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

Author: Richard R Gesteland
Publisher: Copenhagen : Copenhagen Business School Press, ©1999.
Edition/Format:   Print book : English : 2nd edView all editions and formats
Summary:
"The second edition is an enhanced version of the original book, a practical guide for international business people who sell, manage and negotiate across cultures. Written in clear, easily understandable English, Cross-Cultural Business Behavior is based on the author's 35 years of hands-on experience doing business in 55 different countries." "Part One organizes international business customs and practices into  Read more...
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Details

Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Richard R Gesteland
ISBN: 8716134281 9788716134288
OCLC Number: 40551859
Description: 282 pages ; 24 cm
Contents: 1. Patterns of Cross-Cultural Business Behavior --
2. "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. Marketing Across Cultures --
International Negotiator Profiles.
Responsibility: Richard R. Gesteland.

Abstract:

"The second edition is an enhanced version of the original book, a practical guide for international business people who sell, manage and negotiate across cultures. Written in clear, easily understandable English, Cross-Cultural Business Behavior is based on the author's 35 years of hands-on experience doing business in 55 different countries." "Part One organizes international business customs and practices into logical, easily understood patterns so as to enable the international manager to conduct business successfully around the world. The text contains dozens of examples, anecdotes, diagrams and cases to illustrate and clarify the key points." "Part Two presents 32 unique Negotiator Profiles designed to prepare the business visitor to conduct effective negotiations in the world's major markets."--Jacket.

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