Intercultural Training for the USA

American Business and Culture: An Overview

Dr. Kristin Gissberg

April 23, 2014

What is the most common mistake in American-German relations?

One CEO told me, “I’ve spent a lot of time in the U.S. and I speak English almost as well as I do German. In terms of philosophy, I know all about ‘burning the midnight oil’ and being ‘lean and mean’. I’m not sure you have much to teach me.” What he was describing is called the trap of similarity. It’s the most popular mistake in U.S.-German business relations.

- Patrick Schmidt, Non-conventional Truths about American-German Business

So, what are Americans “all about   ?” Stereotypes:

What is America like? What are Americans like?

What Americans think about Germans?

What Germans think about Americans?

„Lederhosen“ clothing White sneakers and white socks!

Beer and „Wurst“ eating Coke and Hamburgers

Efficient and accurate working Trial and error

Cold in the beginning, then friends for life

interaction Friendly but superficial

Confusing: formal (Sie) and informal (du) „you“

communication Strange: informal, addressing everyoneby their first name

USA FACTS: Where, What, How

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Facts:

Georgraphy: The "Contiguous United

States" or “touching” states refers to the 48 states that do not include Alaska or Hawaii.

The USA shares a northern border with Canada and a southern border with Mexico.

Puerto Rico is an unincorporated territory of the United States, located in the northeastern Caribbean, east of the Dominican Republic and west of both the United States Virgin Islands and the British Virgin Islands.

Culture: As an immigrant culture, most

Americans have interest in, and know where their ancestors originated from.

You will commonly hear people claim that they are Swedish or German, or half Irish, have Native American (etc.) by which they mean to describe their family lineage.

People tend to strongly identify with this lineage, even if their idea of what it means to “be Swedish” is based on narrative, cultural mythology, and indeed far from what actual Swedish culture is all about!

When you tell people you are German, do expect them to reply – “Me too!” – even if they have never been to Germany.

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Population: As of April 1, 2013, the United States had a total resident

population of 315,773,000.

Capital City: Washington D.C. (Washington, D.C. or The District) not to be confused with Washington State

Language: There is no "official" language for the United States, although some individual states list English as their official language. Spanish is widely spoken.

Buildings: In North America the ground floor is considered the first floor.

Cell phones are the way to go. With the great contracts that are now being offered, fewer and fewer people have fixed phones – so called “landlines” - anymore.

Lifestyle

Car Culture:

Currency: US Dollar1€ = 1.4$

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Americans love their cars! “Bigger” for Americans often translates to “safer.” Americans will often take a “Sunday drive” just to get out, feel the

wind blow through their hair, and see the sights from the comfort of the car.

Americans will also often eat in the car, even while driving.

Miscellaneous: Ice cold drinks and ice cubes or crushed ice in drinks are common. Drinking fountains are everywhere. Drinking tap water is very

common, even in restaurants. Public restrooms rarely have attendants and are almost always

free. Dogs are not allowed in restaurants.

Swearing:Americans do it a lot. Using profanity is commonplace, despite age, education, race, or gender, and can be used equally as a way to relax a situation and bring familiarity to it, or to aggravate it. As written recently in the New York Times… (see slide)

Pop Quiz: Most Americans are inclined to be overly optimistic about anything they undertake because:

1. they are brought up with everything given to them. 2. they are continuously told at school that anyone can

become President of the US. 3. the nation has had a relatively positive history. 4. the nation has had unlimited resources at its disposal.

Nationalism: Germany vs. USA

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Germany: Flag and nationalism is not so import because of a “dark spot in

German history. After the Soccer World Cup 2006 the German flag was suddenly

visible everywhere. To love Germany means to love the history but of course history

needs to be treated with a special sense because of some dark sides.

Soldiers wear uniform with the German flag. Germans typically have a hard time to remember “die

Nationalhymne.”

USA: Flag and pledging the flag is very important This is done everywhere and every day in school. You can see the

American flag everywhere and it seems that „The Americans“ are really proud of it.

The American flag is very popular also on clothes and accessories. Americans know their pledge by heart.

Facts:

The US flag is comprised of 13 alternating red and white stripes, which represent the thirteen British colonies that declared independence from the Kingdom of Great Britain and became the first states in the Union. The 50 stars on the flag represent the 50 states of the United States of America.

It is nicknamed “Stars and Stripes” and “Old Glory”

The flag is often pictured with the national bird, the bald eagle.

“The Star Spangled Banner” is the national anthem of the United States of America.

The national anthem is traditionally played at the beginning of public sports events and orchestral concerts in the United States, as well as other public gatherings.

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It was in the news Beyoncé performed a pre-recorded version at President Obama’s second Inauguration.

The Pledge of Allegiance of the United States is an expression of loyalty to the federal flag and the republic of the United States of America.

Government

Germany: Democracy Germany uses a mixture of proportional and majority systems in

order to ensure that the proportion of parliamentary seats a party receives is exactly the same as the proportion of voters favoring that party (if that proportion is bigger than 5%) while also allowing for local representation. The German system gives more power to the parties, since they can decide which candidates to place on the list from which the parliamentarians will later be drawn.

