United States – Page 100 – understand-culture

Guaranty vs. Tool

For Americans processes are tools, a means to an end. Processes enable people to organize their work and their interaction. Processes cannot and should not replace human judgment. Examples

Evidence

When resolving a conflict American managers see themselves more as judge than mediator. They consider both objective facts and subjective witness testimony. Examples

For Americans quality is just one of several product characteristics. And it is always a function of price. In fact, in the U.S. market it’s all about value, about the relation of quality to price. Examples

Inform vs. Sell

In the U.S. business world to persuade means to sell persuasively. Persuasive argumentation leads the audience to a choice. The audience is then asked to make a decision. Americans ask the so-called closing question in a direct and frontal way. Americans sell. Examples

Past vs. Future

For Americans to be realistic means understanding what is possible. The possible is determined not only by past and present circumstances, but also by the ability to shape a new future. Persuasive is explaining how to move from the present into the future. Examples

System vs. Particular

Americans are particularistic in their thinking. They prefer to break down complexity into its component parts, in order to focus on what is essential. Americans are skeptical of theory. Facts and experience are far more persuasive. Examples

Risk

Historically America has always had generous margins of error: resource rich, protected by two oceans, two neighbors posing no threat. Mistakes were seldom costly. Risk-taking often paid off. Americans take risks. Examples

Context

Once Americans enter into an agreement they are in constant contact. They see no reason to go into great depth about the context. But also because they reserve the right to exit the agreement. Examples

Deliverables

Americans expect the initial parts of a deliverable as quickly as possible. A partial deliverable early often meets the needs better than the complete product later. Speed beats completeness. Examples

Follow-up

In the U.S. follow-up is frequent. Americans enter into many agreements and on a constant basis. Follow-up is how they maintain a common understanding of the status of those agreements. Examples