Overview

What would you talk about during your first encounter with Americans?

What should you emphasize in your first sales presentation?

What can you expect after four hours of tennis with your Texan colleague?

Since the end of World War II, America has played an important and influential role in the development of the global economic system. Not only has it worked with the United Nations and other organizations to promote the worldwide spread of capitalism, when necessary, it has also used its military clout to further the causes America supports.

Consequently, American cultural values are prevalent throughout the globe, and countries and cultures that have wanted to either do business with or compete against American companies, have sometimes found it necessary to adopt American business culture values and norms. Whether it is the corporate culture of a Silicon Valley start-up or huge conglomerates like IBM or General Motors, American businesses have a lot to offer in the way of successful business techniques and models.

Doing business with Americans, however, or adopting American methods of conducting business, is not always easy. For example, whereas some cultures, such as Japanese business culture, place emphasis on nurturing and maintaining close business relationships with suppliers and partners, Americans will often consult partners and friends for their services and needs, disregarding better offers in favor of experienced partnerships.

As the follow-up examples will show, there is no set method of doing business with Americans each situation must be assessed on its own strengths and merits.