Cross-cultural business behavior: marketing, negotiating, sourcing and managing across cultures

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Copenhagen Business School Press, 2002 - Business & Economics - 347 pages
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"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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Contents

Foreword to the Third Edition
7
Patterns of CrossCultural Business Behavior
15
Deal First or Relationship First?
27
Copyright

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