Cross-cultural business behavior: marketing, negotiating, sourcing and managing across cultures
"This long-awaited third edition of the bestseller version has new and updated cases and a worldwide coverage that will be of high interest to everybody involved with cross-cultural matters whether as student, researcher or business visitor. This is the indispensable practical guide for international business people who sell, manage and negotiate across cultures since it is designed to prepare the business visitor to conduct effective negotiations in the world's major markets. Written in clear, concise English, Cross-Cultural Business Behavior is based on the author's 35 years of hands-on experience doing business all over the world. Translated into German, Ukrainian, Polish, Chinese and Lithuanian, it has been adopted as a textbook by more than a dozen business schools in the U.S., Denmark, Norway, Hungary and Lithuania."
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Foreword to the Third Edition
Patterns of CrossCultural Business Behavior
Deal First or Relationship First?
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Americans Anglophone Canadians Arab Asians avoid Bangkok Bangladesh bargaining table body language business behavior business card business culture business meetings Business Protocol business visitors Chinese conversation counterparts customers Czechs Danes deal-focused differences dinner direct Dress Code drink East and Southeast egalitarian English Europe example expect export expressive eye contact face family name Filipinos foreign formal French Germans gestures guanxi handshake hostess Hungarian important India indirect international business Interpersonal Distance interrupted invited Italian Jakarta Japanese Korean Language of Business Latin America Latin Europe lunch male manager markets Meeting and Greeting monochronic Muslim Myanmar Negotiating Behavior Negotiating Style Nonverbal Communication northern Europeans Norwegians offer officials paraverbal and nonverbal person polite polychronic Protocol and Etiquette punctuality relationship relationship-focused respect RF cultures rude Scandinavians schedules shake hands Singapore Slovaks smile Southeast Asia speak status Swedes talking business tend Thai Touch Behavior wait Wining and Dining women