UNITED STATES
NEGOTIATION & DECISION-MAKING
 
 
 
 
 

NEGOTIATION

Negotiating
Before the initial negotiation process begins, it is important to understand that swapping of business cards, while practiced, in America is not as important a formal ritual as it is in other countries.  It is also important to realize that many American negotiators believe that the American way is the only way and that they have a limited knowledge of other negotiating customs around the world.  In fact, American negotiators often believe that compromise will help resolve issues in a negotiation not realizing that other country's negotiators may be unwilling to compromise and have one set position in mind.  Finally, American negotiations are fast paced with quick decisions being made in an attempt to save both time and money. 
Description Of Negotiator
A good American negotiator respects those on the opposing team.  He or she is very knowledgeable about the deal at hand.  And the negotiator will let the other party make the first offer.  An American negotiator will start the negotiation process with a hard-nosed approach only making compromises when progress has stopped and compromise is the only option.  American negotiators tend to show as little of their hand as possible and typically hold something in reserve to help later in the process when progress begins to slow down. 

 

DECISION-MAKING

Risk Tolerance
American managers are the most accepting of risk and often go after a somewhat risky venture in order to attain the biggest piece of the “pie.”
Locus Of Control
Managers in America have an internal locus of control and believe that through their decisions and problem solving abilities that they can control the outcome of a situation. 
Autocratic Leadership vs. Participative Leadership
American management falls in the middle between autocratic and participative leadership.  While management believes in the merits of decentralized decision making it still often depends on superiors to make decisions. 
Collectivist vs. Individualistic
American society in general is the most individualistic culture.  This often leads to a lack of loyalty to the firm and can lead to high turnover within the organization. 
Objective Approach vs. Subjective Approach
American managers are very objective decision makers and look at all of the alternatives and facts when making decisions. 
Moral Idealism vs. Utilitarianism
Managers in the United States take a more utilitarian approach to making decisions basing their decisions on the greater good of the company.  While the greater good of the company is kept in mind, the individualistic culture of the U.S. often overrides the idea of the greater good of the company and changes it to the greater good for "me." 

 

Sources
Deresky, Helen. International Management: Managing Across Borders.Third Edition.Prentice Hall.2000. p189-190.
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