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

Provides practical guidance for negotiating with customers and suppliers around the world. This fourth edition includes cases, additional negotiator profiles and comparisons of Nordic business cultures as well as advice for adapting sales presentations to the culture of the customer.

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Gesteland, Richard R.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: [Copenhagen, Denmark] : Copenhagen Business School Press, ©2005.
Edición:4th ed.
Temas:
Business etiquette.
Export marketing.
Intercultural communication.
Negotiation in business.
National characteristics.
Savoir-vivre > Affaires.
Négociations (Affaires)
Caractéristiques nationales.
Business etiquette
Export marketing
Intercultural communication
National characteristics
Negotiation in business
Auslandstätigkeit
Führungskraft
Interkulturelles Management
Kompetenz
Management.
Interculturele communicatie.
Auslandst©Þtigkeit.
F©ơhrungskraft.
Acceso en línea:Texto completo
Tabla de Contenidos:
  • 1. Patterns of cross-cultural business behavior
  • 2. The "great divide" between business cultures
  • 3. Deal first or relationship first?
  • 4. Communicating across the great divide
  • 5. Formal vs. informal business cultures
  • 6. Time and scheduling
  • 7. Nonverbal business behavior
  • 8. Global business protocol and etiquette
  • 9. Culture, corruption and bribery
  • 10. Selling across cultures
  • Group A. Relationship-focused
  • formal
  • polychronic
  • reserved
  • The Indian negotiator
  • The Bangladeshi negotiator
  • Negotiating in Myanmar : the Burmese negotiator
  • The Cambodian negotiator
  • The Laotian negotiator
  • The Vietnamese negotiator
  • The Thai negotiator
  • The Malaysian negotiator
  • The Indonesian negotiator
  • The Filipino negotiator
  • Group B. Relationship-focused
  • formal
  • monochromic
  • reserved
  • The Japanese negotiator
  • The Chinese negotiator
  • The South Korean negotiator
  • The Singaporean negotiator
  • Group C. Relationship-focused
  • formal
  • polychronic
  • expressive
  • The Arab negotiator
  • The Egyptian negotiator
  • The Turkish negotiator
  • The Greek negotiator
  • The Brazilian negotiator
  • The Mexican negotiator
  • Group D. Relationship-focused
  • formal
  • polychronic
  • variably expressive
  • The Russian negotiator
  • The Polish negotiator
  • The Romanian negotiator
  • The Slovak negotiator
  • Group E. Moderately deal-focused
  • formal
  • variably monochronic
  • emotionally expressive
  • The French negotiator
  • The Belgian negotiator
  • The Italian negotiator
  • The Spanish negotiator
  • The Hungarian negotiator
  • Group F. Moderately deal-focused
  • formal
  • variably monochronic
  • reserved
  • Negotiating behavior in the Baltic states
  • Group G. Deal-focused
  • moderately formal
  • monochronic
  • reserved
  • The British negotiator
  • The Irish negotiator (Eire : Republic of Ireland)
  • The Danish negotiator
  • The Norwegian negotiator
  • The Swedish negotiator
  • The Finnish negotiator
  • Comparing Nordic business cultures
  • The German negotiator
  • The Dutch negotiator
  • The Czech negotiator
  • Group H. Deal-focused
  • informal
  • monochronic
  • variably expressive
  • The Australian negotiator
  • The Canadian negotiator
  • The U.S. negotiator.

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