USA: Representative Democracy The US uses the majority system throughout, meaning that voters

get to decide between several candidates, and a candidate needs more than 50% of the votes in order to win

There are many political parties, but the TWO primary ones include:the Democratic Party and the Republican Party

Money, it’s a crime…

Economy

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Germany: Socialist (more or less) The social market economy (German: “Soziale Marktwirtschaft”) The German mixed economic model relies on private enterprises and the government., regulation to establish fair competition, maintaining a balance between a high rate of economic growth, low inflation, low levels of unemployment, good working conditions, social welfare, and public services, by using state intervention

USA: Capitalist

The individual performance drives the economy. Money rules the world!

Rags to riches belief, anyone can become successful! Minimal government interference.

Penny, nickel, dime, quarter, and on rare occasions, a one or two dollar piece.

Quarters are not Euros! – Basically, we use coins, or pocket change, just for very small things. Unless you are purchasing something from a vending machine, or a store with a cash register – forget the change! This is particularly true in restaurants, cabs, and any situation where you’re expected to tip.

Don’t “nickel and dime me!”

Pennies are just annoying, and usually collect over the years in some forgotten jar, or collect in a child’s “piggy bank”

Do’s and Don’t’s for USA Tipping Culture:

Do tip at least 20 percent in a restaurant to your “server.” Do tip at least a dollar or two per drink at the bar (if sitting at the

bar, tip more and you’ll most likely receive “a buy-back” on your third drink, if you tip well, are nice, and uncomplicated.

Do tip your taxi driver – 10-15 percent. Do expect to give holiday bonuses at Christmas to doormen,

nannies, babysitters, or anyone who helps to make your life just that much easier.

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Basic Core Values

Americans it is very important to have freedom and feel free. A very ex. the

“right to bear arms” (to have a gun) mentioned in the constitution. Optimism and belief in a better tomorrow

Germans Security

How to get things done, American style

In general, all aspects of interpersonal interaction tend to be casual and informal.

This is particularly true of the West (Washington, Oregon, California) where the modus operandi involves taking one’s time (no New York minute here!), everyday kindness, and a relaxed mentality.

In Business: The general approach to everyday life remains the same, but

translates into the workplace. Yet, business culture is individualistic, aggressive, highly

competitive, and at the same time, friendly and personable. “Pull yourself up by the bootstraps” or “bootstrapping” is the

common and expected American ethos – which means find a way to do it yourself – and get the job done.

“Yes we can”

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Pop Quiz: Which iconic American image is replicated here?The emphasis is on Progress; and the main question is – how are we going to make this better?

This cashes out into a business climate that is: dynamic active and aggressive(opposed to more passive model in

Germany) with an aim for win-win, but in the end it is survival of the

fittest Win-win/ dog-eat-dog

Cultural differences in the World of Business

The following advice is given to Americans preparing to work with Germans (from Intercultural Communication in Organizations):

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Interacting effectively with Germans

1. Be prepared. In business, the Germans will be informed and will expect that you are, too.

2. Engage in only minimal small talk. 3. Be informed about, and use, appropriate titles. 4. Avoid emotional appeals. Emphasize facts and

figures. Germans respect quantitative reports. 5. Observe hierarchical seating and order of speaking. 6. Organize your presentation in compartments, and

have your specialists present their own areas separately and as distinct parts of the presentation.

7. Be punctual; start and stop as you planned. Follow your agenda closely.

8. Avoid humor. Be frank, direct, and honest. Demonstrate that you have done your homework.

** Based on this presentation, what initial ideas might you have for effective ways of interacting with Americans?

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Communicating:

Andere Länder, andere Sitten / When in Rome, do as the Romans

Part 1 : Style and Tone

Even when we are thoroughly aware of all the barriers to effective cross-cultural communication and make use of available aids and tools to assist us in communicating with people from cultural and linguistic backgrounds different to our own, misunderstandings will occur.

Misunderstandings occur in all communication, even between people from the same cultural and linguistic background. We cannot expect to get it right all of the time, but we can die trying.

Pop Quiz: What American colloquial phase is used here, and what does it mean?

Softer Criticism, louder voice:

Germans make more use of upgraders, such as bestimmt, absolut, durchaus, vollig to reinforce the intensity of their statement. A German would say, “Das war absolut unverschamt”.

Americans, on the other hand, tend to apply more downgraders to make their sentences weaker and less definite. Examples are sort of, kind of, well, maybe, somewhat. Thus, a typical statement from an American would be “Well, it’s sort of bad”.

While Americans will soften their criticisms, requests, or complaints, they will speak LOUDLY!

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American vs German Ways

English you is used for everyone, making no distinctions for social standing or levels of formality and informality.

Like almost every language other than English, German makes a distinction between the formal you (Sie) and the familiar you (du). More…

The English word “friend” covers a much wider range of acquaintance levels than German Freund.

The term Freund in German implies a long, deep friendship, not a casual acquaintance.

In English, the distinction between “friend” and “acquaintance” is often blurred. Sometimes the words are used interchangeably.

German-speakers make a clear distinction between Freund (friend) and Bekannter (acquaintance). The words are never used interchangeably.

If someone asks an American what her/his name is, the reply will usually be the first name.

If someone asks a German what her/his name is, the reply will usually be the last name.

