Overview

The theme of this new edition is CHANGE. First of all, cultures change. In markets around the world, business behaviour is constantly evolving, impelled by generational shifts, improvements in education, and (especially) increasing exposure to the world marketplace. That is why all of the book's 43 'Negotiator Profiles' have been thoroughly updated, with new cases and fresh examples added. In addition to the change in culture, international managers' challenges have changed too. For example, just a few years ago, participants at global management seminars around the world were mainly interested in how to communicate and negotiate with overseas partners. But, they now find that their toughest challenges are how to manage overseas subsidiaries, strategic alliances, and international partnerships. To reflect these new realities, the book's time-tested framework for understanding cross-cultural negotiating behaviour has been expanded to include a wide variety of practical pointers on managing in today's global marketplace. This 5th edition is important for everyone involved with global management, whether student or manager, because cultures and business challenges do change. The book is an essential survival guide for doing business in cultures other than one's own.

Full Product Details

Author:   Richard R Gesteland
Publisher:   Copenhagen Business School Press
Imprint:   Copenhagen Business School Press
Edition:   5th Revised edition
Dimensions:   Width: 16.50cm , Height: 2.90cm , Length: 23.50cm
Weight:   0.776kg
ISBN:  

9788763002387

ISBN 10:   8763002388
Pages:   399
Publication Date:   02 January 2012
Audience:   College/higher education ,  Professional and scholarly ,  Postgraduate, Research & Scholarly ,  Professional & Vocational
Format:   Hardback
Publisher's Status:   Active
Availability:   In stock  
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Table of Contents

Cases * 8 Foreword to the Fifth Edition * 9 PART ONE Introduction * 13 PART TWO 1. Patterns of Cross-Cultural Business Behavior * 21 2. The Great Divide Between Business Cultures * 25 3. Deal First or Relationship First? * 33 4. Communicating Across The Great Divide * 39 5. Hierarchical (Formal) and Egalitarian (Informal) Business Cultures * 51 6. Time and Scheduling * 63 7. Nonverbal Communication (Body Language) * 73 8. Global Business Protocol and Etiquette * 91 9. Culture, Corruption and Bribery * 103 10. Selling Across Cultures * 119 PART THREE Forty Negotiator Profiles * 131 GROUP A Relationship-focused - Formal, Polychronic, Reserved * 133 Indian Business Behavior * 135 Bangladeshi Business Behavior * 141 Burmese Business Behavior * 145 Cambodian Business Behavior * 149 Laotian Business Behavior * 153 Vietnamese Business Behavior * 157 Thai Business Behavior * 163 Malaysian Business Behavior * 169 Indonesian Business Behavior * 175 Filipino Business Behavior * 181 GROUP B Relationship-Focused - Formal, Monochonic, Reserved * 187 Japanese Business Behavior * 189 Chinese Business Behavior * 195 South Korean Business Behavior * 201 Singaporean Business Behavior * 209 GROUP C Relationship-Focused - Formal, Polychronic, Expressive * 213 Business Behavior in the Arab World * 215 Egyptian Business Behavior * 225 Turkish Business Behavior * 233 Greek Business Behavior * 239 Brazilian Business Behavior * 245 Mexican Business Behavior * 249 GROUP D Relationship-Focused - Formal, Polychronic, Variably Expressive * 255 Russian Business Behavior * 257 Polish Business Behavior * 263 Romanian Business Behavior * 267 Slovak Business Behavior * 271 GROUP E Moderately Deal-Focused, Formal, Variably Monochronic, Emotionally Expressive * 275 French Business Behavior * 277 Belgian Business Behavior * 283 Italian Business Behavior * 287 Spanish Business Behavior * 291 Hungarian Business Behavior * 295 GROUP F Moderately Deal-Focused, Formal, Variably Monochronic, Reserved * 303 The Business Behavior of the Baltic States * 305 GROUP G Deal-Focused, Moderately Formal, Monochronic, Reserved * 311 British Business Behavior * 313 Irish Business Behavior * 319 Danish Business Behavior * 323 Norwegian Business Behavior * 331 Swedish Business Behavior * 339 Finnish Business Behavior * 345 Comparing Nordic Business Cultures * 351 German Business Behavior * 357 Dutch Business Behavior * 363 Czech Business Behavior * 369 Australian Business Behavior * 375 Canadian Business Behavior * 381 American Business Behavior * 387 INDEX * 395

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