상세정보

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.

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.

정보제공 :

CONTENTS

Foreword = xii

Series Preface = xiv

Acknowledgments = xv

Introduction = xvi

1 Sailing Across Business Cultures = 1

 Negotiating Globally = 2

 Managing Globally = 6

 Mastering Multicultural Meetings = 7

 Managing Multicultural Teams = 9

 Conducting Training Across Culture = 17

 Summary = 18

2 Working One-on-One with Americans = 19

 Test Your Skills Dealing with Americans = 20

 American Cultural Values = 22

 Meeting the Americans = 25

 Tips for Meeting Americans = 28

 On the Phone with Americans = 28

 Tips On Phone Etiquette with Americans = 30

 Writing to Americans = 30

 Tips for Writing to Americans = 33

 Presenting to Americans = 34

 Test Your Skills for Conducting Meetings with and Presenting to Americans = 34

 Tips for Presenting to Americans = 36

 The American Decision-Making Process = 36

 Negotiating with Americans = 36

 Encountering the American Negotiators = 38

 Working with Americans = 39

 Test Your Skills for Working with Americans = 41

 Tips for Training Americans = 42

 Tips for Motivating Americans = 43

 Tips for Performance Reviews of Americans = 43

 Socializing with Americans = 44

 Test Your Skills in Socializing with Americans = 46

 Summary = 47

3 Facing the Japanese Salaryman = 49

 Test Your Skills Dealing with the Japanese = 50

 A Personal Tale : My Encounter with the Japanese Salaryman = 51

 Japanese Cultural Values = 53

 The Japanese Salaryman = 54

 Mr. Bell's First Trip to Japan = 56

 Working for the Salaryman = 58

 Enhancing Relationships with Japanese = 62

 Tips for Marketing to the Japanese = 63

 On the Phone with the Japanese = 63

 Writing to the Japanese = 65

 Japanese Nonverbal Messages = 66

 Conducting Meetings and Presentations = 68

 Presenting to Gusaki International = 69

 Cultural Tips for Conducting Meetings and Presentations = 71

 Cultural Taboos in Conducting Meetings and Presentations = 71

 The Japanese Decision-Making Process = 72

 Encountering the Japanese Negotiators = 73

 Social Etiquette = 74

 Summary = 74

4 Competing on the Battleground with Koreans = 76

 Test Your Skills for Dealing with Koreans = 77

 Personal Tale : Be Ready, Fire! = 78

 Korean Cultural Values = 80

 The Isms of Korea = 81

 The Company as an Extension of the Family = 82

 Meeting the Koreans = 83

 Avoid These Taboos = 84

 On the Phone with Koreans = 85

 Writing to the Koreans = 86

 Korean Letters = 87

 Tips for Written Communication with Koreans = 88

 Conducting Meetings and Presentations = 88

 Tips for Conducting Meetings with Koreans = 89

 Enhancing Relationships with Koreans = 90

 Persuading Koreans = 92

 Characteristics of the Korean Negotiator = 92

 Contracting with Koreans = 95

 The Korean Decision-Making Process = 96

 Encountering the Korean Negotiators = 97

 Enhancing Your Negotiation Success with Koreans = 98

 Working with Koreans = 99

 Training Koreans = 100

 Tips for Training Koreans = 100

 Motivating Koreans = 101

 Promotions within Korean Organizations = 102

 Social Etiquette When Dealing with Koreans = 102

 Summary = 103

5 Dealing with Indonesian Paks = 104

 Test Your Skills Dealing with Indonesians : True or False? = 105

 Personal Tale : Who Do You Know? = 106

 Indonesian Cultural Values = 106

 An Indonesian Civil Servant's Values = 108

 Private Businessperson's Values = 108

 Meeting Indonesians = 109

 Tips for Enhancing Your Relationship with Indonesians = 113

 Interacting with the Paks = 113

 On the Phone with Indonesians = 114

 Writing to Indonesians = 114

 Conducting Meetings and Presentations = 116

 Tips for Conducting Successful Meetings and Presentations = 119

 Persuading Indonesians = 120

 Encountering Indonesian Negotiators = 124

 Working with Indonesians = 125

 Training Indonesians = 126

 Motivating Indonesians = 127

 Social Etiquette 127. Summary = 128

6 Mastering the Thai Wai = 129

 Test Your Skills in Dealing with Thais with the Following True-or-False Statements = 130

 Personal Tale : Can You Wai? = 130

 Thai Cultural Values = 131

 Meeting Thais = 134

 On the Phone with Thais = 136

 Writing to Thais = 138

 Conducting Meetings and Presentations = 140

 Persuading Thais = 141

 Encountering the Thai Negotiators = 143

 Working with Thais = 144

 Social Etiquette = 146

 Summary = 147

7 Flattering the Arabs = 149

 Test Your Skills Dealing with Arabs = 149

 Mr. Bell Meets with Arabs : A Cautionary Tale = 150

 Arab Cultural Values = 153

 Meeting Arabs = 154

 On the Phone with Arabs = 156

 Writing to an Arab = 159

 Enhancing Relationships with Arabs = 161

 Conducting Meetings and Presentations = 164

 Persuading Arabs = 167

 Encountering Your Arab Negotiators = 172

 Working with Arabs = 173

 Social Etiquette = 176

 Summary = 179

8 Discovering European Diversity = 181

 Test Your Skills in Dealing with Europeans : True or False? = 182

 European Cultural Values = 183

 The Diversity of European Cultural Values = 184

 Communicating Effectively with Europeans = 186

 Summary = 211

9 Looking Behind the Chinese Facade = 213

 Test Your Skills in Dealing with Chinese : True or False? = 214

 Personal Tales = 215

 Chinese Cultural Values = 217

 Priorities of Values Among the Chinese = 218

 Meeting the Chinese = 220

 Written Communication = 224

 Conducting Meetings and Presentations = 225

 Tips for Conducting Business Meetings with the Chinese = 228

 Persuading the Chinese = 230

 Negotiating in the Street = 231

 Tips for Enhancing Your Relationships with the Chinese = 234

 Characteristics of the Chinese Negotiator = 235

 Countering the Chinese Negotiation Team = 236

 Further Tips for Negotiating with Chinese = 237

 Contracting with Chinese = 237

 Working with the Chinese = 238

 Tips for Working with the Chinese = 239

 Social Etiquette = 241

 Summary = 243

Epilogue = 244

Recommended Reading = 247

Index = 255