Book Description
"This is an important and excellent book for every negotiator." -The Negotiator Magazine
The premier guidebook for conducting cross-cultural business
Doing Business Internationally, Second Edition, is a nontechnical, accessible resource for managing today's multicultural organizations. Revised, restructured, and refocused from its classic first edition, it introduces the revolutionary Cultural Orientations Inventory (COI), a unique and valuable tool for identifying critical skills gaps and practicing style-switching, potentially increasing effectiveness and improving performance.
This fully updated edition revisits the first edition's groundbreaking strategies and techniques, plus presents new tools developed in conjunction with Harvard University, Columbia University, AT&T, and other leading universities and corporations.
- Concentrates on team building, executive development, problem solving, and other essential activities
- Features management and negotiation tips for global leaders
- Provides in-depth analyses of six key global regions
Customer Reviews:
Excellent book for learning more about managing multicultural organisations........2006-08-28
This is an excellent book for learning more about managing multicultural organisations. Already in its second edition after being first published in 1995, it has improved. The COM or Cultural Orientation Model integrates all the cultural dimensions of famous authors Hofstede, Hampden-Turner and Trompenaars, Stewart and Bennett/Rhinesmith, Kluckhohn and Strondtbeck/Hall and Edwart Hall into a cartwheel.
Though the authors are very much pro-convergence (even claiming in Chapter 1 that Global harmonization of consumer buying preferences will dominate certain industry-goods and services-sectors.) as to Globalization they manage to build up a comprehensive argument about the high role of culture in the process of organizational globalization.
Busy international managers could find the approach of breaking the complexities of cultural differences into value orientations a bit theoretical in the absence of case examples and critical incidents. There are some good case studies in chapter 4:A Survey of Cultural Patterns but there are too few of them in the whole book. In fact more of these would have helped in getting a vital point accross that cultural boundaries are not national boundaries. For people involved in designing performance management systems and strategic planning in multicultural organisations this book is highly recommended reading. HR-practitioners in multicultural organizations would also benefit from reading this book.
Which type is to become a global manager?.......2001-01-22
Recently I wrote a book about multinational management published in 1968. After finishing this book, I realized that the conflicts between multicultural and multinational difference are stands still under the similar managerial circumstance, though we are living in the digital-dominated world. So I studied this book compared with its' phenomenon as described in "International Management". Keeping a flexible communication skill in multinational-cultural is the key factor to achieve meaningful outcome. For this, the open-minded, instructive and far-sighted personality required first. When they acknowledged difference not wrong each other, they can start to talk about what they want for negotiation, next proceed to persuade or yield a little. This means the more internationalized people there as a matchmaker, the more the company benefited from them. Then how to get Mr. Right for global manager? They all born naturally? Or trained? Both are all right. Person who has got global brain with digital management skill (as Mr. Bill Gatz called) must appeal to adapt extreme change and more action to cope with international risky problem. They could continue to get or lose by trial and error and learned what's the best, step by step and case by case. There are no standard learning system to teach them. That's not the lost rather than investment for human resources for each company ultimately. If you are would-be-global manager or second-rate reginal manager or have a dream of international manager, read this book and write down and analyze what's your strong/weak point more carefully. Then take into action to the first-rate global manager. If anyone who is in a top-management read, they can set effective multinational goal to come and get. How about students or average person? Of course, they will be fine.
Valuable guide to building a successful worldwide company........1998-10-11
This book should be on the desk of every marketing and human resources manager involved in foreign trade. It is not only for larger companies that have already built a global sales network. It is also for beginners who should consider these cross-cultural factors BEFORE they start selling their goods and services in overseas markets. John R. Jagoe, Director, Export Institute.
Book Description
Negotiating Globally is an essential resource that provides managers with an accessible framework to help them customize and adjust negotiations as they navigate cultural boundaries. Written by an internationally acknowledged expert on the subject, this book will help negotiators cross ethnocentric and geopolitical boundaries successfully as it provides solid information and strategies that will be useful in any cross-cultural negotiation. Packed with practical advice on how to manage cultural differences whenever they appear at the negotiation table, Negotiating Globally is a key resource when it comes to negotiating deals, resolving disputes, and making decisions in the global market. Instructive stories and cases from the author's original research give readers a real-world look at the author's advice in action.