Another common German verbal habit is the use of the modal verbs mussen and sollen, used some what differently and more frequently than Americans do, which can make their style seem stronger and less diplomatic. Thus, a German would not think it odd to say, “Das muss so sein”, where an American might express this opinion more diplomatically, using the conditional as “It would be good if we could do it that way.” Similarly, Germans tend to use direct imperative more frequently than do Americans; for example, in a restaurant a customer might simply “Bringen Sie uns zwei Bier, bitte”, whereas an American might use a question format instead: “Could we have two glasses of beer please?”

Informal address First names are used to personalize and humanize a client, business-

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partner, or colleague. Other methods may be used (see Indirect Questions) to show respect or formality. If you don’t use first names, especially when it is clear that it is appropriate, people will see you as disrespectful and impolite – exactly the feeling you are trying to avoid giving.

Even if you know the surname of a person, it is typical, even when you first meet them to use only their first name. It is highly unlikely that one would say, “Pleased to meet you, David,” and he would reply, “Please call me Mr. Smith?” On the contrary, it is quite common for one to say, “Good morning, Mr. Smith,” and he responds with, “Please call me David.”

That Germans are comfortable when somewhat distant is something Americans can’t understand, not intuitively. It feels wrong to them. They look at what Germans consider a socially-comfortable setting and see a lot of people acting like they’re uncomfortable. Americans feel it is their duty to correct the situation. After nearly four centuries, the New World is still at odds with the Old.

Formal address

For very formal situations the use of a surname is accepted. You can, and in some situations should, refer to men as “Sir” and ladies as “Madam”, particularly elderly people or those in positions of power. Avoid “Ma’am” unless you are in the South.

Men are normally, of course, always “Mr.” Women are normally referred to as “Ms.”

This term was created relatively recently to avoid sometimes embarrassing confusion over the marital status (or otherwise) of a woman. A married woman will, of course, be happy to be addressed as “Mrs.” (although it can be offensive if you refer to a women by incorporating her into her husband- Mrs. Brad Pitt), but “Ms.” is perfectly acceptable for all women – so much so, that it is the title of a popular “feminist” magazine.

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Directness vs Indirectness

Directions: Please organize these sentences in the order most direct to most indirect. You want someone to open a window.

1. Would you please be so kind as to open a window?2. It’s hot in here.3. Please open the window.4. Open the window.5. Could you possibly open the window?6. I was wondering if you could open the window.7. Would you like to open a window?8. Don’t you think it’s a little hot in here?

Most direct ___ ___ ___ ___ ___ ___ ___ ___ Most Indirect

Directions: Try to make the following statements more American.

1. You must do this by Monday. _______________________________________________

2. Your report contained a lot of mistakes. ________________________________________

3. Could I have two beers please? ______________________________________________

4. I can’t find the sales figures. _______________________________________________

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**Common everyday phrases that can be heard in a Work Context:

American Phrase Foreign Interpretation

“See ya later.”To schedule a definite future contact

“Y’all come for another visit.”Bring more people next time; “y’all” interpreted to mean “more”

“You’re on a roll.”I look like a hot dog or hamburger?

“Let’s use a shotgun approach.”

Shoot our competition?

“Let’s organize this like a Chinese menu.”

Offensive to Chinese counterparts

“Send me your response ASAP.”

Have no idea what you’re talking about

“I have to find a bathroom.” You’re going to take a bath now?“It’ll take me the better part of the day to finish this report.”

Which is the better part? Morning, midday, or evening?

“We need to cover all the bases.”

Do we need a blanket?

** Do you know what they mean?

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Communicating

Part 2: Small Talk

Small talk is essential for life in the States. Americans love to discuss the weather, sports, the relative deterioration of modern life (also known as “Things were better in the old days”), their nightmare journey to work/home/your appointment, the cost of living/housing/etc.

It is, however, essential to not state opinions too strongly, and to

give the other person ample chance to express their feelings. Often a person will ask a “leading question” such as “How was you day?” purely so that after you have answered you will say “And how was yours?” so they can recount a detail of their day. If you do not ask the return question, they may be upset. It’s the protocol of small talk.

Most subjects are safe ground for small talk, but local and national

weather, all sports (but especially American football, baseball, and basketball), and the family – especially kids – are the most common.

Religion and politics can be tricky, and should be treated with care, but nevertheless are often discussed – particularly if you are in agreement about the given topic.

If you can master the subtleties of this balance between optimism

and pessimism, you will succeed in making perfect small talk.

Pop Quiz: An American calls and asks, “How are you doing?”. You should:

1. say, “OK, thanks. How are you?”. 2. explain to him how hard it is to work after the fight you had

with your spouse. 3. discuss your current health problems. 4. ask him if he/she has time to listen to a long answer.

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Case Study: Small Talk

Hans Schumacher works for an American firm near his hometown of Düsseldorf. Many of his co-workers are expatriates with whom he gets along with extremely well. Schumacher and his family were recently invited to Tom Lennon’s home for a special “Mexican fiesta” evening.

Hans, Tom and their wives found the dinner very enjoyable. They talked about almost everything: the American way of life, the best places to visit in the U.S. and Germany, which country has the best beer, and so on.

