6. U.S. Business Culture Page 97

Multiple Cultures  Regional differences  Ethnic influences  Northern and eastern states: quicker pace of life and business  Southern and western states: more relaxed and casual pace Page 98

Egalitarianism  Bedrock American values: equality and fairness  Little deference for social status, wealth, age, family lineage, connections  First-name basis socially and in business Page 98

Work Environment  Individuality, independence, and accountability  Hierarchical structures for responsibility, leadership, and accountability  Harmonious workplace essential to productivity Page 98

Individualism and Independence  Personal professionalism, independence, initiative, and accountability  Brokers and agents are entrepreneurs and independent contractors, creators of their own successes  Personal achievement is encouraged and admired Page 99

Women in Business  Managers, executives, CEOs in business and corporations  Real estate “top producers”  Don’t make assumptions Page 99

Time is Money  Quantifiable and valuable commodity  Punctuality  Multi-tasking  Meeting deadlines shows professionalism and competence  Multiple property showings must stay on schedule Page

Business Dining  Working breakfasts and lunches in office, eat quickly, focus on business  Okay to refuse offer of snack or beverage: “no thanks”  Dinners hours is early: 6-7 pm  Women may invite colleagues and pay the check  Person who requested and set up the meeting pays the check  Restaurant servers customary tip is 15–20% Page

Knowledge of Other Countries  Limited knowledge of geography and culture  Many have an immigrant parent or grandparent, understand immigrant experience  Generally accepting and tolerant Page 101

Gift Giving  No particular protocol, informal  Lavish gift giving is not customary, may violate RESPA rules  Small gifts are usually acceptable  Something from your home country or with your company’s logo  Government employees may not accept gifts Page 101

Communications Page  Direct communications  Acceptable to say “no” and express criticism  May misinterpret reluctance to say “no”  State objections frankly and objectively  No set protocol for business card exchange  Fluid communication lines  Good sense of humor admired

Language Issues  English-centric  No official language  Contracts and legal documents must be written in English  Spanish is U.S. second language  More prevalent than English in some areas of Florida, Texas, Arizona, California  Sports metaphors Page 103

Negotiations  Viewed as a problem-solving process  Best outcome is “win-win”  Positions should be stated objectively  Once a point is resolved negotiators expect to move on, not revisit  In a real estate buyers and sellers don’t negotiate face-to-face Page 103

National Holidays  Observed nationwide  Government offices, post offices, banks, and schools closed  Business offices closed, large retailers and shopping malls usually open  Avoid scheduling business around holidays, especially Thanksgiving and Christmas Page 104

Thank You