Book Description
Forge positive, productive East/West business relationships by understanding how the other side thinks.
Focusing on who the Chinese and Americans are, and why they behave in certain ways, this pragmatic yet sensitive approach to building East/West business relationships urges readers to seek understanding ahead of quick answers.
Bicultural businessman Charles Lee outlines the traditional, social, political, and economic factors affecting Chinese and American business environments, deconstructing the myths of the ""cowboy"" and the ""dragon.""
Customer Reviews:
Packed With Knowledge!.......2004-06-03
Explaining China is a favorite avocation of many Chinese in the West. They usually state that Chinese and Western values are opposed, and that Chinese values are not only different but superior. This fairly typical book can be straightforward and informative, particularly when the author discusses the decision-making process in China and warns that `yes' and `no' probably don't mean what the average, unsubtle American understands them to mean. But stay skeptical of the author's generalizations about Chinese (Dragon) and Western (Cowboy) motivations. He stresses the supposed "collective" disposition of Chinese, but anyone with China experience will wonder just how "collective" the Chinese really are. In an often-used saying, the Chinese compare themselves to grains of sand - to emphasize their difficulty in getting together and cooperating. Sometimes the book describes fact, and sometimes fantasy that Chinese wish were fact. It can be as useful to know a people's fantasies as it is to know their facts so, properly read, we find this book to be a useful addition to the bibliography on doing business in China. (There are, by the way, some annoying proofreading errors, most egregiously the erroneous pinyin spelling of the Chinese word for face.)
Insightful comparison of cultures, great business advice.......2003-12-11
Dr. Lee offers thought provoking insights and recommendations on doing business in Asia, based upon years of personal experience. Interesting contrasts of Asian and Western cultures help to explain the different approaches to business. His advice on the important subjects of negotiation and conflict resolution provide valuable guidance on how to avoid common misunderstandings and achieve mutually beneficial outcomes. This book is great for those interested in doing business in China and is recommended reading by the nation's top business school.
A must read for anyone interested in doing business in China.......2003-05-06
Dr. Lee covers a lot of subject matter in Cowboys and Dragrons. This is not a travel or "how to" book. This is a hands on reference piece that aims at breaking down cultural myths between the U.S. and China that have historically promulgated misunderstanding between the two countries. Dr. Lee emphasizes the necessity of having a historical and cultural understanding of the United States and China before entering into or embarking on business dealings between the two countries. He poses philisophical questions to the reader in order to uncover fundamental truths about human relationships. Furthermore, he provides practical advice on how to make a U.S./China business deal work to the benefit of BOTH sides.
If you ever wondered why Chinese bow and avoid direct eye contact versus the American norm of firm handshakes and looking someone squarely in the eye or how to better understand the nuances of business language among both cultures, this book will explain it all.
Cowboys and Dragons will surely become a must read among business school students, entrepreneurs, executives, and individuals that plan or or are currently doing business in China. Keep this book handy.
Book Description
English for International Negotiations is built around the case-study method, and covers a variety of negotiation situations set in more than twenty countries around the world. The Student's Book addresses issues such as cultural sensitivity, the need for a common language at the negotiating table, and other factors that influence success and failure in negotiation.