However, as soon as Hans tried to bring up a serious subject (such as the political direction of Germany or American social problems), his talk feel on deaf ears. Tom went back to non-controversial subjects while insisting they eat more tacos.

What happened here?

1. When Americans put on a theme party, the last thing they want to talk about are society’s problems. A “fiesta evening” is meant for having fun.

2. Americans are very sensitive to issues that might in some way attack their country. Subjects such as these are avoided.

3. Americans are uninformed and badly educated when it comes to understanding and discussing issues affecting the world. To avoid being exposed as ignoramuses, they retreat to trivial themes.

4. Americans find serious subjects not worth their time.

Pop Quiz: Americans are masters of “small talk” at cocktail parties because they:

1. are shallow and not very serious. 2. are used to quick, informal conversations. 3. see it as a harmless way of networking with people,

establishing new business contacts4. will risk talking about anything, even if they know

nothing about the subject and make fools of themselves.

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Communicating

Part 3: Email

Striking the right tone in formal and informal written communications, particularly via emails, can be rather tricky. The following 3 give examples of formal, semi-formal, and informal emails.

Example 1.

From:To: klay@enron.comSubject: Invitation to Participate - CERA Leadership Circle Date: Mon, 7 Jan 2002 13:36:29 -0800 (PST)

Dr. Kenneth L. Lay Chairman & CEO Enron Corp.

Dear Dr. Lay:

You are cordially invited to participate as our guest in the 2002 CERA Leadership Circle, to be held in conjunction with our annual Executive Conference in Houston, Texas, February 10-15, 2002. The Leadership Circle is an exclusive program that is one of the highlights of CERAWeek, bringing together top decision-makers in the global energy community for informal peer-level discussions and presentations by thought leaders. The proceedings are informal and relaxed, designed to maximize ideas, exchange, and relationship building. Participation is by invitation only and is exclusively for senior executives and ministerial officials.

The Leadership Circle will commence Sunday, February 10th with dinner. The program continues Monday afternoon and features breakfast discussion sessions Tuesday through Friday. This year's program will beparticularly timely and important. Our focus is on the new dynamics of geopolitics, the global security agenda, the economic future, and the new battle over globalization and the marketplace. Our aim is to offer thoughtful insight on the future political and economic landscape and what this means for energy.

We hope you will join us for this unique opportunity to shareexperiences and perspectives at this time of great turbulence andchange. We will be sending you a formal letter of invitation later in

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January.

If you wish to confirm participation now, please complete the registration form found on our website at http://www.cera.com/lcircle2002/lc2002_enroll.pdf (requires Adobe Acrobat Reader). Please fax this form CERA registration at +1 617 498 9176.

Alternatively, if you have any questions, please contact Sabrina Wisner via e-mail at swisner@cera.com.

Sincerely,

Joseph A. Stanislaw CERA President and CEO

Example 2.

From: stanley.horton@enron.comTo: cindy.ward@enron.comSubject: RE: Indy 500 InvitationCc: jim.kolodgie@enron.comBcc: jim.kolodgie@enron.comDate: Mon, 7 May 2001 14:49:00 -0700 (PDT)

Unfortunately I am not going to be able to accept your generous offer to attend the Indy 500. My wife and I have 1 year-old twins and I was hoping to get our Nanny to pull some week-end duty to help my wife with them as I went to the races. Unfortunately I was not successful in doing that. Leaving her to look after two infants while I attend the races didn't seem right. Thanks for the invitation!

Example 3.

From: Cindy Ward/ENRON@enronXgate on 05/04/2001 12:02 PM To: Stanley Horton/Corp/Enron@Enroncc:

Subject: RE: Indy 500 Invitation

Stan,Monday is fine. We hope it works out, we would love to have you as our guest.

Cheers, Jim

-----Original Message-----From: Horton, StanleySent: Friday, May 04, 2001 8:08 AM To: Kolodgie, JimSubject: Re: Indy 500 Invitation

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Jim, thanks for the invitation. I should know by Monday if I can make it. I hope that is ok.

Case Study   : Objective and Relational work levels

An American engineer is department leader in a German company. Because of an urgent order, he asks some of his staff to come in on Saturday to finish the work. They come (and are paid overtime). On Monday, the American department leader goes to those who worked on Saturday to thank them and say they had done good work. His German co-workers appear surprised and astonished.

What happened here?

Why did the American thank the German workers? Why did the German workers react in this way?

Tips for communicating from John Mole, consultant and author on working effectively in the different business cultures of Europe; his book is entitled, Mind Your Manners

“ Humor is a mine field. Americans are famous for the irrelevant and so often unfunny joke that kicks off a speech or presentation. In Britain and Ireland a sense of humor is part of the job description. It is the lubricant of everyday interaction. Yet in many European countries humor is taboo in a formal business context. To make a joke at a meeting, even if it is meant to calm things down or soften a criticism, may be viewed as trivial, offensive, or just plain stupid. And this is if the joke is understood. Humor travels very badly. Communication is not only about

Cultural mishaps…

Clairol introduced the "Mist Stick," a curling iron, into Germany only to find out that "mist" is slang for manure.

