Chapter 3 

 

Read

 

Conducting Business U.S. Style

 

Before conducting business with a U.S. company or firm, it is important to familiarize yourself with U.S. business practices and customs. Customs can change drastically from country to country. This is true for business-related customs as well. It is important to understand cultural differences when doing business with other countries because cultural misunderstandings can lead to serious problems.

 

In general, businesspeople in the U.S. tend to be informal and will use first names almost immediately. Both on the phone and in person, people will address one another by their first names after initial introductions are made. If you come from a country where last names are used, it is important to remember that using the first name in the U.S. is not meant to be a sign of disrespect. It is meant to show that you are comfortable with someone and ready to do business with them.

 

Conducting business over the phone is very common in the United States. Conference calls (calls involving more than two people) may sometimes last up to an hour and involve several participants in different locations. Often, conference calls can lead to important business decisions and agreements. Face-to-face meetings are not as important as they are in Latin America, Europe, or Asia, where business is conducted in person and the phone is used mainly to set up appointments.

 

Unlike in many other countries, where business meetings often start slowly, North Americans prefer to get to the point. After some preliminary "small talk"—about the weather, the flight, sports, etc.—a U.S. executive will get right down to business. Formalities are minimal, and business meetings are focused on business matters. While in some cultures it is important to speak in a verbose manner (using lots of words), North Americans usually prefer simple, direct communication. A U.S. businessperson is not afraid to express his or her opinion or to say "no." In some cultures such direct communication may be considered rude, but not in the United States—people usually say exactly what is on their minds.

 

Usually, business in the United States is conducted at an extremely fast pace. Business decisions in the U.S. tend to be made quickly. The sooner something is decided, the better. While in some countries it may take several meetings to bring negotiations to a satisfactory conclusion, North Americans are used to making up their minds quickly and decisively. Even on the phone, it is not uncommon to make oral agreements which will later be followed by written statements. U.S. business culture tends to focus on direct actions that lead to a goal. At the end of a conference call or meeting, be prepared for specific follow-up steps, such as arranging a phone call or a meeting, sending and reviewing a proposal, or signing final agreements.

 

Punctuality is very important in the United States. If you set up a conference call or face- to-face meeting at a specific time, you should be available at that time. If you need to reschedule a call or a meeting, make sure to notify your contact in advance. Definitely call your contact if you are running late. Also, North Americans take deadlines and commitments very seriously. If they say they will do something or deliver something on time, it will usually be done. Foreign business people should also take deadlines seriously when dealing with U.S. companies or businesspeople. If they promise to deliver something, they should make sure it is done on time. If for some reason a proposal or product will not be delivered on time, it is best to call in advance with a clear explanation of the problem, as well as the specific time it will be completed.

 

Of course, specific practices vary from person to person, but keeping those points in mind will help you conduct business effectively with your U.S. customers, partners, and colleagues.

 

Getting the Main Ideas

 

 

Write T on the lines before the statements that are true according to the reading. Write F before the statements that are false.

 

1. Business culture is more or less the same everywhere.

2. Businesspeople in the U.S. are usually informal.

3. Business in the U.S. is conducted mostly in person.

4. Business decisions and negotiations happen quickly in U.S. companies.

5. It is acceptable to be late for business meetings in the U.S.

 

 

After You Read 1

 

Choose the best answer to complete each situation according to the reading.

1. You have a business meeting with Howard Sloan in Orlando, Florida. You will probably call him __.

A)Sir

B)Howard

C)Mr. Sloan

2. You have an 8:00 a.m. meeting at a hotel in San Jose, California. You should arrive at __.

A)7:00 a.m.

B)7:55 a.m.

C)8:05 a.m.

3. You have a conference call scheduled at 3:00 with some executives in Albany, New York, but you can't call in until 3:15. You should __.

A)cancel the conference call

B)not do anything—it's only a telephone meeting, so it's acceptable to be late

C)call ahead of time to let them know you will be late and ask if they would like to reschedule

4. If you make a proposal and a U.S. businessperson says "no," you should __.

A)try to negotiate

B)get angry—it is very rude to say "no"

C)abandon the proposal

5. You have a project for a Minnesota-based company due on Friday. You won't be able to deliver it until Monday. You should __.

A)deliver the project on Monday with no explanation

B)call ahead and explain why the project will be late

C)call and tell the company that the project will be delivered on Monday

 

 

After You Read 2

 

Look at each underlined word in context and try to figure out its meaning. Write the possible meaning in the box.

1. Conference calls (calls involving more than two people) may sometimes last up to an hour and involve several participants in different locations.

 

A conference call is _____.

 

2. Face-to-face meetings are not as important as they are in Latin America, Europe, or Asia, where business is conducted in person and the phone is used mainly to set up appointments.

 

Face-to-face means ___.

 

3. After some preliminary "small talk"—about the weather, the flight, sports, etc.- a U.S. executive will get right down to business.

 

Small talk is __.

 

4. Even on the phone, it is not uncommon to make oral agreements which will later be followed by written statements.

 

Oral means __.

 

5. At the end of a conference call or meeting, be prepared for specific follow-up steps, such as arranging a phone call or a meeting, sending and reviewing a proposal, or signing final agreements.

 

A follow-up step is __.

 

6. Punctuality is very important in the United States. If you set up a conference call or face-to-face meeting at a specific time, you should be available at that time.

 

Punctuality is ___.