US Business Culture  World’s leading economy  Leaders in business theory  American management theory dominant  Problems in Far-East consolidate US lead in business

Quantitative approach  focus on profits  cost-benefit analysis – the bottom line – quarterly management  focus on cutting costs to remain competitive  Asian business culture tends to focus on market share – prefers qualitative approach

Company loyalty Contrasts  combination of loyalty & self-interest – surplus staff often laid-off – but employees “identify” with company – willingness to work overtime – yet readiness to switch jobs  staff rarely criticize the company

Leadership style  Chief Executive Officer has power & salary to match – takes responsibility for success or failure – delegates tasks - not responsibility – functions as a coach (directive style)  colleagues tend to compete

Decision making Top-down not based on consensus ideas chosen on their merit Meetings - rarely for decision making held on a “need to know” basis participants: prepared & professional

Status  depends on income generated for company – how much business is under your control  status given to those who achieve most – reflected by “perks” system  achievement-oriented culture – based on performance – what you do counts – not who you are – judged on track record

Deal-focused  Contract determines relationship  Legalistic approach  Business precedes relationship  Focus on price & quality

Behavior & Etiquette “go for it” mentality risk-taking encouraged communication style fairly informal  but dress-code formal  humor used extensively  ”low-context” communication style  laid back style but tough & precise  extremely service minded

Masculine culture  long workday: – start early & finish late – highest annual workload in western world – accessible at home  work invades private life – main subject of conversation on social occasions – job overshadows family  “live to work” – strong work ethic

Negotiating with Americans  make a direct approach  be precise  dress formally, behave informally  don’t beat around the bush  expect display of emotions  be positive  remember names  be prepared, have figures ready  expect rapid decisions  read the contract carefully