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language. It is body language, dress, manners, attitudes, and conventions of behavior. Imagine you are at a meeting with Dutch or Danish associates and it gets to be lunchtime. If you break off and go to a good restaurant, they will think you are not serious about the business. They prefer a sandwich and a glass of mineral water. If you are meeting with French or Spanish and you offer them a sandwich instead of going to a restaurant, they will think you're not serious. They go out to a good restaurant instead.”

Work Customs in the USA

Working practices in the USA

In accordance with American business protocol, punctuality is essential at any business meeting .

• When making business appointments it is best practice to do so several days in advance.

Flexibility, adaptability, multi-tasking.

Structure and hierarchy in USA companies

Today, American businesses maintain relatively “flat” hierarchies. The principle divide is between managers and other ranks.

In general, the board of directors is the principle decision-making unit. Major decisions are made at the very top.

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Working relationships in the USA

USA managers generally favor the establishment of good working relationships with their subordinates.

A manager’s role clearly involves overall accountability and responsibility, but also his or her individual role. This means that a manager should be prepared to “step in” – even in a subordinate role—when needed.

A manager’s ability and willingness to do so, in combination with interpersonal and leadership skills, is what earns him/her respect in the workplace, not the title ‘manager’ alone.

A well-respected manager doesn’t bark orders, but instead, rolls up his or her sleeves and is prepared to do any job to get it done on time.

The boss often takes the role of a coach, creating an atmosphere of support and encouragement.

Teamwork is very important. However, there exists a strong feeling of individual accountability for implementation and error.

Socializing with colleagues after work is normal in the USA. Havinga drink during “happy hour” particularly on “hump day” (Wednesday, hump- middle of the week) or Friday (TGIF) is normal. It is also quite common for bosses and managers to join with all ranges of workers, including office assistants (secretaries).

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Pop Quiz: The United States doesn’t have an extensive apprenticeship system like Germany because:

1. the U.S. has always favored standardized, time-saving production processes (Taylorism).

2. the German system is regarded as old-fashioned and unnecessary.

3. at the beginning of the Industrial Revolution, American possessed enormous natural resources and land, but few skilled workers.

4. Americans gain skills on-the-job — they “learn by doing”.

Individualist vs Collectivist

Individualists Collectivists

Identity is based on the individual Identity is based on the social network to which you belong

Honest people speak their minds Harmony should be maintained

Communication is low-context Communication is high-context

Employer-employee relationships are based on a contract

Employer-employee relationships are like a family

Decisions to employ people take skills into account

Decisions on employing people take the group into account

Management is management of individuals

Management is management of groups

Task is more important than relationship

Relationship is more important than task

American Business Meeting:

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Business meetings in the US are often structured but not too formal and begin and end with social conversation.

First names are used almost immediately with all colleagues. Exceptions are very senior managers. However, you should always wait to be invited to use first names before doing so yourself.

Stand-up meetings are quite common. Max 15 minutes, used for any meeting where quick decisions need to be made.

Business cards are protocol and can “say something” about who you are. (American Psycho Clip)

Negotiations and decisions are usually open and flexible. Your American counterparts will favor a win/win approach.

Once a decision has been made, Americans may see the need to change it later.

Americans generally consider risk-taking a positive characteristic, a sign of initiative.

This means that:

- Everyone can speak, and everyone has the right to make a point

- There is openness to brainstorming and talking through together until the best possible solution is reached.

- “Tossing around” ideas and “working through” collectively is expected.

**In an interview, John Mole says the following about business meetings across cultures ( from US Expatriate Handbook):

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Q: Surely a meeting is a meeting is a meeting.

A: Not at all. The function of the meeting can be radically different from culture to culture. Things which we take for granted-the role of the chair, the agenda, the minutes, the need for consensus, time keeping, follow-up-can be very different in other countries. Broadly speaking, in Germany a meeting is a vehicle for experts to exchange information. Participants are well prepared and do not expect to be questioned or challenged. For the British and Dutch, it is a forum for interested parties to debate ideas and come up with a recommendation and an action plan. Everyone is expected to make a contribution. In France, a meeting is for the boss to announce decisions which have been made elsewhere or to solicit specific information. It is not a forum for debate. For Mediterraneans meetings are for making official the decision that has been made in the restaurant or the coffee bar and for sorting out the politics and the personal relationships that the decision affects. Such differences affect every aspect of business life, not just meetings: planning, control, teamwork, communication, recruiting, decision making. And we all think that our way of doing things is the right way. But if we are to seize opportunities in the changing global marketplace, we have to learn to understand and work with different ways of doing things. Understanding the dynamics of cultural difference is a vital competence for business leaders of today.

Case Study: Communicating and Presenting

When Daimler- Benz and Chrysler merged in 1998, the two companies announced they would hold joint board meetings. At the first encounter, it was decided that each company would present itself. Both sides

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wanted to make a good impression to their counterpart. However, each had radically different ideas on what constituted a good presentation. The Germans began with a long introductory statement, the history of the company, its model range, future prospects and all this with lots of detailed background information and transparencies. The presenters tended to have a rigid body posture, speaking in a deadpan voice for almost 2 hours. The Americans, on the other hand, got straight to the point about Chrysler, basically talking only about their model range with lots of showy effects and easy to remember statements. Their body language was more that of an over enthusiastic salesman. It was about 25 minutes long. Both sides sincerely believed that they were communicating well. Yet it quickly became apparent these different communication styles weren’t working when Chrysler’s former CEO Robert Eaton, told a journalist from the Stuttgarter Zeitung his impressions of German board meetings. He said: “The Germans have a penchant for coming to all meetings armed with tons of overhead transparencies and colored charts. It’s an absolute information overkill.”

