00 a.m. to 5:00 or 6:00 p.m. Many people, however, work overtime.

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 to your appointment. If you know that you will be late, call to let your contact know.

If you are invited for a meal, you should arrive promptly.

When invited to a cocktail party, it's usually permissible to arrive a few minutes late. On these occasions, you do not need to call ahead, even if you will be 30 minutes late.

Guidelines for business dress

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. In some parts of the country--the east in particular--most people wear business suits. In other areas, such as the west coast, a more relaxed approach to dressing is the norm in many workplaces. Executives in most regions of the country, however, usually dress quite formally.

Business suits or dresses are often the standard attire for women. Pantsuits, in classic styles, are also acceptable. Accessorizing, which adds flair to even very simple outfits, is also practiced here.

When not working, feel free to dress casually. 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.

Welcome topics of conversation

Business Language

Almost all business is conducted in English in the United States.

Be aware that many Americans speak only English. Spanish is another common language due to the United States' proximity to Mexico and Central America and the large population of Spanish-speaking individuals in the country. However, English will still be used almost 100% for business deals.

Because many Americans speak only one language, they may not be sensitive to the difficulties of other individuals trying to speak English. They may speak fast or very loudly [as if this will help you understand them better].

American business language is also very idiomatic. Many Americans adopt sports terms in their business speech ["Touch base," "Ballpark figures," "Call the shots," "Team players," and "Game plan" are a few examples.] Many Americans may not be aware that they are using these idioms because they seem so natural.

If language becomes a barrier, ask for clarification and seek understanding. If you are not totally comfortable speaking and doing business in English, hire a translator.

General Guidelines

Americans often ask, “What do you do?” [that is, “Tell me about your job and employer”] to start a conversation. This kind of question is not considered presumptuous, but rather is a way to show interest in the individual by showing interest in his or her job.

Compliments are exchanged frequently and are popular “conversation starters.” If you wish to make conversation with someone, you can compliment an item such as his or her clothing or a work or sports related achievement.

Generally, Americans like to laugh and enjoy being with people who have a sense of humour. Jokes are usually welcome, but be careful. In all situations, ethnic and religious humour should be avoided. Self-deprecating humour, however, usually goes over well.

Sports are very popular in the U.S., especially baseball, football [not to be confused with soccer], and basketball. Soccer [known as football in most other countries] has grown in popularity in recent years, but is not nearly as popular as these other sports.

Golf is another popular sport, especially among businesspeople. It is often a venue for business discussions and deals, so be prepared to play golf and talk business at the same time.

Topics to Avoid:

• Until you know a person well, avoid discussing religion, politics or other controversial subjects [i.e., abortion, racism, sexism].
• Refrain from asking women if they are married. If a woman volunteers this information, however, you may ask a few polite questions about her husband and/or children.
• Ethnic or religious jokes

Welcome Topics of Conversation:

• A person's job/work-related matters
• Sports
• Travel
• Food
• Music
• Movies
• Books

Addressing others with respect

The order of most names is first name, middle name, and last name.

When you meet someone for the first time, use a title and his or her last name until you are told to do otherwise. In many cases, Americans will insist on using first names almost immediately; this is a cultural norm that reflects a more casual business style rather than a sign of intimacy.

Use titles such as “Dr.”, “Ms.”, “Miss”, “Mrs.”, or “Mr.”, followed by the last name. If you are not sure of a woman's marital status, use “Ms.” [pronounced “Miz”]. If a woman dislikes this term, she will usually tell you the courtesy title she prefers.

Outside of the office, Americans tend to be informal and insist on staying on a "first name basis." Nevertheless, it's important to understand the office hierarchy, and a visitor should learn the rank and titles of all members of the organization.

Sometimes you will not be told of a person's last name; in this circumstance, simply use the first name or the nickname. Nicknames may be formal names which have been shortened in unusual ways, [i.e. Dick for Richard]. The use of nicknames is often encouraged, sometimes even by those in positions of considerable authority.

