Cross-cultural business behavior: a guide for global management

Cases

Foreword to the Fifth Edition

Part 1

Introduction

Part 2

1. Patterns of Cross-Cultural Business Behavior

2. The Great Divide Between Business Cultures

3. Deal First or Relationship First?

4. Communicating Across The Great Divide

5. Hierarchical (Formal) and Egalitarian (Informal) Business Cultures

6. Time and Scheduling

7. Nonverbal Communication (Body Language)

8. Global Business Protocol and Etiquette

9. Culture, Corruption and Bribery

10. Selling Across Cultures

Part 3. Forty Negotiator Profiles

Group A. Relationship-focused - Formal, Polychronic, Reserved

Indian Business Behavior

Bangladeshi Business Behavior

Burmese Business Behavior

Cambodian Business Behavior

Laotian Business Behavior

Vietnamese Business Behavior

Thai Business Behavior

Malaysian Business Behavior

Indonesian Business Behavior

Filipino Business Behavior

Group B. Relationship-Focused - Formal, Monochonic, Reserved

Japanese Business Behavior

Chinese Business Behavior

South Korean Business Behavior

Singaporean Business Behavior

Group C. Relationship-Focused - Formal, Polychronic, Expressive

Business Behavior in the Arab World

Egyptian Business Behavior

Turkish Business Behavior

Greek Business Behavior

Brazilian Business Behavior

Mexican Business Behavior

Group D. Relationship-Focused - Formal, Polychronic, Variably Expressive

Russian Business Behavior

Polish Business Behavior

Romanian Business Behavior

Slovak Business Behavior

Group E. Moderately Deal-Focused, Formal, Variably Monochronic, Emotionally Expressive

French Business Behavior

Belgian Business Behavior

Italian Business Behavior

Spanish Business Behavior

Hungarian Business Behavior

Group F. Moderately Deal-Focused, Formal, Variably Monochronic, Reserved

The Business Behavior of the Baltic States

Group G. Deal-Focused, Moderately Formal, Monochronic, Reserved

British Business Behavior

Irish Business Behavior

Danish Business Behavior

Norwegian Business Behavior

Swedish Business Behavior

Finnish Business Behavior

Comparing Nordic Business Cultures

German Business Behavior

Dutch Business Behavior

Czech Business Behavior

Australian Business Behavior

Canadian Business Behavior

American Business Behavior

Index