** What happened here?

Summary: American Business Etiquette Do’s and Don’ts

DO be chatty, relaxed and friendly. Make small talk, smile and engage with those around you. Being sociable is the key to success in an American business environment.

DO remember to shake hands with a firm, confident grip on first meetings.

DO make eye-contact with your American counterpart and use body language to communicate (Americans love to talk with their hands – not to be confused with “talk to the hand”).

DON’T ask very personal questions regarding your American

counterpart’s background, occupation or income. People will frequently volunteer this information, but don’t interrogate them!

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DON’T treat your secretary like “a secretary” or your boss like “a boss”.

DON’T underestimate the importance of humor in all aspects of business.

Office Dress code : Wear what is deemed appropriate by the organization Smart/casual or “modern business dress” Friday in many offices is “casual Friday”

Discrimination in the workplace Discrimination happens every day in work place, in both positive

and negative ways. People are very conscious of positive discrimination, and in many cases will cultivate it to foster diversity

Affirmative action – illegal in California. Prop. 209; 1996

Building Relationships and Office Culture

Small talk is essential to office culture, and is a key factor in developing trust, understanding, and profession level of respect. By being familiar and informal, one displays – as Americans say – that they are personable.

This is also key to rebuilding trust, if a relation has become strained. Simply asking about family or showing pictures of your own family shows your willingness to “let bygones be bygones,” to “get back on track,” and ultimately to “move on.”

Socializing with colleagues

Your colleagues can be your friends too! A beer after work is normal, even expected. Additionally families will occasionally host or attend “get-togethers” on weekends.

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An element of personal connection is very important; at the very least, co-workers need to be civilized.

Cutting straight to the chase – unless prefaced by saying, “let’s cut straight to the chase” – is not an option. However, note that there can be some flexibility to this general rule, particularly with East Coasters such as Bostonians or New Yorkers.

Pop Quiz: An American tells a German co-worker, in passing, “We should get together this week.” This means the American wants to:

1. invite the co-worker home for dinner. 2. be invited to the co-worker’s home for dinner. 3. have lunch with the co-worker at the office cafeteria. 4. get know the co-worker better.

Working hours: 9-5 is a great thing, but basically does not exist in America. The culture of individual accountability means: come early, work until you finish your work, take work home if necessary. Structure of working day is based around what needs to get done – not on the hands of the clock.

Pop Quiz: Which famous American Country Western singer sang the song “working 9 to 5”?

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Job Security: Increased unemployment in recent times coupled with a highly competitive work culture – heightens the workers’ need to remain cutting-edge in his or her performance. The fear of consequences if one does not perform exceptionally informs work place behavior, keeping it lively and fast paced. One could compare this with Germany, where job security is more set.

Holidays: America is a Work! Work! Work! Culture! Unlike Germany, leisure time in the States is negotiable. Legal Holidays that are observed nation wide include:

New Year's DayMartin Luther King DayPresident's DayMemorial DayIndependence DayLabor DayColumbus DayVeterans DayThanksgiving DayChristmas Day

January 1third Monday in Januarythird Monday in Februarylast Monday in MayJuly 4first Monday in Septembersecond Monday in OctoberNovember 11fourth Thursday in NovemberDecember 25

Social Culture: Daily Life in America:

Americans may not receive six weeks of paid holidays or leave the office promptly every day at 5pm, but we do find lots of reasons to celebrate. Here are some examples:

Halloween is particularly popular in the greater Boston area – due to the proximity to Salem, MA – know for the Salem witch trials. These were a series of hearings and prosecutions of people accused of witchcraft in colonial Massachusetts between February 1692 and May 1693.

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Thanksgiving falls on the 4th Thursday of November; the date changes every year, so check your calendar to make sure you don’t miss out. In the United States, the modern Thanksgiving holiday tradition is commonly, but not universally, traced to a poorly documented 1621 celebration at Plymouth in present-day Massachusetts. The 1621 Plymouth feast and thanksgiving was prompted by a good harvest. Pilgrims and Puritans who began emigrating from England in the 1620s and 1630s carried the tradition of Days of Fasting and Days of Thanksgiving with them to New England. Several days of Thanksgiving were held in early New England history, and these have been identified as the "First Thanksgiving", including Pilgrim holidays in Plymouth.

Shopping and Daily life:

“Going to the mall” - People of all ages will commonly “go to the mall” on Saturday – and spend their day shopping, eating in the “food court,” people watching, or for elderly people, “mall walking.” This is particularly popular for teenagers, who use the mall as a chance to get away from their parents and hang out with school friends without determinate time or plan.

Costco - a favorite for stockpiling for the impeding zombie apocalypse – or just some extra toilet paper.

