When we communicate with
others, we (and they) make
certain assumptions about:
The process of
perceiving
How others will judge
What others think about
How they reason
Correct assumptions aid the
communication process,
incorrect ones impede it and
misunderstandings and stalled
or deadlocked negotiations
result. It is essential that:
Americans know their own
assumptions
We know the assumptions
of the other side
We discern ways to
bridge the gap
It is difficult to
generalize about the culture
of the United States for two
reasons:
1. Not all foreigners see
us the same. For example,
while we appear unemotional
and cold to Latinos, we may
appear hyperbolic, frenetic
and impulsive to Asians.
2. Traditional American
values are undergoing profound
re-evaluation. The United
States is a society in flux
and one moving toward
multiculturalism.
Nevertheless, the following
are a combination of general
characteristics that Americans
bring to the negotiating
table:
We are ethnocentric
So are most peoples, but
Americans are used to high
status, power and success
in world trade
Our values were forged
on the frontier
Strong isolationist
strain in American culture
Americans are
individualists par excellence
Our culture teaches us
to stand on our own two
feet
"I can go it
alone"
Responsibility for
decisions lie with the
individual
Friendships and
relations are not deep and
lasting
We lack cooperation
skills
We join groups to
further our own goals
We are seen as workaholics
American culture defines
a person by their work
Necessary to work hard
to get ahead
The schedule becomes all
important
We want to work first
and socialize later
In other parts of the
world, many other factors
are equally or more
important than work; hence
there is no need to rush
into it
