1. HOW DO WE DO BUSINESS? Unites States Business Practices

2. Cultural IQ Quiz 1. When calling upon a prospect for the first time, what don’t U.S. salespeople usually bring? A. A contract B. A product demonstration C. A gift Answer: C. U.S. executives do not generally exchange gifts – particularly between men. However, demos are expected, and contracts can follow rapidly.

3. Cultural IQ Quiz 2. True or False. By the year 2020, it is expected that white males will be the minority in the work force in the United States. Answer: True. Attracting and training ethnically diverse employees in preparation for the changes in the work force is a common practice within many Fortune 500 companies.

4. Cultural IQ Quiz 3. When meeting in person, purchasing decisions are often accomplished in how many visits? A. One visit B. Two visits C. Three or more visits Answer: A. Never underestimate the speed at which business can be done in the United States.

5. Type of Government Federal republic system – individual states have sovereignty over their own territory Electoral college of delegates from each state elects the president Bicameral Congress

6. Cognitive Styles Generally ethnocentric – intrinsically superior Very analytical Innovation usually takes place over tradition Company policy is normally followed regardless of who is involved

7. Values Locus of decision-making  Most individualistic of all cultures Sources of anxiety reduction  Low anxiety about life, as external structures, religion, and science provide answers to important questions  Anxiety is developed over deadlines  Recognition of one’s work is a great reward Issues of equality/inequality  Personal equality is guaranteed by law  Some ethnic and social bias against some minorities

8. Punctuality, Appointments, and Local Time Arrive promptly for meals Prior appointments are necessary U.S. companies aren’t as generous with vacation benefits as business in Europe Contiguous states have four time zones

9. Negotiating Final contracts are brought to the first meeting Send all relevant information electronically prior to meetings The “bottom line”, new technology, and short-term rewards are focuses Brief exchange of small talk Compliments are exchanged often Businesspeople always have business cards

10. Business Entertaining Business meetings very often held over lunch Host usually pays for meal, but be prepared to pay You are not obliged to accept food or drink offerings It is not rude to eat while walking Clear your own table at a fast-food restaurant

11. Greetings Business situations consist of handshaking  Very firm and generally lasts a few seconds Casual situations consist of smiles and verbal greetings “How are you?” is often used

12. Gifts Gifts are discouraged by law Acceptable gifts may be flowers, a plant, chocolates Holiday greeting cards are sent to clients Business gifts are given after a deal is closed A meal or other entertainment are common gifts

13. Dress Firms may require conservative business attire A “business casual” policy has been generally and recently adopted Less formal and more relaxed in small towns

14. Closure With a partner/small group list:  One thing you learned about U.S. business practices  One thing you should do in business interactions  One thing you should NOT do in business interactions Share once completed