DOING BUSINESS IN THE USA
Communicating is a natural talent of Americans. When negotiating partners meet, the emphasis is on small talk and smiling. Their sense of humour is more direct than in the UK. Informality is the rule. Business partners do not use their academic titles on their business cards. During conferences they serve sandwiches and drinks in plastic or boxes. This pleasant attitude continues in the negotiation itself. US negotiators usually attach little importance to status, title, formalities and protocol. They communicate in an informal manner and call their partners by their first names. Their manner is relaxed and casual. The attitude “time is money” has more influence on business communication in the US than it does anywhere else. Developing a personal relationship with the business partner is not as important as getting results.
I. Answer the questions about the text.
1. Can Americans communicate well?
2. What is very important during the first meeting?
3. How do they serve meals at the conferences?
4. Are negotiations in the USA formal or informal?
5. What is not very important for Americans in the negotiation?
6. Do people call their business partners by their first names or last names?
7. In what manner do they conduct talks?
8. What is more important for Americans – to establish good relationship or to get a result?