1. Background To Business in The
USA
The USA
More than any other industrialised country, the United States has
adopted what could be labelled a 'scientific' approach to business.
Every aspect of commercial life is studied and analysed and this
scientific approach is both respected and acted upon. Far more
resource is available in the US for the study of the methodology of
business than in any other country and most new management
theory and doctrines have their origins in the States.
In the States everything is quantified and assessed. All processes,
even down to such issues as HR and Training are analysed in a
detailed manner and the results of this analysis carry weight with
decision makers.
This 'scientific' approach - the constant search for better, more
effective methods - has led to a business environment typified by the
presence of change as a constant factor. The most common response
to a changing environment is realignment of the organisation and
this, in turn, has produced a work force in a state of constant flux.
People leave, are fired or made redundant and then reappear in
another organisation. This sense of employee mobility should not,
however, be equated with a lack of loyalty to the employer for whom
you are currently working. Whilst working for the company you put
everything into the job and are totally committed.
American Meetings
When asked to describe meetings in the USA, a word which
Americans often use is 'aggressive'. This 'confrontational' approach,
(where openly and directly debating all the relevant issues even at

2. the expense of personal relationships is valued, ) is very alien to
those cultures who always put diplomacy and harmony at the heart of
their approach to meetings.
Of course, many cultures mistakenly see this direct approach
between colleagues as a sign of bitter, personal animosity — which it
always invariably is not. It is endemic to the American approach to
communication in meetings and is seen as a positive step towards
addressing whatever the vital and pressing issues might be. Time
pressured, ambitious American business executives do not have time
for the vagueness, diplomacy and lack of focus which they perceive
as typifying meeting situations in such diverse cultures as the UK and
Japan.
Meetings often include formal presentations by one or more of the
participants and these presentations are a vital element in the
demonstration of professional competence. Thus, presentations
should not only be relevant and well researched but also delivered in
a positive, enthusiastic and committed manner. The meeting and
especially one in which a presentation has to be made, is seen as an
opportunity to impress — important if personal success is to be
achieved.
American Teams
In the States, teams are groups of individuals brought together for
the moment to complete a given task or project. During the period
that the group is together, everybody is expected to be fully
committed to the common goals and to work with dedication and
purpose to ensure that those goals are achieved. It is important to
show enthusiasm for the project and to show belief in the ultimate
achievement of the objectives. cynicism is not really appreciated or
understood.

3. When the project is complete, the team will rapidly dissipate, its
members moving on the next task with equanimity. To break up a
team in the fluid employment environment of the USA is less
traumatic than in other group-oriented cultures where identity is
subsumed to the group. In the States, teams are expected to be
transitory in nature.
American Communication Styles
Communication styles in business in the States are determined by
many of the approaches to business we have already described
above. The desire to debate issues directly and openly leads
Americans to be seen by some cultures as aggressive and even rude.
Coded speech and verbosity is often seen as time wasting and in time
pressured corporate USA, that is a crime.
Thus, when an impasse is reached in meeting situations, the reaction
is often to address it directly and ‘with feeling.’ This direct,
robust debate can often be viewed by more harmony seeking cultures
as signalling the breakdown of meaningful discussions and as the
signal to try to abandon the interaction - whereas in the States it is
seen positively and as a sign of definite progress.
Paradoxically, on first introductions, American can seem very friendly,
polite and solicitous of your well being which seems to be at odds
with the verbal behaviour exhibited half an hour later in the meeting.
This overt friendliness (Have nice day!, Hi, how are you doing? etc.)
should be taken for what it is — part of the protocol of the language
and not as an attempt at establishing a life long friendship.
Although coded speech and over-verbosity are frowned upon, the
latest ‘management speak’ is often to the fore in business
dealings which can make Americans sound extremely jargonistic —
almost to the point of obscuring the real message.

4. Americans are much more open in conversation about private affairs
than many European cultures and the converse of this is that
Americans will often, quite naively, ask very personal questions at an
early stage in a relationship which may be perceived by some people
as intrusive. (‘What do youmake?)
American Dress Code
Describing dress codes for men travelling on business in the States
can be a risky business. It is far more difficult to generalise on this
subject than for just about any other major industrialised nation.
Dress will vary from the formal, dark business suit, shirt and tie to
literally T-shirt and shorts.
One general dictum could be that the further West you are doing
business, the more likely you are to encounter informal dress in
business - but this is not always the case.
The best advice would always be to check before departure with
others who have visited your particular destination - failing that, take
a variety of types of clothes to meet all eventualities.
Dress code for women is as varied as that for men and the above
advice would hold true.
The USA
Top Tips on usa Business Culture
Tip 1
Americans value straight talking and 'getting to the point'.
Tip 2

5. Respect is earned through conspicuous achievement rather
than through age or background.
Tip 3
Self-deprecation is often misunderstood by Americans as a sign
of weakness. Sell your plus points.
Tip 4
Humour is frequently used in business situations but is unlikely
to be appreciated when matters become very tense.
Tip 5
Remember that time is money in the States - wasting people's
time through vagueness is lack of a sense of purpose which will
not produce good results.
Tip 6
Compromise is often sought - at the brink. This can often
equate to the end of a quarter or financial year.
Tip 7
Do not be offended by seemingly overly personal questions.
Tip 8
Dress code in the States is very variable - check on the
appropriate mode before departure.

6. Tip 9
Short-termism is endemic. Structure proposals to emphasise
quick wins rather than long-term objectives (although these
should also be included.)
Tip 10
You may encounter an 'American is best' view to doing things -
be prepared to counter this with quantitative and qualitative
counter- arguments.
Tip 11
Many Americans never leave the States. Be prepared for a
parochially American view of the world.
Tip 12
Enthusiasm is endemic in business. Join in. Do not exhibit a
jaundiced, 'old world' approach as this will be interpreted as
defeatist.
Tip 13
New is good. Change is ever present in American corporate life
and therefore so is the easy acceptance of new ideas, new
models etc.
Tip 14
Gift giving is unusual in the States and many companies have
policies to restrict or forbid the acceptance of presents.

7. Tip 15
Americans tend to work longer hours and take fewer days of
vacation than their European counterparts.
Tip 16
Try to be punctual for meetings - if you are late apologise.
Tip 17
Despite the seeming lack of hierarchy within an American
organisation, the boss is the boss and is expected to make
decisions and is held accountable for those decisions.
Tip 18
Americans often socialise with work colleagues outside the
office - and this often includes the family.
Tip 19
Titles are an unreliable guide to relative importance within an
organisation due to their proliferation.
Tip 20
Business is a serious thing in the States and it is important that
you are seen to be serious in your intent and commitment.