Cross-Cultural Business Behaviour : Negotiating, Selling, Sourcing and Managing Across Cultures

Cross-Cultural Business Behavior -- Table of Contents -- Foreword to the Fourth Edition -- Introduction -- Part One -- 1. Patterns of Cross-Cultural Business Behavior -- Two Iron Rules of International Business -- 2. The "Great Divide" Between Business Cultures -- Making Initial Contact -- The Indirect Approach -- Pulling "guanxi"--Case 2.1: "Exporting to Taiwan: Guanxi in Action" -- But What If You Are the Buyer? -- Dealing in Dhaka -- 3. Deal First or Relationship First? -- Getting to Know Each Other -- You Need to Develop a Personal Relationship -- Bureaucracy in RF Markets -- The Continuing Importance of Face-to-Face Contact -- Case 3.1: "Getting Paid in Malaysia" -- The Role of the Contract -- 4. Communicating Across The Great Divide -- Harmony vs Clarity -- Case 4.1: "Bilingual Labels" -- Nonverbal Negatives -- The Myth of the "Inscrutable Oriental" -- Communication and "Face" -- Miscommunication Across Cultures -- "Low-Context" and "High-Context" Communication -- Case 4.2: "The Reluctant Messenger" -- "Telling It Like It Is" vs. "Saving Face" -- Two Different Meanings of "Sincerity" -- 5. Formal vs. Informal Business Cultures -- Culture Clash in Germany -- Case 5.1: "How to Insult a Mexican Customer" -- Showing Respect to the Customer -- Hierarchies and Status in Asia -- Case 5.2: "How to Insult an Egyptian Customer" -- Showing Respect in Asia -- Nonverbal Ways of Showing Respect -- Status Barriers -- Case 5.3: "Women in International Business" -- The Gender Barrier -- Case 5.4: "Sourcing in Seoul" -- The Youth Barrier -- How to Overcome the Youth Barrier with Hierarchical Buyers -- Other Status Factors -- 6. Time and Scheduling -- Europe: The North/South Divide -- Where the Clock Slows Down -- Case 6.1: "Waiting in Rome I" -- "Waiting in Rome II" -- It's about Time ... -- Polychronic Culture Shock -- Monochronic Culture Shock 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