American Business Negotiation

Paper Summary:

This paper explains that, although American negotiation meetings often begin with some form of small talk designed to present an air of relaxation into the meeting, when the time arrives to get the meeting going, Americans are all business. The author points out that the American cultural emphasis on achievement and authority instills a sense of power into the business world. The paper relates that, unlike other cultures, Americans live under monochromatic time; therefore, in their no-nonsense approach, Americans live by the deadline and being tardy is a great offense.

Table of Contents
Presentation
Power
Pressure
Product

From the Paper:

"Presenting oneself as knowledgeable and professional also cultivates an image of power in America. Remember, achievement (which is accomplished through knowledge) is crucial in the United States. In fact, much of the American business mindset rests on a "give-and-
take" system wherein two parties try and reach a compromise through demonstrating their mutually beneficial strengths to each other. In addition, directly approaching an important company executive (rather than blockers) also lends an impression of self-confidence and authority. Self-confidence is also evident through a firm handshake and steady eye contact."

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