Average customer rating:
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Cross Cultural Team Building: Guidelines for More Effective Communication and Negotiation (Mcgraw Hill Training Series)
Manufacturer: McGraw-Hill Companies
ProductGroup: Book
Binding: Paperback
 Workplace
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ASIN: 0077079191 |
Average customer rating:
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Cross Cultural Management and Negotiation Practices
Bahaudin, Ghulam Mujtaba
Manufacturer: ILEAD Academy
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Binding: Hardcover
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ASIN: 0977421120 |
Book Description
Cross Cultural Management and Negotiation Practices is about managing cultural differences throughout a country or organization, according to some basic principles of professionalism and open communication. One has to understand each individual and let people freely voice their opinion in order to maximize their efficiency and productivity toward the complex solutions we all face in today's cross-cultural work environments. Likewise, professionals need to have great management and negotiation skills while working toward the objectives of maximizing shareholder benefits in the organization. Cross Cultural Management and Negotiation Practices is divided into four parts and includes subjects that each can be a specialization of study in itself. Part I provides information on culture and management as well as ethical challenges that managers and expatriates face across the globe; Part II provides an overview of negotiation fundamentals, negotiation model, and negotiation steps which can be used by expatriates in international assignments; Part III discusses practical skills such as communication and conflict management along with expatriate, as well as repatriate, training and development strategies; and Part IV offers a variety of cases to emphasize specific concepts and reflect upon real world challenges that can be used to facilitate various topics and reflect upon their learning outcomes. Overall, this book attempts to shed some light, albeit briefly, on specific area by introducing the reader to the major topics and issues in cross-cultural management and negotiations. Understanding these subjects require examining one's own beliefs and values as well as learning the skills of dealing appropriately with those whose beliefs and values may be very different. The author and contributors have used the concepts discussed in this book both nationally and internationally with academic and practitioner audiences to help increase their awareness of management, international management, negotiations, communication, and different cultures. The concepts, cases and exercises have been gleaned from a variety of sources and professionals in the United States and others around the globe. As such, these are very relevant to today's work environment, and thus can easily fit most management, international management, or cultural competency courses, seminars, and employee development workshops. Management trainers, corporate universities, colleges or professors wishing to adopt this book or any of its chapters may contact the publisher or the author to request the available supplementary facilitator's materials such as the electronic Power Point files for presentation, chapter summaries for usage with lectures and online postings, test questions for discussions or exams, and/or other supplementary material for exercises. The Instructor's CD (resources) come electronically using Microsoft Power Point, Word, and Excel files; as such, they can be adjusted by each educator and facilitator for his or her lectures, training and presentations.
Product Description
Negotiating International Business is a comprehensive reference guide designed to aide business people when dealing with foreign counterparts. It explains fundamental aspects of international business negotiations, culture-specific expectations and practices, as well as numerous techniques used by international negotiators. Here is the advice you need in order to be successful by adjusting business, personal, and social behaviors as required in any of 50 countries around the world.
Book Description
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture.
The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Average customer rating:
- Just necessary to succeed in a global business
- Go Global
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Cross-Cultural Business Behavior (Marketing, Negotiating and Managing Across Cultures)
Richard R. Gesteland
Manufacturer: Handelshojskolens Forlag
ProductGroup: Book
Binding: Hardcover
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ASIN: 8716134281 |
Book Description
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, concise English, "Cross-Cultural Business Behavior" is based on the author's 35 years of hands-on experience doing business all over the world.
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 its 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.
The book concludes with a valuable Resource List which guides the reader to a wealth of information on cross-cultural business.
The first edition proved to be popular with practicing managers as well as universities and colleges around the world. Translated into German, Polish and Lithuanian, it has been adopted as a textbook by more than a dozen business schools in the U.S., Denmark, Norway, Hungary and Lithuania.
Customer Reviews:
Just necessary to succeed in a global business.......2002-10-20
If you have to deal with collegues in an international company, if you want to understand your customer or supplier, if you want to reduce unnecessary friction, you must understand how your counterparty interprets your behaviour. This book is a great help with its coordinate system of cultures.
Go Global.......2000-09-04
A very useful book if you need to GO GLOBAL. It give you the first hints about characteristics of foreign culture, even your own cultures. The structure and the very practically and lively examples make the book easy and sometimes funney to read. A strong buy for those who need or want to look outside of their own culture. Best book that I have seen so far in this area. No theories, pure reallity. I tested it live and it helped me in various situation to understand pitfalls that I hit or avoid pitfalls.
Book Description
Based on his firsthand experience, Farid Elashmawi has created a concise, valuable primer to 'going global'. 'Competing Globally' gives specific information about entering international markets, negotiating, conducting meetings and presentations, and working with international partners.
'Competing Globally' sheds light on varied business cultures, including those of North America, Europe, Japan, Korea, China, Indonesia, Thailand and the Middle East. Elashmawi uses case studies, anecdotes, social tips, self-tests, and tables to provide important insights into communicating, marketing, and negotiating with organizations outside throughout the world. This book is invaluable to business managers and students who need to enhance their cross-cultural negotiation skills to compete globally.
Customer Reviews:
Astounding Insight and Wisdom!.......2002-08-01
I have read and re-read Farid's book, "Competing Globally, Mastering Multicultural Management and Negotiation", several times this year! He has such insight and wisdom to bringing the nations together in communication skills and taking down the walls in the business realm that I have never seen or implemented before! I have actually found myself to be a mix of many of the different cultures discussed in this wonderful work and it has helped me tremendously in dealing with American businesses! This is the "I'm OK, You're OK" of the business world! Thank you very much Farid! Cheers to YOUR Global Success!
