Making Business Appointments

• Set appointments in advance
• Dates are written with the month first, the day second, the year third [i.e., December 5, 2006 is written 12/5/06].
• A typical work week is Monday through Friday, 8:00 or 9:00 a.m. to 5:00 or 6:00 p.m. Many people, however, work additional hours
• Punctuality is very important for business occasions. In many U.S. cities, traffic may cause considerable delays. Be sure to allow enough driving time to your appointment. If you will be late, call to your contact to let them know of your delay.
• If you are invited for a meal, you should arrive promptly.

Business Attire

• In U.S. business culture, attire varies. In some parts of the country--the east in particular-- many 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 standard attire for women. Pantsuits, in classic styles, are also acceptable.
• When not working, feel free to dress casually. During 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.

Topics of Conversation

• Almost all business is conducted in English in the United States.
• 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].
• 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.
• Generally, Americans like to laugh and enjoy being with people who have a sense of humor. Jokes are usually welcome, but be careful. In all situations, ethnic and religious humor should be avoided. Self-deprecating humor, 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.
• 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.

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.

Business Gifts

• Presenting a gift is a thoughtful gesture, but it is not expected.
• Business gifts are often presented after a 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.
• 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 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.

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.
• 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 travelers 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.
• 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.

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.
• 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.

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.

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.
• 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.

Public Behavior

• 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.
• 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.
• 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.