Negotiating With the Americans

1. Negotiating With the Americans There is no ONE method of doing business with Americans !!!

2. Things to be aware of: • American style of establishing relationships & communication. • Conducting meetings & presentation. • Conducting negotiations. • Conducting socialization.

3. 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?”

4. 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

5. 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.

6. 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.

7. 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.

8. 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?

9. 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.

10. 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.

11. 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.

12. 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.

13. 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.

14. 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.

15. 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.

16. Encountering the American negotiators:

17. Encountering the American negotiators: (Continued…)

18. 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.

19. 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.

20. 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.

21. 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.

22. 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.

23. 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.

24. 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.

25. 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.