Excellent Resource for Business Professionals.......2002-02-24
This book is an excellent resource for business professionals, providing insights into the various global cultures. Helpful real-world examples provide readers with tips for mastering interpersonal communications, meetings and presentations, and negotiations. Well-written and easy to read, this is a great book for business professionals who need to excel in cross-cultural business situations.
The Weapon to Face Globalisation.......2001-12-05
Competing is about "winning". In this book, Dr. Farid clearly rises an awareness flag on the important role of "culture" to win global competition. A "Cultural Intelligent."
I attended his class once a few years a go in Indonesia. I was admired by his strategy to make poll during the class. This smart way guarantees a more and more qualified poll result since the respondents are accumulated by time to time. He is studying while teaching. And, I have seen these compelling information colours the essence of the book.
As I previously guess before reading, Dr. Farid will fulfil this book with some significant samples from his direct experiences dealing with people in various cultures in many countries. And, I am not wrong about this.
Inside, I have also found the answers of the winning and loosing situations experienced while working and doing international business in past. These are the real value of this book.
Another beauty of this book is, it again tells us that our own way and value are not the only one in this world. There are a lot more cultural differences from country to country, from one race to another. It is now clear why sometimes "Yes" means "No" in some cultures or the other way around. So, in order to properly react to win, the power and the way of thinking of the competitors need to be known. Dr. Farid tells how to simply deal with it Since the business move towards global. The local goes global, the global comes to local.. This book really provides an enough weapon and maps to win the global competition. Enjoy reading it as I did !
The Weapon to Face Globalisation.......2001-12-04
Competing is about "winning". In this book, Dr. Farid clearly rises an awareness flag on the important role of "culture" to win global competition. A "Cultural Intelligent."
I attended his class once a few years a go in Indonesia. I was admired by his strategy to make poll during the class. This smart way guarantees a more and more qualified poll result since the respondents are accumulated by time to time. He is studying while teaching. And, I have seen these compelling information colours the essence of the book.
As I previously guess before reading, Dr. Farid will fulfil this book with some significant samples from his direct experiences dealing with people in various cultures in many countries. And, I am not wrong about this.
Inside, I have also found the answers of the winning and loosing situations experienced while working and doing international business in past. These are the real value of this book.
Another beauty of this book is, it again tells us that our own way and value are not the only one in this world. There are a lot more cultural differences from country to country, from one race to another. It is now clear why sometimes "Yes" means "No" in some cultures. So, in order to properly react to win, the power and way of thinking of the enemy need to be known. Dr. Farid tells how to simply deal with it. This book really provides an enough weapon and maps to win the global competition.
Since the business move towards global. The local goes global, the global comes to local. This book really provides an enough weapon and maps to win the global competition. Enjoy reading it as I did !
Mandatory for International Marketeers.......2001-11-09
With regional and global opening up of markets due to WTO, AFTA, NAFTA, companies will have to learn to work with other companies in other countries to do business more effectively or at less cost. Generally selection of partners is done via short match-making sessions where due to cultural reasons, simple gestures can be misinterpreted. This can lead to loss of valuable marketing or partnering opportunities.
My personal experience in this aspect was in trying to market my company niche area in E-Government Consultancies to developing countries where these countries generally have a different native language, speaks English in a different accent. In addition, we have to differentiate between just curious inquiries or actual leads. Dr Farid's book provides important guidelines on small items which ironically creates the first major impressions. These are communications through telephone, casual chat over ice-breaking sessions, writing of letters etc.
I would recommend these book to managers who are entrusted to do marketing overseas and have to interact with their foreign counterparts. This is to ensure their actions or communications are not being misinterpreted and creating sense of distrust to their potential partners. In addition, they would also be able to gather if their marketing activities is making results
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- Fish! A Remarkable Way to Boost Morale and Improve Results
- FLIP: How to Find, Fix, and Sell Houses for Profit
- From Reel to Deal: Everything You Need to Create a Successful Independent Film
- Getting to Yes: Negotiating Agreement Without Giving In
- Getting to Yes: Negotiating Agreement Without Giving In
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