Cross-cultural business behavior : a guide for global management / Richard R. Gesteland.

Format:

Book

Author/Creator:

Gesteland, Richard R., author.

Language:

English

Subjects (All):

Business etiquette.

Export marketing.

Intercultural communication.

Negotiation in business.

National characteristics.

Physical Description:

1 online resource (400 p.)

Edition:

Fifth edition.

Place of Publication:

Frederiksberg, Denmark : Copenhagen Business School Press, 2012.

Summary:

The theme of this new edition of Cross-Cultural Business Behavior is CHANGE. First of all, cultures change. In markets around the world, business behavior is constantly evolving, impelled by generational shifts, improvements in education, and (especially) increasing exposure to the world marketplace. That is why all of the book's 43 'Negotiator Profiles' have been thoroughly updated, with new cases and fresh examples added. In addition to the change in culture, international managers' challenges have changed too. For example, just a few years ago, participants at global management seminars around the world were mainly interested in how to communicate and negotiate with overseas partners. But, they now find that their toughest challenges are how to manage overseas subsidiaries, strategic alliances, and international partnerships. To reflect these new realities, the book's time-tested framework for understanding cross-cultural negotiating behavior has been expanded to include a wide variety of practical pointers on managing in today's global marketplace. This fifth edition is important for everyone involved with global management, whether student or manager, because cultures and business challenges do change. The book is an essential survival guide for doing business in cultures other than one's own.

Contents:

Intro

Cross-Cultural Business Behavior

Copyright

Table of Contents

Cases

Foreword to the Fifth Edition

Part One

Introduction

The Sources

Part Two

1. Patterns of Cross-Cultural Business Behavior

Two Iron Rules of International Business

Brief Introduction to the Patterns

Deal-Focused vs Relationship-Focused Business Behavior

Direct (low-context) vs Indirect (high-context) Communication

Informal (egalitarian) vs Formal (hierarchical) Business Behavior

Rigid-Time (monochronic) vs Fluid-Time (polychronic) Cultures

Emotionally Expressive vs Emotionally Reserved Business Behavior

2. The Great Divide Between Business Cultures

Relationship-Focus vs Deal-Focus

Making Initial Contact

The Indirect Approach

Pulling Guanxi

But What If You Are the Buyer?

3. Deal First or Relationship First?

Getting to Know Each Other

You Need to Develop a Personal Relationship

Bureaucracy in RF Markets

The Importance of Face-to-Face Contact

The Role of the Contract

4. Communicating Across The Great Divide

Direct vs Indirect Language

Harmony vs Clarity

Nonverbal Negatives

The Myth of the "Inscrutable Oriental"

Communication and "Face"

Miscommunication Across Cultures

"Low-Context" and "High-Context" Communication

"Telling It Like It Is" vs "Saving Face"

5. Hierarchical (Formal) and Egalitarian (Informal) Business Cultures

Status, Power and Respect

Culture Clash in Germany

Showing Respect to the Customer

Hierarchies and Status in Asia

Showing Respect in Asia

Nonverbal Ways of Showing Respect

Status Barriers

The Gender Barrier

The Youth Barrier

How to Overcome the Youth Barrier with Hierarchical Buyers

Other Status Factors

6. Time and Scheduling

Rigid-Time vs Fluid-Time Cultures

Europe: The North/South Divide.

Where the Clock Slows Down

It's about Time ...

Culture Shock in a Time Warp

Punctuality

Agendas: Fixed vs Flexible

Schedules and Deadlines

7. Nonverbal Communication (Body Language)

Emotionally Expressive vs Emotionally Reserved Cultures

Expressive vs Reserved Communication Behavior

Paraverbal Communication: Vocal Volume and Inflection

Paraverbal Communication: The Meaning of Silence

Paraverbal Communication: Conversational Turn-taking vs Conversational Overlap

The Four Key Elements of Nonverbal Communication

Interpersonal Distance: The Space Bubble

Space: When Worlds Collide

How Touching!

Touching…How?

Touch Behavior: Shaking Hands Across Cultures

The Eyes Have It

Eye Contact in Expressive Cultures

Eye Contact in East and Southeast Asia

Body Stance and Eye Contact

Nonverbal Communication: Kinesics

Facial Expression: Raised Eyebrows

Ambiguous Gestures

The Cultural Relativity of Business Behavior

8. Global Business Protocol and Etiquette

Patterns of International Business Protocol

Meeting Protocol: Dress Code

Meeting Protocol: Punctuality

Nonverbal Greetings: Handshake, Bow, Salaam, Namaste or Wai?

Nonverbal Greetings Kissing: Hand, Cheek, Lips or None of the Above?

Meeting Protocol: Forms of Address

Verbal Greetings

Meeting Protocol: Exchanging Business Cards

Giving and Receiving Gifts

Business Gifts

Hostess Gifts: Europe

Meeting Protocol: Refreshments

Wining and Dining

9. Culture, Corruption and Bribery

The Downside of Bribing Officials

Poverty and Corruption

Bureaucratic Red Tape Breeds Corruption

Offer Legal Travel Perks and Favors

Be Creative

Culture and Corruption

Relationship-Focused Cultures: The Importance of Contacts

Polychronic Cultures: The Meaning of Time.