24/7: several shops are open 24 hours a day including many drugstores:

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American Drugstore= Apotheke and Rossmann all rolled into one. (Walgreens, Duane Reade) are stores where you can fill your prescription, buy beer, and test out the latest shower gel, all in one stop – and in many cases, any time you feel like it.

Although many stores are moving towards earth-friendly options, you will not be required (as in Germany) to either bring your grocery bags from home, or purchase them at the store.

Wal-Mart, K-Mart, Target – three major stores for “one-stop-shopping!”

Wal-Mart: A case study in German/US Business

Wal-Mart has more than 4,000 stores in the United States. Of all Americans, 90% live within 15 miles of a Wal-Mart. On average, every American household spends just more than $2,000 each year at Wal-Mart. In the United States, every seven days, 100 million people shop at a Wal-Mart. Wal-Mart is also successful internationally. It is the largest retailer in both Canada and Mexico, and the second largest in Britain. Worldwide, more than seven billion people shop at Wal-Mart. That’s more than the world’s population. So, success, both nationally and internationally. But as Landler and Barbaro note in 2006 Wal-Mart closed its stores in Germany. The chain has had difficulty breaking into the Korean and Japanese markets as well. Something was not working in Germany, and many believe that some of Wal-Mart’s international problems stem from the company’s arrogance and overestimation of its competence. For a company that boasts seven billion customers a year, a certain degree of confidence is understandable. But in some places, Wal-Mart’s attempts to impose its values on the market just do not work—at least not in places such as Germany, Korea, and Japan. Referring to its failure in Germany, a Wal-Mart international spokesperson commented that it was a good lesson for the company and that they have learned to be more sensitive to cultural differences. For example, many Germans found the idea of a smiling greeter at the door strange, many male shoppers interpreted it as flirting. The company also failed to foster good relations with German labor unions (Wal-Marts in the

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United States are not union). At one point during its tenure in Germany, Wal-Mart closed the headquarters of one of its chains and moved it to another geographic location—a common occurrence in the United States, usually accompanied by employees packing up and moving with the company. But in managers in Germany just did not understand the German market or customers. Most of the employees quit, rather than moving.

“Cali”

Northern California and its residents have a reputation for being relaxed, fun loving, and easy to get along with.

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Must visit:

California at a Glance: The Golden State

The state is located on the West Coast of the United States.

It is the most populous U.S. state home to 1 out of 8 Americans, and is the third largest state by area (after Alaska and Texas).

It is home to the nation's second and fifth largest census statistical areas (Greater Los Angeles area and San Francisco Bay Area, respectively), and eight of the nation's 50 most populated cities (Los Angeles, San Diego, San Jose, San Francisco, Fresno, Sacramento, Long Beach, and Oakland).

The capital city is Sacramento.

California is bordered by Oregon to the north, Nevada to the east, and Arizona to the southeast.

California is also bordered by Baja California, a state of Mexico, to the south.

California's diverse geography ranges from the Pacific Coast in the west, to the Sierra Nevada mountains in the east – from the

Napa Valley and wine country

San Francisco, Oakland

The Red Wood National Forest

Half Moon Bay Yosemite National

Park

Southern California:

- LA- Palm Springs (especially for golf)- San Diego- Mexico (cross the border for the day, or fly further south for vacation)

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Redwood–Douglas-fir forests of the northwest, to the Mojave Desert areas in the southeast.

The center of the state is dominated by the Central Valley, a majoragricultural area.

California contains both the highest and lowest points in the contiguous United States (Mount Whitney and Death Valley).

It has the 3rd longest coastline of all states (after Alaska and Florida).

Earthquakes are a common occurrence due to the state's location along the Pacific Ring of Fire: about 37,000 are recorded annually.

Pop Quiz: Do you know what to do in an earthquake?

California has a State:- Flower -- Golden Poppy- Flag- Tree – the Redwood

Leisure Activities:California really has it all… If you like the outdoors:

Sand, surf, and sunHikingSkiing (snow and water)SwimmingCampingLA - Hollywood

If you prefer something more civilized:Napa and Sonoma Valley wine countryTheatre, music, and movies

Pop Quiz: When an American tells a German, “You’re welcome to visit us anytime!”, it means

a. you have an open invitation to visit them anytime.

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b. this invitation is more likely a convention of conversation (small talk) than a sincere gesture.

c. you need to make sure you should really visit because it may be an exaggeration.

Taboos: Smoking (inside or in non-designated public places) Being unemployed, not working, or not working hard enough Receiving financial help (being on welfare) Teenage and (sometimes) pregnancies out of wedlock Uttering the word “nigger” if you are not black In some instances, non-PC words: “retarded” (mentally

handicapped) “stewardess” (flight attendant). Under-tipping – particularly as this fulfills American stereotype of

foreigners. Eating bread and especially with real butter (you want to be fat) Being a “bad person” – so he hates kittens, litters, and regularly

parks his gas-eating car in the handicapped spot, even though he’s perfectly able – deep down, he’s a “good person.”

Who’s especially cute and/or smart?

Europeans with an accent! Speaking with an accent will win you popularity; you will probably also be asked to “say something in German.”

You will most likely hear an American say “I wish I had an accent too” – not realizing that in another cultural context, clearly they would.

Brits – Americans find Brits irresistible, particularly because to an American ear, British English sounds so proper and intelligent –

Yeah baby, yeah!