The names of businesspeople reflect America's diversity. If you meet someone with a name that is difficult to pronounce or otherwise unfamiliar to you, do not be afraid to ask how to pronounce his or her name.

Ensure that your U.S. acquaintances know what you prefer to be called.

The letters “Jr.” after a man's name [i.e., Arthur Dobson Jr. or Arthur Jr.] signify that he was named after his father.

The Roman numeral III or IV after a man's name indicates a third or fourth generation scion, with the same name as his predecessors [i.e., Thomas Reed III].
 

Selecting and presenting an appropriate business gift

Presenting a gift is a thoughtful gesture, but it is not expected.

Business gifts are often presented after the deal is closed. In most situations, gifts are usually unwrapped immediately and shown to all assembled.

In many cases, the best gifts are those that come from your country.

You may not receive a gift in return right away.

During the Holiday season [late November through the first week of January], gifts are exchanged. For your business associates, you can give gifts such as useful items for the office, liquor or wine. Choose gifts with no religious connotations [i.e. don't buy Christmas ornaments], unless you are certain of the religious background of your associates. While Christmas is the dominant celebration, and is widely commercialized during this period, people may be celebrating many other holidays during this period [i.e. Hanukkah, Kwanzaa].

Many stores and malls offer gift-wrapping services during the winter holidays.

When you visit a home, it is not necessary to take a gift, although it is always appreciated. Flowers, a potted plant, or a bottle of wine are good gift choices.

If you wish to give flowers, you can have them sent in advance to relieve your host or hostess from taking care of them when you arrive.

If you stay in a U.S. home for a few days, a gift is appropriate. You may also write a thank-you note.

Taking someone out for a meal or other entertainment is another popular gift.

Gifts for women such as perfume or clothing are usually inappropriate. They are considered too personal.

Gifts for children are often a thoughtful and appreciated gesture, but take into account the values of the parents. Many parents would object to your giving a toy gun or a violent video game to their child.

What you should know before negotiating

Part1: The American Business Culture

This culture stresses individual initiative and achievement. Moreover, Americans can also 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.

In the U.S.A., money is a key priority and an issue that will be used to win most arguments. Status, protocol, and national honor play a smaller role. Similarly, "saving face" and other social niceties and formalities that are vitally important to other cultures are not as important in the United States.

American businesspeople are opportunistic and willing to take chances. Opportunism and risk taking often result in Americans going for the biggest possible slice of the business, 100% if possible.

Americans tend to dislike periods of silence during negotiations and in conversations, in general. They may continue to speak simply to avoid silence.

In general, people from the U.S. will not hesitate to answer "no." 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 or direct communication in general.

Persistence is another characteristic you will frequently encounter in American businesspeople; there is a prevailing belief that there is always a solution. Moreover, they will explore all options when negotiations are at an impasse.

Anxiety often develops over deadlines and results. The work ethic is strong, so that it appears that Americans' lives revolve around work.

Consistency is common among American businesspeople: when they agree to a deal, they rarely change their minds.

Americans tend to be future oriented. Therefore, innovation often takes precedence over tradition.

The United States tends to be an ethnocentric culture, so it is closed to a lot of "outside" information. Thinking tends to be analytical, concepts are abstracted quickly, and the "universal" rule is preferred.

There are established rules for almost everything, and experts are relied upon at all levels.

Be aware that the United States is the most litigious society in the world. There are lawyers who specialize in practically every industry and segment of society.

What you should know before negotiating

Part 2: Negotiating in the U.S.

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. Topics may range from sports, weather, or other smaller business topics. Personal matters should not be discussed during this time, or any time in the negotiation.

Usually, business is conducted at an extremely fast pace.

Regardless of the negotiator, company policy is always followed. Though they are risk-takers, American businesspeople will also have a financial plan which must be 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.

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.

Often, American businesspeople try to extract an oral agreement at the first meeting. However, U.S. salespeople sometimes bring final contracts to first meetings with prospective clients. In large firms, contracts under $10,000 can often be approved by one middle manager in a single meeting.

