这家美国公司的角色非常个性化。个人的贡献对于公司的目标来说是非常重要的。因此,当事人是非常重要的。如果非美国商人能说服他的个人,交易几乎就完成了(Adkins & Caldwell,2004)。


The errors that Warren Oats and his wife Carol did were because of their naiveté towards Japanese culture and their way of doing business. Warren did not know that decision making in Japanese companies takes place in stages, slowly along the hierarchy of the corporation. Warren’s presentation in one of the automobile companies and expecting a result immediately was because of his naiveté towards Japanese corporate culture. The Japanese talk politely and indirectly. Neither of those behavioral properties was known by Carol Oats, when she directly asked for a job in their first meeting. This could have been taken as a rude behavior and a sense of insult to the listener.

The meetings are very regular in large Japanese companies. The purpose of the meetings in Japanese companies is for valuing the processes in relation to agreeing with everyone relevant to a project.  They usually have a large number of meetings and they spend long hours in the meetings. Thus, the process of responding to the Oats’ proposals were slow, which Oats did not realize. He was restless and became skeptical about the turnout of his presentation far too quickly.

The advise for a non-US business man making his first contact with the an American company would be the following points.

The decisions are quick for the American companies. Thus, he will not have to wait and assume what’s going on. United States believes in individualism. That means the roles played for the company are individualized.  The individual contribution assumes great importance in relation to the company goals.

The U.S. Company’s roles are very individualized. Contribution of individual is very important as linked to company goals. Thus, the concerned person is very important. If the non-US businessman can convince the individual he is dealing with, the deal is almost done (Adkins & Caldwell, 2004).