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 Business Negotiations |
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Initial stage
Getting down to business takes priority over socializing in American business. Unlike many other societies, the sense that a relationship must be established before doing business is absent in the U.S. Instead, Americans believe that a relationship will develop as the negotiations progress. Typically, a short period of time is devoted to getting to know each other, but this familiarization is likely to be restricted to trading information on one's business rather than one's family or country.
Directness
Americans are characterized as being very direct in business. They value objective information, supported by hard data. In addition, they do not mince words when evaluating a product or service and expect the same frankness in return. This trait, while unacceptable in some cultures, is seen in the U.S. as an honest appraisal of the situation that saves time and leads to a better end result. Businesspeople should keep in mind that Americans prefer a realistic assessment to polite reassurances.
What to expect in business dealings
As in business discussions, Americans will be straightforward and blunt in their negotiations. For the most part they will rely on hard data, financial analyses, and past experiences as opposed to subjective responses. The "bottom line" or profitability of a deal generally is the leading objective in negotiations.
Decision-making is more direct than in some cultures, with one or a handful of people being responsible for the final decision. Individual accountability is important in the U.S., and fewer decisions are made by committee. It is not unusual in American business for lawyers to be present, drawing up agreements that, once signed, will be binding.