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Negotiating With the Americans

There is no ONE method of doing business with Americans !!!

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Things to be aware of:

American style of establishing relationships & communication.

Conducting meetings & presentation.Conducting negotiations.Conducting socialization.

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When dealing with Americans, be aware of:

Cultural values: equality, independence, freedom, action orientation & openness, individualism, directness, time consciousness.

Americans appreciate having all the cards on the table + discussing each one based on its own merits.

Within the 1st few minutes, you will be asked, “So what do you do?”

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Having a business meeting with Americans:

Are well-informed & focused.Expecting an open dialogue.They expect to take action & assign

responsibilities.Like to act independently.They value full participation without

necessarily complying with the formality of other cultures

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Having a casual conversation with an American @ a business function

Being asked “How are you” does not necessitate a long in-depth reply. It’s just an ice-breaker question.

Don’t be too animated or pat someone on the back

Need for personal space: Informality does not overlap with the arena of spatial relationships.

Friendliness (especially from an American female) does not constitute anything more.

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Some American cultural values:

Control, Money, Position/Power, Hard Work, Success, Recognition, Material Possessions, Family, Health, Time, Security, Friendship, Equality (regardless of race, gender, religion, nationality, or beliefs), Freedom of choice, Directness & openness, Self-reliance, Cooperation (contradictory? Ex. Sport of Baseball)

The “American Dream” - Becoming rich through hard work, skill + some luck. Assumption: Everyone has the opportunity to reach their full economic + intellectual potential.

Examples: Ben Franklin, Abraham Lincoln, etc.

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Tips for meeting Americans: (Do’s)

Mention your name clearly. Be on time + be prepared. Have a firm handshake. Smile & look in the eyes. Say, “How are you? Nice to meet you.” Offer a pleasant greeting. Greet the senior person first. Offer your business card for networking.

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Tips for meeting Americans: (Don’ts)

Don’t be afraid to discuss issues. Don’t talk about religion. Don’t offer a limp handshake. Don’t offer an extended handshake. Don’t be dishonest. Don’t complain. Don’t stand too closely. Don’t ask about salary. Never ask, “How much money do you make?

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On the phone with Americans:

Directness & simplicity: Keys to success. “Hello ---- What can I do for you?” - demonstrates how

much Americans value directness & immediately getting down to business. (Irritating to other cultures that emphasize formalities, & long introductions, value hospitality, accommodation, expect preliminary conversations about other’s well-being, the weather +other social topics BEFORE discussing business).

Americans - perceived pushy & abrupt: “Time is money” - Shorter concept of time: Little emphasis on building personal relationships.

”Let’s do business & then maybe we’ll be friends.” - Exact opposite of Asian & Middle-Eastern cultures !!!

Brief phone manners: Task-oriented style of American business culture.

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Phone Etiquette with Americans (Do’s)

Briefly introduce yourself.Mention the purpose of the call.Offer a brief greeting.Ask if it’s the right time to talk.Speak directly & clearly.Respond directly to inquiries.Leave a message, if the person is not

available.

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Phone Etiquette with Americans (Don’ts)

Don’t ramble or offer small talk.Don’t interrupt.Don’t shout or swear.Don’t make jokes.Don’t get too personal.Don’t put someone on hold to too long.Don’t hang up suddenly.Don’t eat while on the phone.

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Writing to Americans (Do’s)

Put your subject up front. Arrange your information in a logical sequence. Respond to their specific concern. Use complete names. Be short & to the point (Not flowery). Include a polite close with regards. Be direct & concise. Use correct words & short sentences. Use “Dear” & “Sincerely”. Summarize at the end

with action items.

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Writing to Americans (Don’ts)

Avoid reckless grammar & spelling. Never use all caps. Don’t be overly polite. Don’t be timid in asking for help. Don’t use slang language. Don’t use long words. Avoid hand-written corrections. Don’t skip a tier if management. Avoid unclear, vague and long letters. Don’t get personal.

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Tips for presenting to Americans:

Prepare an agree-upon agenda. Be prompt in starting time. Prepare & pass on meeting notes. Remember that the chairperson presents first. Focus on issues on at a time. Solicit on inputs from all attendees. Expect open debate. Share problem solving ideas. Reach decisions before the meeting is closed - if

decisions are required. Assign individual action items.