Part 3: About Business Cards

Your business card will not be refused, but you may not always receive one in return. Try not to be offended--in the U.S., the rituals involved in exchanging business cards are sometimes not observed as closely as in other cultures.

The recipient of your card will probably place it into a wallet, which a man may put in the back pocket of his pants. This gesture is done for convenience and is not meant to be a sign of disrespect, as it might be in other cultures.

In many cases, business cards are not exchanged unless you want to contact the person later.

Equality, Diversity, and the American Way

Much emphasis is placed, in theory, on the equality of individuals in the United States. Personal equality is guaranteed by law.

Nonetheless, ethnic and social bias does exist. Women are still striving for equality in pay and positions of authority. In the structure of the workplace, there is often inequality in employees' roles.

Compared with many cultures, the United States is moving forward rapidly and successfully with its unique diversity. 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.

Entertaining for business success

General Tips

Business breakfasts are common, and can start as early as 7:00 a.m.

On weekends, many people partake in 'brunch', a combination of lunch and breakfast beginning anywhere from 11 a.m. to 2 p.m. Business meetings may be held over 'brunch.'

Business meetings are also frequently held over lunch, which begins at 12:00 noon and sometimes lasts until 2:00 p.m. Lunch is usually a lighter meal, since work continues directly afterward. Be careful about alcoholic beverages such as wine or beer at lunch. You may find some companies where this is common, and others that have strict policies against alcoholic drinks during lunch hours. Follow the lead of your host and order a soft drink if you are unsure.

Dinner is the main meal of the day and can start between 5:30 and 8:00 p.m.

In the United States, little business is conducted on Sundays. This is the standard day of worship for many religions. If your stay in the U.S. is short, however, your American business counterparts may arrange to do business on this day.

The fork is held in the right hand and is used for eating. The knife is used to cut or spread something onto a food item. To use the knife, the fork is switched to the left hand or is laid down; to continue eating, the fork is switched back to the right hand. But, if you prefer to use the "continental" style of dining, in which the knife and fork are never switched, that is acceptable, too. Many people in the United States are casual in their use of the knife and fork and aren't particularly concerned with formal rules of etiquette. Some foods are eaten with the hands. As a general rule, you may want to follow the example of your companions.

It is not considered rude to eat while walking down the street.

Many "convenience" stores, that is, establishments carrying frequently purchased products such as milk, soft drinks, snacks, newspapers/magazines, and cigarettes, are open 24 hours a day, seven days a week.

Entertaining for business success

Eating Out

If you are invited out for a business meal, the host will usually pay.

If your host does not offer to pay, you should be prepared to pay for your own meal.

When eating out, the cost is sometimes shared with friends or colleagues. 'Getting separate checks' and 'going Dutch' refer to paying for your own portion of the bill. It is also common to 'split the bill,' where the cost of the meal is shared equally among the individuals.

If you invite a U.S. counterpart out socially, you should make it clear whether you wish to pay. Common ways to express this wish include 'It's on me' or 'I'd like to buy you lunch.'

American friends or colleagues will probably be delighted to learn a toast from your country.

There are a variety of ways to beckon a server. For example, you can make eye contact and raise your eyebrows, briefly wave to get his or her attention, or mouth the word for what you want such as 'water' or 'coffee.' To call for the check, you can make a writing gesture or mouth the word 'check, please.' You can also get a server's attention by saying, 'Excuse me,' as they walk by. Americans use 'Please' and 'Thank you' frequently in dining situations; politeness is valued.

Home Entertaining

It is common to invite a business guest to one's home in the U.S. This is considered a gesture to show goodwill between associates.

Be aware that it is a custom in many U.S. homes to give guests a tour of the general rooms of the house when guests arrive.

If you will be entertained in a home, expect the host's or hostesses's spouse or partner to be a full participant in the conversation.

Unlike some other cultures, it's perfectly acceptable to refuse an offer of food or drink. In most cases, the host probably won't urge you to eat.

