N EGOTIATING WITH A MERICANS : T HE V IEW F ROM THE O THER S IDE 1. They have a sense of time urgency Time is money. Want to get down to business quickly. Intolerant of lengthy negotiations. Time pressure can be used as leverage. 2. Goal of Negotiation: signed contract vs. creation of relationship. Pleasantries are tolerated as long as they dont last too long. Little emphasis on building personal relationships. 3. Personal Style: Informal Will address you by your first name (vs. formal titles). Quickly seeks to develop personal, friendly relationships. May ask questions about family/personal life. May dress casually. 4. Communication Style: Direct Values directness. Expects clear, definitive responses. Yes or No. Views indirect or vague responses as lacking sincerity, and may react with frustration or impatience. Not afraid of conflict. 5. Form of Agreement: Detailed Prefer very detailed contracts vs only general principles. Attempt to anticipate every possible circumstance, no matter how unlikely. 6. Team Structure: Leader with Authority Negotiating team will have clear leader. Typically has broad authority to decide most matters. May be frustrated by consensus process or need to seek approval from HQ. A parting thought: Perhaps travel cannot prevent bigotry, but by demonstrating that all people cry, laugh, eat, worry, and die, it can introduce the idea that if we try and understand each other, we may even become friends. -- Maya Angelou