Competing Globally: Mastering Multicultural Management and Negotiations (Managing Cultural Differences) [Hardcover]

Farid Elashmawi Ph.D. (Author)

Book Description

Publication Date: May 10, 2001 | Series: Managing Cultural Differences

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.

Editorial Reviews

Review

"An excellent book that captures the relevant cultural differences and clearly spells out effective ways to handle them. Dr. Elashmawi is without peer at understanding and explaining these differences in practical terms."
Mr. John East, President, Actel Corporation, U.S.A.

"An insightful, compelling, and fascinating programmatic approach. Every manager must read Competing Globally."
Professor I. Bhavnani, Chairman, the Wintons Groups, India

"Captivating writing style-lucid, informative, exquisite, and truly entertaining. I felt as if I had traveled with the author and shared his experience."
Professor Mohamed El-Assal, San Diego State University

"It is refreshing to find a book that focuses on the importance of human contact. Competing Globally is an easy-to-read book offering hints and tips from personal experience."
Richard Coleman, President, Rosswyn Associates, U.K.

"The book is not only well-researched but is also based on Dr. Elashmawi's years of experience in consulting and training. Firms doing international business will find its lessons and tips useful in enabling them to compete globally."
Mr. Yew Fook Phang, Director, Industrial Development Authority, Malaysia

"I have never found a book as comprehensive and unique as Competing Globally. It is great!"
Ai Mulyadi, Senior Advisor to the President, Pt Telkom, Indonesia

"Competing Globally brings you to the real scene. It gives the right guidance for business...planting a seed for the future."
Professor Rahardi Ramelan, former Minister of Trade and Industry, Indonesia

"Very informative, practical, and invaluable. This book will be of great value to those who want to understand and deal with other cultures."
Dr. Ismail Osman, Chairman of the Board, Arab Contractors, Egypt

"Competing Globally contains lots of useful examples which will help American business people to succeed with Asians and many other peoples."
Shinichi Yamashita, Program Manager, Agilent Technologies, U.S.A.

"Very easy to read and lively. Competing Globally is pictorial, knowledge-based, and well-written."
Dr. Sununta Siengthat, Asian Institute of Technology, Thailand

"Competing Globally makes navigation of global business less hazardous."
Dr. Helena Hannonen, President, Global Management, U.S.A.

"I especially enjoyed the little quizzes in each chapter. They enabled me to perform informative self-assessments."
David Sheen, President DataMagic, USA

From the Publisher

'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.

Product Details

• Hardcover: 320 pages
• Publisher: Butterworth-Heinemann; First Edition edition (May 10, 2001)
• Language: English
• ISBN-10: 0877193711
• ISBN-13: 978-0877193715
• Product Dimensions: 9.1 x 6.1 x 0.9 inches
• Shipping Weight: 1.1 pounds (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (6 customer reviews)
• Amazon Best Sellers Rank: #721,971 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

5.0 out of 5 stars Mandatory for International Marketeers, November 9, 2001

By 

Ramzani ABD RAUB "abang_ramzani" (Cyberjaya, Malaysia) - See all my reviews
(REAL NAME)   

This review is from: Competing Globally: Mastering Multicultural Management and Negotiations (Managing Cultural Differences) (Hardcover)

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

2 of 3 people found the following review helpful:

5.0 out of 5 stars Competing Globally, February 19, 2001

By 

Farid Elashmawi - See all my reviews

This review is from: Competing Globally: Mastering Multicultural Management and Negotiations (Managing Cultural Differences) (Hardcover)

Competing Globally

Mastering Multicultural Management and Negotiations

By Farid Elashmawi, Ph.D.

Competing Globally is a book unlike any other in its class. It offers the fruit of the author's most valuable 20 years of experience in negotiating, consulting, training, and competing globally. Though essentially instructive and tutorial, the book is written in a clear and concise style that is immediately applicable to most international business situations. The author provides specific information about entering international markets, negotiating, conducting meetings and presentations, and working with international partners. Chapters focus on the unique business cultures of North Americans, Europeans, Japanese, Koreans, Chinese, Indonesians, Thais, and Arabs. Vivid and animated recounts of personal triumphs and tribulations also shed light on how to succeed in a variety of cultural environments. Case studies, anecdotes, social tips, self-tests, and tables provide important insights into communicating, marketing, and negotiating globally. Using a fascinating and compelling practical approach, Dr. Elashmawi has created an invaluable guide for today's business managers and students, who must enhance their cross-cultural negotiating skills to compete globally. It is a must-read for executives, students, and world travelers.

About the Author Farid Elashmawi, B.Sc., MBA, Ph.D., is President and Founder of Global Success in San Jose, California, a management consulting firm specializing in multicultural management, negotiation, and corporate culture re-engineering. He is Egyptian-born and has coached executives from major organizations in the United States, Asia, Europe, and the Middle East. Dr. Elashmawi is a frequent speaker at international conferences and co-author of the classic work, Multicultural Management 2000. Praise for Competing Globally:

"An excellent book that captures the relevant cultural differences and clearly spells out effective ways to handle them. Dr. Elashmawi is without peer at understanding and explaining these differences in practical terms." Mr. John East, President, Actel Corporation, U.S.A.

"An insightful, compelling, and fascinating programmatic approach. Every manager must read Competing Globally." Professor I. Bhavnani, Chairman, the Wintons Groups, India

"Captivating writing style-lucid, informative, exquisite, and truly entertaining. I felt as if I had traveled with the author and shared his experience." Professor Mohamed El-Assal, San Diego State University

"It is refreshing to find a book that focuses on the importance of human contact. Competing Globally is an easy-to-read book offering hints and tips from personal experience." Richard Coleman, President, Rosswyn Associates, U.K.

"The book is not only well-researched but is also based on Dr. Elashmawi's years of experience in consulting and training. Firms doing international business will find its lessons and tips useful in enabling them to compete globally." Mr. Yew Fook Phang, Director, Industrial Development Authority, Malaysia

"I have never found a book as comprehensive and unique as Competing Globally. It is great!" Ai Mulyadi, Senior Advisor to the President, Pt Telkom, Indonesia

5.0 out of 5 stars Astounding Insight and Wisdom!, July 31, 2002

By 

Pat Zangari (http://www.yahwehsaliveandwell.com) - See all my reviews

This review is from: Competing Globally: Mastering Multicultural Management and Negotiations (Managing Cultural Differences) (Hardcover)

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!