Download e-book for kindle: 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 assistance for negotiating with clients and providers around the globe. they'll additionally locate clean new instances, extra negotiator profiles and comparisons of Nordic company cultures in addition to special recommendation for adapting revenues shows to the tradition of the client.

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Additional info for Cross-cultural business behavior : negotiating, selling, sourcing and managing across cultures

Example text

I remind them that while modern technology can largely replace face-to-face-meetings with deal-focused counterparts, our RF customers may still expect to see us in person when difficult issues need to be discussed. S. exporters and a Malaysian importer-distributor is relevant here. S. dollars declined by about 70%. S. dollars had more than tripled within the space of a year. The ringgit devaluation caused serious problems for Rah-Tel, a large Kuala Lumpur-based importer and distributor of telecommunications equipment.

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.

Later I learned that most of Europe follows the same rules of formal address. Your French contact is likely to remain Monsieur Dupont, not René. And for years in Italy we addressed the head of our largest supplier with the honorific “Commendatore” until we got to know him well enough to call him Gustavo. By way of contrast, my most recent meeting in Sydney, Australia started with a hearty “G’day mate! ” Now that, dear reader, is an example of an informal culture! Formality is about status, hierarchies, power and respect.

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