US Business Etiquette: Doing Business in the US

Doing business in the United States can be very confusing to those from other countries. People from Asia and the Middle East countries may find people in the United States rude or abrupt. People from countries such as the UK or France may find them surprisingly casual. Let’s take a look at standard US business etiquette.

US Business Etiquette

In general, foreigners find business people in the United States are not afraid to voice their opinions. Even in formal business situations many Americans will be forthcoming and bold, saying “no” or that they “don’t like something”, sentiments which are usually couched in more diplomatic terms by other cultures. At the same time, because they are friendly and welcoming with everyone, guests have reported later that the friendliness was “a front” or insincere, which is rarely the case.

In fact, people from the US have grown up to value individualism and to think for themselves. They are often very friendly, direct and open. They are also used to starting a business conversation much earlier in the meeting because there are time pressures in the United States and business is not a leisurely activity. Americans may talk a lot more than people from other countries and can use many more superfluous words and phrases. They may continue to talk if no one else is talking; while this may appear like bravado or even nervousness, it may be to put everyone at ease, and uncomfortable with silence, they want everyone to feel at home.

US Greeting Etiquette

People in the US will generally try to shake everyone’s hands when they greet them, as well as introduce themselves and expect an introduction. In a more informal setting, they may simply smile and say their name. In a more formal situation, they will shake hands and ask “How are you?” but this is more of a greeting and the visitor is not expected to launch into a long story or a health report. After the initial greetings, many meetings start with small talk which is a way to break the ice.

US Meal Etiquette

US business lunches tend to be more timebound and to the point than elsewhere. In Europe and Latin America, for instance, a business meal may be leisurely, take hours, offer several courses and involve a lot of personal conversation before getting down to business. In the United States, it’s more likely that in an initial meeting, business will be discussed after the hors d’oeuvre or main course and start drawing to a close soon after coffee. Since this can feel rushed and impolite to people from other cultures it would be important for the host to suggest another meeting (or perhaps a Zoom call these days) to continue the conversation.

In the US people do not often drink alcohol during a business lunch; but if offered, it is unwise to have more than one alcoholic drink at lunch and possibly two at dinner and only if it doesn’t go to your head. Guests are not considered antisocial if they decline. This is radically different from other places such as China, Japan or South Korea, where a lot of drinking will take place with every meal. In general, US business people will be more focused on getting work done during a meal.

Duties of the Host Entertaining International Guests

If you are hosting a business lunch with overseas clients it’s important to remember several rules.

• Check any allergies and when making reservations report those to the restaurant just in case the ingredients are unknown.
• Research the guests’ food customs and taboos such as pork for Muslims and meat in India which has a vegetarian diet.
• Prepare the seating arrangements in advance as the most important guest is seated to the right of the host.
• Introduce topics of conversation and steer the conversation to neutral topics should it become a heated discussion. Avoid religion, politics and anything with a sexual or controversial connotation. Sports, family, holidays and information applicable and of interest to everyone are safe topics.
• Usually an arrival and departure is included in the invitation and dress codes may be suggested.
• Visitors can be surprised by the range of foods that are eaten with the fingers in the US. If Americans order a hamburger many would eat it by hand, despite oozing sauces and collapsing buns. If you are entertaining a business visitor it would be best to select a restaurant with a formal place setting and food that can be eaten with a knife and fork.
• The host makes it clear that he pays the bill and arranges payment beforehand, along with menus choices.

Duties of the Visitor to a Formal Business Lunch

• Let the host know well in advance about any foods you can’t eat for health or cultural reasons.
• Arrive on time as punctuality is important. It is only acceptable to be a few minutes late to a business meeting without calling the host.
• It is not considered essential to bring a gift, but a small memento from your country is always appreciated.
• Check with the host and dress according to the occasion. Overdressing is more acceptable than too casual which tends to signify that the event is not important to you.
• Wait until your host tells you where to sit.
• If you are really delayed, call to let your host know and when you arrive, accept the current course being served.

US Business Relationship Etiquette

The US approach to business relationships can seem very confusing to outsiders. While people are effusive right away, they can be slower to warm up. Americans are so direct with things like “yes” and “no,” small talk, that it can make people believe they are closer or more familiar than they actually are. In reality, most employees tend not to mix their personal relationships with business. It is considered important to be professional at all times.

For the most part, someone hosting a business lunch or even a dinner is ultimately going to be focused on getting a deal edged forward and they may not do as much post dinner socializing as is common in other countries.

Attire can be confusing in the United States. Sometimes, the highest-ranking people in a business may dress the most casually at work because their dress code is totally business casual. However, it would be considered inappropriate to be in shirt sleeves and chinos when you are about to meet the formally dressed Manager or Director of a foreign company. If you don’t own a suit, when in doubt, wear dress slacks, a dress shirt and tie with a blazer or jacket.

Learn About Business Etiquette at London Image Institute

Do you want to learn more about the business etiquette of the United States? Someday, would you like to teach others about the topic? London Image Institute can help. Connect with www.londonimageinstitute.com