ContentofCoursePowerPointslides_img1.gif 7.5 Content of Course Power Point slides
Below you will find the information taken from the PowerPoint slides as presented in the course. Graphics and  activity instructions have been removed. You may use this page if you feel you need to check your
notes after the first or second day of the course. We will post final versions of this year's course days  as we go forward.
You may also download the following files which are .pdf files containing both text and graphics of  the PowerPoints used in the course.
Day 1 Morning Part 1
Day 1 Afternoon
 Day 2  Morning  Part 1 
Day 3

Doing Business in the USA - Goals
  • A clear understanding of 7 key values of US business & social behavior  
  • The ability to use these values to interpret actual situations & events  
  • A hands-on experience of the pace, practices, & challenges needed to succeed in the USA  
Introduce yourself
  • Warm confident smile.  
  • Maintained arm’s length comfortably  
  • Firm handshake  
  • Maintained eye contact.  
  • Presented self & purpose clearly & attractively  
"Money was never a big motivation for me, except as a way to keep score. The real excitement is  playing the game." Donald Trump (1946 - ) US Entrepreneur
How to win at Business in the USA
Ground rules for US meetings
  • Speak up, contribute, question, challenge  
  • Listen actively, summarize often  
  • Act as a gatekeeper  
  • Record & take responsibility for decisions  
  • Volunteer, ask for volunteers  
Day 1- Becoming Cultural Detectives
We will solve “cases” that involve cultural interactions in the US workplace.
Cultivate curiosity
"There are two sorts of curiosity —the momentary and the permanent. The momentary is concerned  with the odd appearance on the surface of things. The permanent is attracted by the amazing and  consecutive life that flows on beneath the surface of things.”
7 Key US Values
We will describe each with:
  • A story — the value in action  
  • Images & sayings — how USians see & say it  
  • Examples — how USians act out the value  
  • Negative feelings — of non USians  
  • A case study — use cultural clues to understand & improve the situation  
Values lead to attitudes & behaviors
It’s up to you!
Take charge!
Level playing field!
American Dream!
Play by the rules!
Tell it like it is!
Time is money!
Solving the cases…
  • Read the story  
  • Identify the behaviors of both sides  
  • Identify the cultural values of both sides  
  • Find cultural “bridges”—steps each side can take to resolve the situation  
1 Self-reliance — It’s up to you
  • Look out for No. 1.  
  • Pull yourself up by your own bootstraps.  
  • You're on your own.  
  • Don’t get in my face.  
  • The ME Generation  
  • The Lone Ranger.  
  • Vigilantes, bounty hunters.  
Work the case in your team
  • Read the case  
  • Discuss it to identify behaviors and the cultural values.  
  • Record your findings on a worksheet.  
  • Be ready to present your findings.  
2 Control — Take charge
  • Can do.  
  • Just do it.  
  • New and improved.  
  • Mind over matter.  
  • Might makes right.  
  • Where there’s a will there’s a way.  
  • If you can believe, you can achieve.  
3 Equality — Level the playing field
  • Give the little guy a chance.  
  • First come, first served.  
  • Value diversity.  
  • Equal opportunity.  
  • Play fair.  
  • Dress down Friday.  
  • Brainstorming.  
4 Private property —The American dream
  • The land of opportunity.  
  • You can have it all.  
  • The Almighty $.  
  • Market share.  
  • The bottom line.  
  • Human “resources.”  
  • Entrepreneurs & intrapreneurs.  
  • Think and Grow Rich. “Money is good” attitude. All you need is a dollar and a dream. Get rich  quick.  
5 Law & order
  • No one is above the law.  
  • Go by the book.  
  • Let's run it by legal.  
  • Play by the rules.  
  • The law is on our side.  
  • It’s not my fault.  
  • I’m going to call my lawyer.  
6 Speaking up
  • It’s a free country.  
  • Give it to me straight.  
  • Call a spade a spade.  
  • Get to the bottom line  
  • Ask for the sale.  
  • Don’t take it personally.  
  • Don’t beat around the bush.  
  • Put your cards on the table.  
  • Honesty is the best policy.  
7 Speed
  • Have you got a second?  
  • Hit the ground running.  
  • Get to the point.  
  • Who does what by when?  
  • No time like the present.  
  • Management by objectives.  
  • To-do lists.  
  • Expiration dates.  
  • Juggle the agenda.  
  • First to market.  
Day 2: Hands-on experience working in the USA
  • Culture shock  
  • Religion & diversity  
  • Communication  
  • Meetings  
  • Negotiation  
  • Teamwork  
We will also prepare for the teamwork required for our projects whose presentation will provide the  content of our meeting on November 28.
In this new country… Math test
Working in unfamiliar surroundings
  • What strategies did you use?  
  • What did you say to yourself?  
  • How did you feel doing this?  
  • What have you experienced like this working in or with another culture?  
Some Discoveries about Culture
  • There are different rules  
  • Hard to remember what to do next  
  • Our own rules keep getting in the way  
  • We invent strategies to cope with the situation, often bypassing the rules of the new culture  
  • We make more mistakes  
  • Others see us as less intelligent, less competent, less honest, etc.  
What else did you discover?
A Critical Distinction
Cultural Patterns
  • The statistically consistent beliefs, attitudes, values, &behaviors, “characteristic” of a cultural  group.  
  • Know & recognize these to interpret others’ behavior less ethnocentrically.  
Stereotypes
  • Illogical or biased assumptions that, belonging to a certain group, one must have its  characteristics.  
  • Use the characteristics as clues, not to stereotype.  
"They” are…
  • Childish  
  • Arrogant  
  • Impolite  
  • Uncultured  
  • Ignorant  
  • Unfriendly  
  • Untrustworthy  
  • Immoral  
  • Evil  
Separation of Church & State hides the religious nature of “America”
Management language - USA
Death by jargon & TLAs
  • big wig  
  • red-eye  
  • bean counter  
  • hype  
  • pick up the tab  
Illustrations of:
Management language - France
Management language - UK
Communication at meetings - France
Communication at Meetings - UK
Communication at Meetings – USA
Are taken from Lewis, Richard D., Cross Cultural Communication: A visual approach, 1999 Transcreen  Publications, Hampshire, UK
Meeting outcomes
  • Why is a meeting?  
  • Who gets invited to a meeting?  
  • Where is a meeting held?  
  • Who is in charge?  
  • What kind of meeting is it?  
  • What happens at a meeting?  
  • What is the outcome of a meeting?  
  • What happens after a meeting?  
  • Who needs to know about it?  
Audience expectations
  • USA  
  • humor  
  • joking  
  • modernity  
  • gimmicks  
  • slogans  
  • catch phrases  
  • hard sell  
France
  • formality  
  • innovative product  
  • “sexy” appeal  
  • imagination  
  • logical presentation  
  • reference to France  
  • style, appearance  
  • personal touch  
  • may interrupt  
USA – Self help & support groups
“The mission of a Toastmasters club is to provide a mutually supportive and positive learning  environment in which every member has the opportunity to develop communication and leadership  skills, which in turn foster self- confidence and personal growth.”
 
 
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