Small Talk

Small talk in the USA gets communication going. Small talk allows people to get a sense for the overall atmosphere. Americans seldom jump directly into serioius business subject matter. 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

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

Lines of Communication

Because Americans, those leading as well as those being led, prefer specific, command oriented tasks (both what and how), they maintain shorter lines of communication: more interaction, status meetings, iteration on tactical issues. Examples

Discretion

Sensitive feedback discussions in the U.S. business context are almost always done in one-to-one talks. Discretion is highly important. There is very low tolerance for open criticism of colleagues in the presence of the team. Examples

Durability

For Americans durability is relative. Products don’t last forever. Change is constant. Products must adapt to the changing needs of customers. Americans value durability, but within a shorter time frame. Examples

Expectations

The American customer expects the supplier to deliver a product or service as defined by the customer. The customer expects the supplier to orient himself fully towards their needs and to respond as quickly as possible. The supplier is expected to adapt to any change in scope. Examples

Time

In the U.S. an imperfect but fast decision is often preferred over a perfect but slow decision. Imperfect decisions can be corrected. For Americans speed is always of the essence. 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

Controversial Topics

Americans avoid any tension which could damage a personal or working relationship. They seek out commonalities, look for reasons to connect, not separate. It’s difficult to argue about the weather. Examples

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