If the United States is part of your global expansion strategy, it is worth familiarizing yourself with its complex business culture. If you are familiar with the business etiquette guidelines in the US, you will have a much better chance of successfully communicating and doing business with American companies. Being aware of cultural differences between the United States and your home country is also important. It is important to be respectful of cultural differences and to adjust your behavior accordingly.
US Business Culture – Americans Are More Informal and Direct in Business
Americans are generally more informal and direct than people from many other cultures. They are comfortable starting conversations with strangers and are direct and assertive in their communication style. This can be startling to people from more reserved cultures.
In business, Americans are generally more direct and want to get to the point quickly. They do not feel the need to have a personal relationship with you before doing business. They would rather sign a deal with you than build a relationship first. However, they do want to do business with people they like and can relate to. First impressions, friendliness, trustworthiness, and enthusiasm can all impact a business deal.
United States Meetings and Greetings
To expand your business into the United States, you may need to meet your American business partners in person. When greeting someone in the United States for the first time, it is customary to shake their hand firmly while maintaining eye contact. Americans are friendly and smile a lot, so don’t be surprised if they greet you with a big smile and a warm handshake.
It is also common for Americans to get on a first-name basis quickly. If someone introduces themselves to you with their first name, feel free to use their first name as well. This is a reflection of the American egalitarian society, where people are generally treated with respect regardless of their social status.
It is also important to be aware of American body language. Americans smile a lot, even at strangers, and they may put their hand on your back or even hug you if they feel comfortable with you. However, it is important to respect personal space. If someone seems uncomfortable with physical contact, don’t force it.
Meetings in the United States are typically brief and to the point. Americans value efficiency and productivity, so they don’t like to waste time. It is important to come prepared to meetings with all of the necessary information and to be ready to make decisions.
Titles in the United States
When you first meet an American, it is polite to address them by their title and last name. For example, you would say “Hello, Mr. Smith” or “Hello, Dr. Jones.” You can ask the person if you can call them by their first name if you feel comfortable doing so. When introducing others, be sure to use their titles and last names.
American Communication Style
Americans are direct communicators. They say what they mean, and they expect others to do the same. This can be jarring for people from cultures that value indirect communication.
For example, if an American asks you a question, they are expecting a direct answer. If you say “maybe” or “I’ll see,” they may take this as a sign that you are not interested in the conversation.
Americans are also comfortable with conflict. They are not afraid to disagree with others, even in public. This can be seen as rude or aggressive in some cultures, but it is not intended to be offensive.
Here are some tips for communicating effectively with Americans:
- Be direct and straightforward.
- Don’t be afraid to disagree.
- Be prepared to explain your reasoning.
- Be respectful, even when you disagree.
- Be aware of cultural differences.
Here are some additional details about American communication style:
- Small talk: Americans often start meetings with small talk. This is a way to break the ice and get to know each other better. Small talk typically includes topics such as work, sports, the weather, travel, food, and family.
- Meetings: Americans take meetings seriously. They expect everyone to participate and contribute. Meetings typically follow an agenda, and the outcomes are documented.
- Decision-making: Americans tend to want to get to decisions quickly. They will discuss a topic and then strive for consensus. Once a decision is made, they move on to the next topic.
Be on time
Punctuality is important in the United States. Being on time is seen as a sign of respect for others and a commitment to efficiency. Being late can reflect poorly on you and make you seem rude or disrespectful.
There are some regional differences in punctuality expectations in the United States. In the Midwest and Northeast, people are generally more punctual than in the West and South. However, it is always best to be on time, regardless of where you are in the country.
Here are some tips for being punctual in the United States:
- Plan your time carefully and allow plenty of extra time for unexpected delays.
- Be aware of the time difference between your home country and the United States.
- If you know you will be late, contact the person you are meeting as soon as possible.
- Keep your commitments for appointments, sharing information, finishing projects, or delivering reports.
Negotiations and Contractual Business Agreements to Grow Your Business
Americans are results-oriented and focused on the bottom line. They are not as concerned about building personal relationships as they are about getting a deal done. However, they do value honesty and trustworthiness in business partners.
