American cultural values in business communication: problems and prospects

1.

Completed: Lozhkina Tatiana and
Ekaterina

2.

Introduction
American culture is relatively young
compared to many European, Asian, or
Middle Eastern cultures . Americans have
had a significant impact on negotiation
styles around the world. The second half of
the 20th century is sometimes called the
"era of negotiations", it coincided with the
growing influence of the United States on
the development of international business,
economic and political relations.
Americans have introduced a significant
element of democracy and pragmatism
into the practice of business
communication.

3.

Greeting and acquaintance, according to
American business etiquette, is
accompanied by a handshake. In business
communication, this is typical for both
men and most American businesswomen.
In America, it is not customary to kiss a
hand and exchange kisses. If the
acquaintance is close enough, Americans
cheerfully pat each other on the back.

4.

The United States has very strict laws
governing relations with bribes. Therefore,
it is not accepted to give and accept
business gifts, as there are fears that such a
gesture may be regarded as a bribe.
Instead of gifts, American businessmen can
invite you to a restaurant, to a country
vacation, even invitations to a resort are
possible.

5.

In the process of negotiations, Americans
prefer to devote most of their time and
attention directly to the problem that
requires a decision. Both general ways of
making a decision (what needs to be done)
and individual details that contribute to
the implementation of the agreement (how
to do it) are subject to discussion.
Therefore, Americans usually prepare
whole "packages" of proposals for
consideration. They willingly use the "trial
balloon" technique

6.

Americans ask a lot of questions. Some of
the Americans' questions may seem
elementary and straightforward. You may
also be asked very personal questions. This
is how their genuine interest usually
manifests itself.
In conversations, in negotiations, Americans
prefer causal arguments, suggesting that the
conclusion is made on the basis of factual
evidence. This type of argumentationis
generally characteristic of the Anglo-Saxon
negotiation style and differs, for example, from
the traditions of Roman law, where the
starting point of the proof is a certain principle
with the proof itself being constructed as a
demonstration of the application of this
principle

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Americans believe that they are well
versed in the business of any country.
They often show egocentrism* in the
technology of business communication
and believe that the partner should be
guided by their rules. They are only
interested in real and concrete projects.
They are always knowledgeable and
competent in all matters of the upcoming
negotiations. Their characteristic
independence makes it possible to make
decisions easily. The American style of
negotiation is characterized by sufficient
professionalism. They do not tolerate long
delays in negotiations.

8.

American businessmen are a diverse
phenomenon both from an ethnic point of
view and in relation to entrepreneurship.
They are all united by two traits patriotism and entrepreneurship. And
another feature of this nation is its
trustfulness to people, because of which
Americans sometimes become victims of
deception. If we add another characteristic
feature - truthfulness, then the moral
portrait of a representative of American
business circles at the negotiations will
become clear. By the way, this is where the
well-known intolerance to lies comes from.
Lying in the eyes of an American can
destroy a person's business image and the
reputation of the firm on whose behalf he
is negotiating.