Hierarchical Cultures: Status, Power and Respect

10. Selling Across Cultures

Customer Focus in the Global Marketplace

Consumer Goods: Food and Beverages

Disaster at Euro Disney

Marketing the Big Mac

Chocolate

Coffee

Milk

Coca-Cola

Beer

There's No Accounting for Taste

A Chacun Son Gout (To Each His Own)

The Name Game

Globalize ... or Localize?

Part Three Forty Negotiator Profiles

Group A Relationship-focused - Formal, Polychronic, Reserved

Indian Business Behavior

Indian Body Language

Indian Business Protocol

Indian Negotiating Behavior

Bangladeshi Business Behavior

Bangladeshi Protocol and Etiquette

Burmese Business Behavior

Burmese Business Protocol and Etiquette

Cambodian Business Behavior

Cambodian Business Protocol and Etiquette

Cambodian Negotiating Behavior

Laotian Business Behavior

Laotian Business Protocol and Etiquette

Laotian Negotiating Style

Vietnamese Business Behavior

Vietnamese Business Protocol and Etiquette

The Vietnamese Negotiating Style

Thai Business Behavior

Thai Negotiating Behavior

Thai Business Protocol and Etiquette

Malaysian Business Behavior

Malaysian Nonverbal Communication

Malaysian Business Protocol and Etiquette

Malaysian Negotiating Behavior

Indonesian Business Behavior

Indonesian Nonverbal Behavior

Indonesian Business Protocol

Indonesian Negotiating Behavior

Filipino Business Behavior

Filipino Nonverbal Communication

Filipino Business Protocol

Filipino Negotiating Style

Group B Relationship-Focused - Formal, Monochonic, Reserved

Japanese Business Behavior

Japanese Business Protocol

Chinese Business Behavior

Face Issues

Chinese Nonverbal Communication

Chinese Business Protocol

Chinese Negotiating Behavior

South Korean Business Behavior.

Korean Paraverbal and Nonverbal Communication

Korean Business Protocol

South Korean Negotiating Style

Singaporean Business Behavior

Singaporean Verbal Communication

Singaporean Paraverbal Communication

Singaporean Nonverbal Communication

Singaporean Business Protocol

Group C Relationship-Focused - Formal, Polychronic, Expressive

Business Behavior in the Arab World

Communicating with Arabs

Arab Verbal Language

Arab Nonverbal Language

Arab Orientation to Time

Arab Hierarchy, Status and Honor

Arab Business Protocol and Etiquette

Arab Negotiating Behavior

Egyptian Business Behavior

Egyptian Verbal Communication

Egyptian Nonverbal Communication

Egyptian Business Protocol

Turkish Business Behavior

Turkish Business Communication

Turkish Nonverbal Communication

Turkish Hierarchies, Status and Gender

Turkish Time and Scheduling

Turkish Business Protocol and Etiquette

Turkish Negotiating Behavior

Greek Business Behavior

Greek Nonverbal Communication

Greek Business Protocol

Brazilian Business Behavior

Business Customs and Protocol

Mexican Business Behavior

Mexican Nonverbal Behavior

Mexican Business Protocol

Mexican Negotiating Behavior

Group D Relationship-Focused - Formal, Polychronic, Variably Expressive

Russian Business Behavior

Russian Business Protocol and Etiquette

Russian Negotiating Style

Polish Business Behavior

Polish Paraverbal and Nonverbal Behavior

Polish Business Protocol and Etiquette

Polish Negotiating Behavior

Romanian Business Behavior

Romanian Expressive Paraverbal and Nonverbal Behavior

Romanian Business Protocol and Etiquette

Romanian Negotiating Behavior

Slovak Business Behavior

Group E Moderately Deal-Focused, Formal, Variably Monochronic, Emotionally Expressive

French Business Behavior.

Relationship-Focus

Orientation to Time

Hierarchical Behavior

Business Communication Style

French Negotiating Style

French Business Protocol and Etiquette

Belgian Business Behavior

Belgian Business Protocol and Etiquette

Belgian Nonverbal Communication

Italian Business Behavior

Italian Nonverbal Communication

Italian Business Protocol and Etiquette

Spanish Business Behavior

Spanish Nonverbal Communication

Spanish Business Protocol

Hungarian Business Behavior

Hungarian Paraverbal and Nonverbal Behavior

Hungarian Business Protocol and Etiquette

Hungarian Negotiating Style

Group F Moderately Deal-Focused, Formal, Variably Monochronic, Reserved

The Business Behavior of the Baltic States

Baltic Negotiating Behavior

Baltic Paraverbal and Nonverbal Communication

Baltic Business Protocol and Etiquette

Group G Deal-Focused, Moderately Formal, Monochronic, Reserved

British Business Behavior

British Nonverbal Communication

British Business Protocol

British Social Etiquette

British Negotiating Style

Irish Business Behavior

Irish Business Protocol

Irish Social Etiquette

Irish Negotiating Behavior

Danish Business Behavior

Language of Business

Deal-Focused Business Behavior

Verbal Directness

Egalitarian Business Behavior

Monochronic Time Behavior

Emotionally Reserved Communication Style

Danish Business Protocol

Danish Negotiating Behavior

Norwegian Business Behavior

Norwegian Business Protocol and Etiquette

Norwegian Negotiating Behavior

Swedish Business Behavior

Deal-Focus

Nonverbal Language

Swedish Business Protocol and Social Etiquette

The Swedish Negotiating Style.

Finnish Business Behavior.

Notes:

Includes index.

Description based on print version record.

ISBN:

87-630-9935-7

1-62198-660-8

OCLC:

935248868