Americans view negotiations as a problem-solving exercise. They typically start by asking for more than they expect to get, leaving room for negotiation. Their initial offer may seem outrageous, but this is just their way of starting the conversation. All parties are expected to be straightforward and to use facts and data to support their positions.
Americans prefer to move quickly to an agreement. They do not believe in wasting time, and they see negotiations as a way to get to the bottom line. The main objective of negotiations is to get a signed contract. Once signed, contracts are legally binding documents.
All contractual details will be scrutinized during negotiations, and if there are any disagreements later on, the contract will be referred to. Both state and federal laws may apply, and you and your American counterpart will have to adhere to them.
It is important to obtain the help of a US-trained attorney who is familiar with American contract law to assist you in any contractual negotiations. Savvy Americans would not enter into a contractual agreement without legal consultation. Verbal agreements are rarely considered binding.
Here are some additional tips for negotiating with Americans:
- Be prepared to walk away from the deal if you are not happy with the terms.
- Be willing to compromise.
- Be respectful, even if you disagree.
- Get everything in writing.
Dress Code Advice in the United States
Dress codes in the United States vary widely depending on the region, industry, position, and company policy. In general, it is always safe to err on the side of caution and dress more formally for a first meeting. This means wearing a suit and tie for men and a skirt or dress suit for women. You can then adjust your attire for subsequent meetings based on the formality of the setting and the dress of your American counterparts.
It is not unusual to see different levels of dress formality in the same meeting in the United States. For example, you may find that your American colleague is more casually dressed than you are. This is not a sign of disrespect, but rather a reflection of the American attitude towards dress. Americans tend to be more casual than people from other countries, and they often dress down for business meetings.
Here are some additional tips for dressing for business meetings in the United States:
- Pay attention to the dress of your American counterparts. This is a good way to get a sense of the formality of the setting.
- Dress in classic business attire for your first meeting. This will show that you are taking the meeting seriously.
- You can dress down for subsequent meetings but be mindful of the formality of the setting.
- Avoid wearing anything too casual or revealing.
- Make sure your clothes are clean, pressed, and fit well.
Using Business Cards When Doing Business in the U.S.
Business cards are used in the United States as a way to exchange contact information for future reference. They are not as important as they are in some other countries, and they are typically handed out in a somewhat casual way. It is not unusual for business cards to be briefly reviewed and then stuffed into a pocket.
If you are meeting with an American for the first time, it is a good idea to have business cards to exchange. However, do not be offended if your card is not given the same level of attention as it would be in other countries. Americans are more likely to exchange contact information through email or phone numbers.
Post-Pandemic
The COVID-19 pandemic has had a profound impact on U.S. business culture, leading to several changes in how people work and interact with each other. Some of the most notable changes include:
- The rise of the “work from anywhere” model: This model allows employees to work from anywhere in the world, as long as they have a reliable internet connection. This approach has gained popularity since COVID-19, as it allows businesses to save on office space and employees to have more flexibility in their work arrangements.
- A shift towards a more collaborative and inclusive workplace: The pandemic has also led to a greater focus on collaboration and inclusion in the workplace. As employees worked from home, they had to find new ways to communicate and collaborate. This led to the increased use of video conferencing, project management tools, and other collaboration technologies. It also led to a greater focus on creating a more inclusive workplace, where all employees feel valued and respected.
- A greater emphasis on employee well-being: The pandemic has also led to a greater emphasis on employee well-being. Businesses are now more aware of the impact that work-life balance and mental health can have on productivity. As a result, many businesses are offering new benefits and resources to help employees improve their well-being, such as flexible work arrangements, mental health counseling, and on-site wellness programs.
Making a good impression on American business partners not only takes a well-thought-out business plan but also familiarity with social norms. After spending some time with your American colleagues, you will have a better understanding of what makes Americans tick in business in no time.
You can learn more about Business Culture in the US and read more of our blogs on setting up and doing business in the US.
If you’d like help building out your strategy, creating new content, or expanding your business globally or locally, reach out to us at editor@globig.co. We’re the perfect partner for your existing team, or if you don’t have a team yet, we’re here for you.
