Business etiquette in the USA

Business card. While businesspeople always have business cards, they are not exchanged unless you want to contact the person later. Be sure to include your e-mail address, Web site, etc., on your card. Your card will probably be put into a purse, wallet, or back pocket. People may write on your card as well. This is not meant to show disrespect.

Business entertaining. Business breakfasts are common and can start as early as 7:00 a.m. Business meetings are very often held over lunch. This usually begins around 12:00 noon and ends by 1:30 or 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 8:00 p.m., unless preceded by a cocktail party. Like many other aspects of American life, business entertaining and socializing is often informal. Heavy or enthusiastic drinking is frowned on amongst Americans. Before smoking, ask if anyone minds, or wait to see if others smoke. Smoking is generally prohibited in public places: in airplanes, office buildings, in stadiums, and even in bars. Large restaurants in some states usually have a section where smoking is permitted.

When eating out, the cost can be shared with friends. This is called " splitting the bill," "getting separate checks," or "going Dutch." If you are invited out for business, your host will usually pay. If you are invited out socially, but your host does not offer to pay, you should be prepared to pay for your own meal. If you invite a U.S. counterpart out socially, you must make it clear whether you wish to pay.

Americans are quick to invite you to their homes. Arrive on time, as you should for all appointments in the US, and have the host’s phone number in case you’re running late or get lost. Think about leaving by 10pm: many Americans go to bed early and rise early. In the U.S., there is not a big difference between how people socialize with colleagues and with friends. Both kinds of socializing are informal and relaxed. The party is a popular way of entertaining. Instead of a formal dinner at a table, often Americans entertain with an informal buffet or just cocktails and a snack. In addition to parties, common social activities include playing sports, going out for drinks after work, and going to sports or cultural events.

It is not considered rude to eat while walking; many people also eat in their cars (even while driving). However, it is usually illegal to eat on public transportation systems.

Compliments are exchanged very often. They are often used as conversation starters. If you wish to chat with someone, you can compliment something that person has (e.g., clothing) or has done (a work or sports-related achievement). Until you know a person well, avoid discussing religion, money, politics, or other controversial subjects (e.g., abortion, race, or sex discrimination).

Some common topics of conversation are a person's job, travel, foods (and dieting), exercise, sports, music, movies, and books. Certain behaviors are prohibited in work situations, like making sexual hints, touching other employees, offering special benefits in exchange for a personal relationship (quid pro quo, harassment), etc. Guidelines on U.S. sexual harassment law are available at www. americanbar.org/groups/public_e.

PROTOCOL

Greetings. The standard greeting is a smile, often accompanied by a nod, wave, and/or verbal greeting. In business situations, (and some social situations) a handshake is used. It is very firm and generally lasts for a few seconds. Gentle grips are taken as a sign of weakness. Too long of a hand clasp may make businesspeople uncomfortable.

Good friends and family members usually embrace, finishing the embrace with a pat or two on the back. Executives from the United States are well-known for telling acquaintances to use their first names almost immediately. This should not be interpreted as a request for intimacy, but rather as a cultural norm. Even people in positions of great authority cultivate down-to-earth, accessible images by promoting the use of their first names, or nicknames.

In casual situations, a smile and a verbal greeting are adequate. If you see an acquaintance at a distance, a wave is appropriate. The greeting "How are you?" is not an inquiry about your health. The best response is a short one, such as "Fine, thanks."

Titles/forms of address. The order of most names is first name, middle name, last name. To show respect, use a title such as "Dr.," "Ms.," "Miss," "Mrs.," or "Mr." with the last name. If you are not sure of a woman's marital status, use "Ms." (pronounced "Miz"). When you meet someone for the first time, use a title and their last name until you are told to do otherwise (this may happen immediately). Sometimes you will not be told the last name; in this case just use the first name or the nickname. Nicknames may be formal names that have been shortened in surprising ways (e.g., Alex for Alexandra, or Nica for Monica). Be sure your U.S. acquaintances know what you wish to be called. The letters "Jr." stand for Junior and are sometimes found after a man's first name or surname.

Gestures. The standard space between you and your conversation partner should be about two feet. Most U.S. executives will be uncomfortable standing closer than that.

To point, you can use the index finger, although it is not polite to point at a person. To beckon someone, wave either all the fingers or just the index finger in a scooping motion with the palm facing up. To show approval, there are two typical gestures. One is the "okay" sign, done by making a circle of the thumb and index finger. The other is the "thumbs-up" sign, done by making a fist and pointing the thumb upward. The "V-for-victory" sign is done by extending the forefinger and index finger upward and apart. The palm may face in or out. A backslap is a sign of friendship. To wave goodbye, move your entire hand, palm facing outward.

When sitting, U.S. citizens often look very relaxed. They may sit with the ankle of one leg on their knee or prop their feet up on chairs or desks. In business situations, maintain good posture and a less casual pose.

Gifts. In the United States, gift giving at work is less commonplace than in other countries. U.S. gift giving often symbolizes an emotional attachment. It is generally done only at Christmas or at retirement parties. It is not usually a normal part of business.

Business gifts can be given only after you close a deal. Gifts are usually unwrapped immediately and shown to all assembled. You may not receive a gift in return right away; your U.S. friend might wait awhile to reciprocate. Taking someone out for a meal or other entertainment is a common gift. Business gifts are discouraged by the law, which allows only a modest tax deduction on gifts.

Dress. In certain firms, conservative business attire may still be expected; however, many companies have adopted a "business casual" policy. Firms generally have guidelines about specific garments that are not appropriate (i.e., ripped or see-through clothing). However, many items that were not condoned a decade ago are now commonly worn everywhere from networking to manufacturing firms (i.e., khaki shorts, sportswear, etc.).

Five Ways to Succeed	Five Ways to Fail
Be positive and clear about what you do and who you are	Use and sarcastic humour
Network and be visible	Make un-PC comments about sex, race and religion
Deliver on time and on budget	Suggest that Americans lack a sense of humour
Adopt a relaxed and friendly approach	Fail to advise of slippage in the project
Be supportive: modify proposals, don’t reject them	Slip out for a beer at lunchtime

 

 

LECTURE 2