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Serving
Students at
Santa Ana
College and
Santiago
Canyon College
UNITED STATES
Business Tips
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Business
Tips
Americans
are frank and outspoken. In general, they appreciate people who are
candid and to the point. Exceptions to this would be issues concerning
religious values. Innovation, industry, and integrity are personal
characteristics that are valued. A good sense of humor is appreciated,
especially mild sarcasm. Americans can laugh at themselves as well
as at others.
Business
Hours
The workweek
is Monday through Friday, 8:30 or 9 a.m. to 5 or 6 p.m. Many people
work overtime. Many drug stores, variety, and "convenience" stores
(stores that carry frequently purchased products like gasoline, milk, and
snacks, and so forth) are open twenty-four hours seven days a week.
Americans
expect individuals to be on time or a few minutes early for approintments;
missed appointments may not be rescheduled. Five minutes late is
acceptable with a brief apology; a phone call and appology is appropriate
to warn of a longer delay. Traffic can causes delays; be sure to
allow enough driving time to your destination.
If you
are invited to a cocktail party, you can arrive a few minutes late; you
do not need to call ahead even if you will be a half hour late.
Holidays
1 January:
New Year's Day. Welcome the new year with parties starting the night before
(New Year's Eve on 31 December).
3rd Monday
in January: Martin Luther King, Jr. Day. Commemorate the birthday of the
African-American civil rights leader, who won the Nobel Peace Prize in
1964.
14 February:
Valentine's Day (not an official holiday). Celebrate love and romance by
exchanging
tokens
of love (usually cards, candy or gifts).
3rd Monday
of February: President's Day. Honor past presidents like George Washington
(the nation's first leader), and Abraham Lincoln (Civil War hero who helped
abolish slavery).
17 March:
Saint Patrick's Day. Celebrate the patron saint of Ireland with parades
and parties decorated in Irish green.
1 April:
April Fool’s Day. Play a clever (but harmless) trick or tell a joke to
someone with a good sense of humor.
Last Monday
of May: Memorial Day. Remember the men and women who died while serving
in the U.S. Armed Forces.
4 July:
Independence Day. View public displays of fireworks as Americans mark the
date in 1776 when thirteen U.S. states declared their independence from
England.
1st Monday
in September: Labor Day. Honor the contributions and efforts of hard workers
throughout the country.
2nd Monday
in October: Columbus Day. Pay tribute to Christopher Columbus, who is traditionally
thought of as the discoverer of the Americas in 1492.
Last Day
in October: Halloween (not an official holiday). Children and adults
dress in costumes to honor the dead. Children go from house to house
to receive a treat.
Last Thursday
in November: Thanksgiving Day. Feast on a traditional meal that commemorates
the dinner of Pilgrims (first settlers of the thirteen colonies) and the
Native Americans.
25 December:
Christmas Day. Celebrate the birth of Christ, leader of the Christian faith,
by exchanging gifts with family and friends.
Meetings
Prior
appointments are necessary. Be aware of the fact that people in the
United States write the month first, then the day, then the year such as
mm dd, yyyy. This can be confusing as this is different from many
Europeans and South Americans, who write the day first, then the month,
then the year such as dd mm, yyyy.
Meetings
are generally informal and relaxed in manner, but serious in content.
An agenda may be distributed before a meeting so the participants will
be prepared to discuss certain topics. Formality is often sacrificed
for efficiency; business may begin immediately with little or no prior
small talk. A successful meeting is short and to the point.
Participation is expected in meetings. Americans appreciate and are
impressed by numbers; statistics are often used to support opinions.
Meetings often end with a summary and an action plan for the participants
to execute; a meeting is only considered successful if something concrete
is decided. One negotiation leader who has the authority to make
decisions is common; team negotiations are rare. The goal of most
negotiations in the United States is to arrive at a signed contract; verbal
contracts may not be legally enforceable. Contracts are legal and
binding; consult a lawyer and read the fine print. Negotiations may
seem rushed compared with those of other nationalities. "Time is
money" to Americans and that they may not think that building a relationship
with potential business partners is necessary. Americans are
very comfortable picking up the telephone and immediately conducting business
with someone they have never met and may never meet.
Deadlines
and commitments are firm; people who miss deadlines are considered to be
irresponsible.
Negotiating
Business
is done at lightning speed in comparison to many cultures. U.S. salespeople
may bring final contracts to their first meeting with prospective clients.
In large firms, contracts under $10,000 can often be approved by one middle
manager in one meeting. While knowing the right people and having
many contacts in an industry is valuable, it is not seen as being as important
for a salesperson as a good history of sales. Sales staff are evaluated
and compensated on their "track records" rather than the potential for
exploiting their contacts.
The "bottom
line" (financial issues), new technology, and short-term rewards are the
normal focus in negotiations. U.S. executives begin talking about
business after a very brief exchange of small talk, whether in the office,
at a restaurant, or even at home.
Directness
in communication is preferred. When Americans say "yes" or "no,"
they mean precisely that; they do not find it difficult to say "no."
"Maybe" really does mean "it might happen"; it does not mean "no."
Before interrupting someone who is talking, it is polite to say "excuse
me" during a pause and wait to be recognized. Silence is avoided
in social or business meetings.
Litigation
The United
States is the most litigious society in the world. There are lawyers
who specialize in every industry and segment of society, from corporate
tax attorneys to "ambulance chasers."
Business
Lunch, Dinner, or Breakfast
Business
breakfasts are common, and can start as early as 7:00 a.m.
Business
meetings are more often held over lunch. This usually begins at 12:00
noon and ends at 2:00 p.m. Lunch is usually relatively light, as
work continues directly afterward. An alcoholic drink (usually wine
or beer) may be ordered.
Dinner
is the main meal; it starts between 5:30 and 8 p.m., unless preceded by
a cocktail party.
Smoking
Smoking
is unpopular in the United States. Restaurants have separate
smoking and nonsmoking sections. Many hotels designate rooms as smoking
and non-smoking. Public and private buildings may ban smoking except
in designated areas. Some people do not allow smoking in their homes and
will ask you to go outside if you want to smoke. Before smoking,
ask if anyone minds, or wait to see if others smoke.
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