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Extra Stuff and Suggestions from a “Big Mac”:

Do travel as much as you can! Explore and enjoy.

Montana is one of the most underrated of all the US States. In the summer, the Northern Nights in Glacier National Park are beyond magical.

Go to New Orleans, listen to Jazz and to the Blues (there are still some legendary singers lurking around Memphis for this).

At least once, watch the Macy’s Day Parade (better in person in NYC) and the infamous Dog Show after it. (Then see Christopher Guest’s hilarious film, “Best in Show”).

Talk to people everywhere – and let them surprise you…

Thank-you and have a great day!

Media:• The Rachel Maddow Show• The Daily Show• Hard Ball and the O’Riley Factor (for complete opposite reporting, right oriented)• Late Night with Jimmy Fallon (see clip)• Fox News (right oriented news)• BBC World

Radio: NPR (National Public Radio)

- All Things Considered- This American Life- Radiolab.org- Car Talk (Frick and Frack are hilarious, even if you don’t

know or care to know about cars)

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Print and online media: National:

The New York Times The Washington Post LA Times Chicago Tribune The New Yorker (Great for stories, music, movie and theatre review) The Nation (monthly – political reporting, also covers recent books, film and

music.

Food and Drink Americans are big on choice. Vegetarian, vegan, gluten-free options are in

nearly every shop.

Milk with dinner? Yes, indeed; and not just for the little ones. In America, milk is not just for breakfast, but is advertised as a key element to maintaining healthy bones and strong teeth, especially for women.

Common misunderstandings with carbonated beverages:Northwest: PopEast coast: Soda South: a coke (for everything) or a soda

Drinking alcohol in public is a crime and you will be fined! But, ask for a paper bag (also regionally called sack) and drink away!

Let’s do Brunch: Saturday and Sunday ‘brunch dates’ are quite common, and often serve to continue the previous evening’s festivities, or cure a morning after headache – thanks to Mimosas and/or Bloody Mary’s, which Americas love to partake in.

Invited to a friend’s house for dinner or for a party? Always ask what you can bring – and even if they say “nothing” – bring a bottle of wine or bouquet of flowers.

Some people will pray before eating.

Pop quiz: In American restaurants, the check (bill) is immediately presented as soon as dessert is served. A German should interpret this to mean:

1. the restaurant owner doesn’t like customers to chat incessantly 2. Americans strongly believe in the value ‘time is money’. 3. the restaurant respects your need for quick service. 4. the waiter has finished his/her shift and wants to go home.

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Table Manners – Tischsitte

U S A G E R M A N Y

TABLE MANNERS • TISCHMANIEREN

The fork is held in the right hand. When using a knife, it replaces the fork, which is switched to the left hand during cutting. Emily Post called this the “zig-zag” style.

The fork is held in the left hand, the knife in the right hand. Both remain in your hands except when drinking or passing items. This is the European style.

Americans like to eat many foods, including pizza, with their hands. Except for formal dining, there are many “finger foods.” Eating with your hands is considered efficient and proper.

Germans rarely eat food with their hands. Even pizza is eaten with a knife and fork! Hands are used only at a BBQ, a fastfood restaurant, or for hors d’oeuvres/canapes. Otherwise, eating with your hands is considered barbaric.

Many Americans say grace before a meal. Someone might say “Bon appetit!” or “Enjoy!,” but it is not very common to do so.

Few Germans say grace, but they almost always say “Guten Appetit!” before everyone at the table begins eating.

A common toast with beer or wine is “Cheers!” or “To your health!”

A common toast with beer or wine is “Prost!” or “Zum Wohl!”

Americans keep their hands under the table or in their lap. No elbows on the table!

Germans keep their hands on the table. Also no elbows on the table!

Cleaning your plate is OK, but not really required.

Not cleaning your plate is considered impolite.

Movies/Series:

While American movies are, for the most part, overdone, overrated, and somewhat commonplace, American TV series are, on the contrary, top rate.

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What happened in last night’s episode of MAD MEN or news of when the highly anticipated final year of True Blood might air provides common ground for small talk, but also is regularly written about in cultural news sources – including the New York Times and The New Yorker. Yes, we take our TV quite seriously!

For film and previous season of TV series, Netflix is the way to go. It is basically LoveFilm – but with a much wider selection, original language films, and critically acclaimed series.

Pop Quiz: A German, or a European, says, “Americans have absolutely no culture!”, this ethnocentric statement is really articulating that:

1. the USA hasn’t generated exceptional artists like Mozart or Goethe. 2. American culture consists of fast food, junk TV and cowboys. 3. Americans aren’t as refined in thinking, feelings, manners and tastes

as Europeans are. 4. the USA is a relatively young culture.

Suggested Further Reading:

No More Angling for the Best Seat; More Meetings Are Stand-Up Jobs: Companies Ban Sitting to Speed Things Up; Ralph the Chicken Decides Next Speaker http://online.wsj.com/news/articles/SB10001424052970204652904577193460472598378

Most of the questions from the Pop Quiz sections are drawn from “Understanding American and German Business Cultures” by Patrick Schmidt. The book can be purchased from the author via his website: www.agcc.de

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