Don't be afraid to ask for something. Use manners and ask politely.

Before going to visit a friend, it's common courtesy to call ahead.

Acceptable public conduct

It is a good idea to practice driving before getting on the freeways, particularly during work hours. Driving can be an intense challenge, especially for a visitor. Practically all Americans drive their own car.

Smoking is not as commonplace and is subject to restrictions in most public places. Before smoking, the best policy is to ask if anyone minds, or wait to see if others smoke. Restaurants often have a section where smoking is permitted. Many hotels designate rooms as smoking and non-smoking. Certain states, like California, now have laws against smoking in public places such as restaurants and bars.

A handshake is the customary greeting for both men and women.

Americans tend to refrain from greetings that involve hugging and other close physical contact, except with family members and friends. For the most part, they are unreceptive to being touched during conversation and other social situations.

The standard space between you and your conversation partner should be about two feet. Most U.S. executives will be uncomfortable standing at a closer distance.

Direct eye contact conveys that you are sincere, although it should not be too intense. Certain ethnic groups may look away to show respect.

To point, you may use the index finger, although it's impolite to point at another person.

To beckon someone, wave either all the fingers or just the index finger in a scooping motion, with the palm facing up.

To show approval, there are two common gestures: the “O.K.” sign, formed by making a circle of the thumb and index finger, and the “thumbs up” sign, formed by making a fist and pointing the thumb upward.

The backslap is sometimes used as a sign of friendship, camaraderie.

To wave goodbye, move your entire hand, with the palm facing outward.

When sitting, U.S. citizens often look very relaxed. They may sometimes sit with the ankle of one leg on their knee or prop their feet up on chairs or desks. In formal business situations, however, you're advised to maintain good posture and a less casual pose. Crossing legs knee over knee is not considered arrogant, as in other cultures. In the U.S. this position is common and considered professional.

When giving an item to another person, it's common to toss it or hand it over with only one hand.

Geography, regions & subcultures

Geography. The United States of America is the third largest country in the world both in size and population. It is bordered by Canada to the North and Mexico to the South in North America. It is about two and half times the size of Western Europe and half the size of Russia.

Topography and Climate. Including the non-continental states [Hawaii and Alaska] the United States covers the gamut in terms of environment and geography, from tropical to arctic, and from deserts and plains to rugged mountains and volcanoes. Mainland US is best known for its vast central plains, and mountain chains in the West and to a lesser extent in the East.

Geographic Regions. The US is often divided into geographic regions that also represent subcultures present in the US. The most common regional divisions are: the West Coast, the Midwest, the South, and the East Coast. Further divisions may also be made; for example, the South may further be distinguished by the Deep South [including states like Louisiana and Mississippi] and the Southwest [including states like New Mexico and Arizona].

Regional Subcultures. There are a number of differences within these regions including cuisine, history, commodities, prevalent industries, political tendencies, and natural topography. As a result, many Americans take pride in the region and/or state where they are from.

Regional Business Subcultures. Many stereotypes exist about people from these different regions. In general, Southerners are known for their 'Southern Hospitality,' showing a great level of consideration and warmth for business counterparts. The West Coast is known for a more casual, informal approach to business while the East Coast is often considered the more formal and sometimes conservative counterpart in terms of dress and conduct. Expect many exceptions to these generalizations.

Individual Business Cultures. Regional background should be taken into account when learning about American businesses. Individual factors including industry, business structure, management, and business mission also play a strong role in shaping an individual business culture. Those wishing to do extensive business within one region in the US are well-advised to spend some time researching that area in particular. Those wishing to do business with specific companies should invest additional time researching individual business culture through corporate literature, marketing, and websites.

Working the 'American Way'

American Worklife. The American worklife fuels what is considered to be the strongest economy in the world. People in the US are working increasingly in telecommunications, information technology, service and manufacturing jobs, and less and less in agriculture and forestry. Americans work long hours, take, on average, two weeks of vacation, and spend a lot of time doing work-related travel [either commuting to work by car or travelling to visit clients].

