How do you convey respect in Japan? Are business gifts appropriate in Kuala Lumpur? Can women negotiate contracts in Morocco?
The right answers can mean lucrative foreign deals. The wrong ones can spell farewell to golden opportunities abroad.
Now you no longer have to rely on instinct and hearsay to succeed in cross-cultural negotiations. This book prepares you for the real-life situations you'll face in international deal-making. You will learn all the right moves, whether your business takes you to Japan and the Pacific Rim; Western, Southern, or Central Europe; Latin America and the Caribbean; the Arab world; or Australia.
Emphasizing the acquisition of a "global mindset," this book tells you how to recognize the real leaders among your foreign counterparts; handle crucial cross-cultural differences in negotiating styles; deal with unfamiliar concepts of punctuality, manners, and gift-giving; and emerge victorious as a successful international negotiator
|On Doing Business Internationally|
|Some Basic Cross-Cultural Ground Rules||p. 26|
|Americans at the International Negotiating Table|
|Americans, Love, and Money at the Negotiating Table||p. 145|
|Successful International Communication|
|The Effective International Negotiator||p. 237|
|International Negotiating Styles||p. 264|
|Coming Home Out There||p. 294|
|Appendix. Global Homecoming Exercises||p. 297|
|Table of Contents provided by Blackwell. All Rights Reserved.|
Series: Business Books
Number Of Pages: 344
Published: 22nd April 1995
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 22.6 x 15.2 x 2.3
Weight (kg): 0.51
Edition Number: 1
Edition Type: New edition