Cross-cultural business behavior : negotiating, selling, by Richard R. Gesteland

By Richard R. Gesteland

Now readers of the fourth variation will locate much more of that sensible suggestions for negotiating with consumers and providers around the globe. they're going to additionally locate clean new instances, extra negotiator profiles and comparisons of Nordic company cultures in addition to exact recommendation for adapting revenues shows to the tradition of the client.

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Extra resources for Cross-cultural business behavior : negotiating, selling, sourcing and managing across cultures

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So there I was in Boston, having flown halfway around the world just for that meeting. And those people did not even have the common decency to rearrange their schedule for a foreign visitor who was a little late. ” As we have learned, the meaning of “a little late” differs according to whether you are in a monochronic or polychronic culture. Monochronic Culture Shock Monochronic people are equally prone to culture shock when doing business in polychronic markets. I often hear northern Europeans and North Americans complain about the “rude behavior” of business contacts in the Middle East, Latin America as well as South and Southeast Asia.

The polite communication of Asians, Arabs, Africans and Latins helps maintain harmony. The meaning of what they are saying at the bargaining table is often found more in the context surrounding the words rather than in the words themselves. S. anthropologist Edward T. Hall, guru of cross-cultural communication, coined the useful term “high-context” for these cultures because you need to know the context surrounding the words in order to understand what is meant. In contrast, when northern Europeans, North Americans, Australians and New Zealanders speak, the meaning is usually explicit.

Suboto’s failure to inform Anita earlier about this delay? It is not that Bali Jeans management doesn’t care about your business. Like some other Southeast Asians, Mr. Suboto tends to postpone reporting bad news. Perhaps he was hoping that at the last moment a miracle would happen to solve the problem ... 44 Communicating Across The Great Divide “Telling It Like It Is” vs. “Saving Face” Even when indirect RF and direct DF people are both speaking the same language, English for example, they are really speaking different languages.

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