Building Cross-Cultural Competence: How to Create Wealth from Conflicting Values

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Yale University Press, Oct 1, 2008 - Business & Economics - 400 pages
divdivCross-cultural competence is a skill that has become increasingly essential for the managers in multinational companies. For other business people, this kind of competence may spell the difference between surviving and perishing in the new global economy. This book focuses on the dilemmas of these managers and offers constructive advice on dealing with culture shock and turning it to business advantage. Opposing values can be understood as complementary and reconcilable, say Charles Hampden-Turner and Fons Trompenaars. A manager who concentrates on integrating rather than polarizing values will make much better business decisions. Furthermore, the authors show, wealth is actually created by reconciling values-in-conflict.

Based on fourteen years of research involving nearly 50,000 managerial respondents and on the authors’ extensive experience in international business, the book compares American cultural values to those of more than forty other nations. It explores six culture-defining dimensions and their reverse images (universalism-particularism, individualism-communitarianism, specificity-diffusion, achieved status–ascribed status, inner direction–outer direction, and sequential time–synchronous time) and discusses them as alternative ways of coping with life’s—and business’s—exigencies. With humor, cartoons, and an array of business examples, the authors demonstrate how the reconciliation of cultural differences can cause whole organizations to grow healthier, wealthier, and wiser.
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Contents

The Dilemma
13
Stories and Cases
33
The Dilemma
68
Stories and Cases
98
The Dilemma
123
Stories and Cases
159
The Dilemma
189
Stories and Cases
209
The Dilemma
295
Stories and Cases
320
Appendix 1 Dilemma Theory and Its Origins
345
Appendix 2 Exercises in Reconciliation
349
Old and New Questionnaires
353
Appendix 4 The Space Between Dimensions
359
Bibliography
365
Filmography
377

The Dilemma
234
Stories and Cases
267

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