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
Summary
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
Bibliography
Includes bibliographical references (pages 345-351)
Notes
Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002. http://purl.oclc.org/DLF/benchrepro0212 MiAaHDL
digitized 2010 HathiTrust Digital Library committed to preserve pda MiAaHDL