The American Dream. Built into the United States work concept is the idea of the 'American Dream' that every individual can succeed and prosper financially by working hard. This idea still surfaces in many ways in the US and is a driving force behind many individuals' desire to come to the US. This idea contributes to a strong work ethic and a system that is merit based [believing that hard work deserves compensation]. It becomes a reality for some and a myth for others, contributing to a widening spread between the rich and poor in the US.

Major Work Topics and Issues. In the US, individuals in the workplace have a number of rights that are protected by American law. To some foreigners, the US system seems employee-centered. Many businesses spend a great deal of time, energy, and money to ensure they comply with basic laws regarding employee rights. The major topics in the US Workplace today are: Affirmative Action, Discrimination based on Age, Race, Ethnicity, and Sexual Orientation, Diversity, Disabled Workers, Equal Employment Opportunities, Safety in the Workplace [including Preventing Workplace Violence, Drug Use, and Sexual Harassment], Privacy Rights, and Religious Protection. These issues revolve around two main ideas: 1.] Individuals have the same right to be employed in a workplace, and they cannot be discriminated against because of factors like race, age, religion, sexual orientation, disabilities, or gender; and 2.] Individuals have certain rights regarding basic pay standards, safety, and treatment in the workplace that must be met by employers.

Employee Protection Legislation Affecting Business. The major laws that address the issues above include: the Civil Rights Act of 1964, Americans with Disabilities Act, Child Labor Laws, Consolidated Omnibus Reconciliation Act [COBRA], Health Insurance Portability and Accountability Act [HIPAA], Immigration and Nationality Act [INA], Fair Labor Standards Act [FLSA], Family and Medical Leave Act [FMLA], Occupational Safety and Health Administration Act [OSHA], Unemployment Compensation, and Worker's Compensation. When doing business with the US, know that for most procedures there are a set of rules and guidelines that your US business counterparts must follow. Contracts are legally binding documents and are commonplace.

A Modern Day Portrait of the United States

Land of Immigrants. The US promotes itself as the land of the free and a country of opportunity for many different peoples. As a nation, it was founded by an immigrant population, has admitted over 100 million immigrants in its short history as a nation-state, and continues to accept hundreds of thousands of newcomers each year. These individuals bring their cultures and traditions with them and are largely free to continue them in the US. There are, for example, over 1,700 religions currently practiced in the country and a sizable population that speaks Spanish due to immigration from Spanish-speaking countries.

The Mosaic Concept. Once called a 'melting pot,' the US is now described using the concept of a 'colourful mosaic' to represent better the diverse ethnicities, religions, and lifestyles present in the US. This type of rhetoric generally paints a positive picture of the diversity present in the US, and hides some of the issues that the US deals with regarding its diversity. These include issues such as largely segregated ethnic neighbourhoods, race relation issues, limited access to education and opportunities for certain groups and discrimination.

The Impact of 9/11. As the worst attack on American soil since Pearl Harbour, the events of September 11, 2001 have had a significant impact on the American way of life. For a long time after the event, Americans were staying in more, spending less, and were increasingly fearful of additional terrorist activity. This continues to a lesser extent in current times, fueled more recently by the wartime mentality from the War on Iraq and the ongoing colour-coded National Security threat system that keeps people in the US aware of possible terrorist activity. As a nation, the US proved to be quite resilient following 9/11, with the economy making great strides toward recovery following the event and citizens coming together to support those impacted by the terrorist attacks.

Post 9/11 Legislation Affecting Visitors and Immigrants. The events of 9/11 brought on a whole new line of laws and legislations initiated to prevent future terrorist activity on US soil. Many of these laws have been controversial in the US, with some arguing them necessary for the purpose of national security and others stating that they violate basic rights and freedoms surrounding privacy. The most recent legislation of this sort is a new entry regulation requiring visitors from certain nations to be fingerprinted upon their arrival to the United States. In addition, individuals applying for a visa must now undergo a much more rigorous and careful review of their application.