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Insights you can take into the room.
Short pieces aimed at the questions professionals actually search, written in the same academic-practical voice as the main guide. New essays are designed to ship in all 25 languages of the site.
Cross-cultural selling: adapting North American methods—and reading American ones
Cross-cultural selling fails in patterned ways. McKinley’s 2022 Liberty University study named the North American behaviors in play and the cultural collisions—directness, assertiveness, power distance, universalism—that most often distort the deal.
Doing business in the United States: what foreign teams should know before the first meeting
“Doing business in the US” is less a mystery of etiquette than a shift in sequence: show the value, respect the clock, put agreements on paper, and do not wait for a hidden meaning that is not coming.
US business culture explained: the defaults that shape an American meeting room
People search “US business culture” because a meeting went strangely. Here is a research-based reading of the defaults: speech, time, hierarchy, and how Americans decide to trust a counterpart.