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American Decision-making process:

Define a list of problems. Allot time to discuss. Be direct & to the point. Be involved & assertive. Focus on the bottom line & on straight answers. Ignore personal relationships. Be action oriented. Conduct quick discussions. Produce tentative solutions. Assign action items & responsibilities.

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Encountering the American negotiators:

Americans You

GroupComposition

Middle Managers withmarketing orientationnegotiate at the 1st

meeting

Include your technicalstaff to challenge them!

EstablishingRapport

Short time forestablishing rapport,followed by attention totasks.

Prolong period of initialcontact to get control

InformationExchange

May/ May not follow upon requested info

Repeat your ownrequests to get to thebottom line.

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Encountering the American negotiators: (Continued…)

Americans You

PersuasionTools

Buyers are pressured tomake immediatedecisions in “use or loseit” offers.

Focus on self interest ofindividual negotiators &how they will gain formthe deal.

Decision Makers Middle managers areusually empowered tomake decisions.

Focus on personal gainsof immediate negotiator.

Decision process Ensure that facts back updecision makers.

Compare their offer withtheir competitors.

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Tips for training Americans (Do’s)

Keep to a schedule. Clarify benefits to participants. Use hand-outs & slides. Invite participation. Be timely, organized & to the point. Explain subject matter. Keep a class size of 12-15. Provides breaks every two hours. Provide an agenda and the necessary tools. Use examples. Establish goals & methods. Provide positive feedback. Provide role play activities. Don’t interrupt people.

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Tips for training Americans (Don’ts)

Don’t be an unprepared instructor. Don’t direct lectures. Discuss opportunities. Keep the class from being boring. Don’t leave people out of class activities. Avoid over-crowding. Don’t get unfocused or off the subject. Avoid bad training environments. Don’t publicly reprimand or get too personal. Don’t use improper or inaccurate information.

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Tips for motivating Americans (Do’s)

Set goals & give responsibility. Assign challenging work. Change work occasionally. Promote & pay for performance. Give personal thanks & praise. Reward with good bonuses & salary raises. Give out team awards & goals. Explain opportunities. Be open & friendly. Establish feelings of worth.

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Tips for motivating Americans (Don’ts)

Avoid repetitive tasks. Avoid unpaid blame or pay systems. Don’t assign work that’s too complicated. Don’t give limited information. Don’t be harsh or critical. Don’t be discouraging, biased or prejudiced. Don’t set impossible goals. Don’t reprimand in public. Don’t ignore comments or stifle ingenuity. Avoid a lack of rewards.

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Tips for performance reviews of Americans (Do’s):

Start & end on a positive note. Provide realistic feedback. Establish expectations. Give credit properly. Discuss areas of concern. Discuss solutions & set dates. Give rewards linked to performance. Give opportunities to discuss openly. Be honest & objective. Discuss strengths & weaknesses.

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Tips for performance reviews of Americans (Don’ts):

Don’t lose previous reviews. Avoid criticism or discussions in public. Avoid references to age, sex, religion. Don’t be subjective or prejudicial. Avoid indecisiveness. Avoid discussing reviews with others. Don’t treat reviews as a task. Don’t misuse reviews. Avoid oversight. Avoid inconsistency. Avoid surprises.

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Summary: Dealing with Americans

Communicate directly & openly. Be concise & direct with your written correspondence & phone calls. Be aware that Americans increase their profits by selling their

products in package deals. Focus on benefits your company can provide to your American client. Be punctual with your appointments: Sign of courtesy & respect. Americans are independent problem-solvers. Expect them to rely on

themselves before they go to coworkers or supervisors for help. Americans are short-term oriented & focus on immediate gains. Americans stand behind their commitments firmly. Deal with everyone on negotiating team equally. Avoid looking down

on women or on young business people.

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Summary: Dealing with Americans (continued):

Be persistent but not overbearing. Americans evaluate business propositions on

their technical merits & immediate benefits. Create environment that allows participants to

express views openly. Don’t turn down an opportunity because it lacks

immediate monetary gains. The rewards will come later.

Do an excellent job. American companies evaluate rigorously but fairly.