Cross-Cultural Business Behavior (Marketing, Negotiating and Managing Across Cultures) [Hardcover]

Richard R. Gesteland (Author)

Book Description

ISBN-10: 8716134281 | ISBN-13: 978-8716134288 | Publication Date: January 1, 1999 | Edition: 2

This is the second edition of a practical guide for international business people who sell, manage and negotiate across cultures. Part One organizes international business customs and practices into logical patterns so as to enable the international manager to conduct business safely around the world. The text contains examples, anecdotes, diagrams and cases to illustrate and clarify the key points. Part Two presents 32 Negotiator Profiles designed to prepare the business visitor to conduct effective negotiations in the world's major markets. The book concludes with a Resource List which guides the reader to information on cross-cultural business.

Editorial Reviews

Review

". . . vastly entertaining . . . keeps one's attention." -- The European

"...user-friendly, practical and full of common sense. Business executives...should find plenty of useful advice to overcome cultural obstacles." -- Claude Cellich, International University, Geneva, Journal of Global Marketing

"...vastly entertaining...keeps one's attention." -- The European

"The chapter on how to handle the bribery issue alone is worth the price of the book." -- Roger E. Axtell, author of the best-selling "Do's and Taboos" books on international business

About the Author

Richard R. Gesteland is the founder of Global Management LLC, an international consultancy serving corporate and institutional clients. Since 1993 he has trained over two thousand managers around the world in cross-cultural negotiating techniques.

Product Details

• Hardcover: 282 pages
• Publisher: Munksgaard Intl Pub Ltd; 2 edition (January 1, 1999)
• Language: English
• ISBN-10: 8716134281
• ISBN-13: 978-8716134288
• Product Dimensions: 9.3 x 6.4 x 0.8 inches
• Shipping Weight: 1.2 pounds
• Average Customer Review: 4.7 out of 5 stars  See all reviews (3 customer reviews)
• Amazon Best Sellers Rank: #1,030,224 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

4.0 out of 5 stars Go Global, September 4, 2000

By 

M. Ruff "Alf" (Freising) - See all my reviews
(REAL NAME)   

This review is from: Cross-Cultural Business Behavior (Marketing, Negotiating and Managing Across Cultures) (Hardcover)

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.

2 of 3 people found the following review helpful:

5.0 out of 5 stars Just necessary to succeed in a global business, October 20, 2002

By 

Thomas H. (Frankfurt, Germany) - See all my reviews

This review is from: Cross-Cultural Business Behavior: Marketing, Negotiating and Managing Across Cultures (Hardcover)

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.

5.0 out of 5 stars Tools for fitting in and being liked all around the world, June 25, 2009

By 

BP - See all my reviews

This review is from: Cross-Cultural Business Behavior: Marketing, Negotiating, Sourcing and Managing Across Cultures (Third Edition) (Hardcover)

OK this is a great one. A great handbook for anyone who travels around the world to unknown places and cultures and wants to be harmonious about it (not offensive get it?). It really explains some framework for thinking about cultural practice all over the world and to remember certain traits that are hallmarks of other cultures but might just feel pretty strange and dumb to you. I highly recommend this book for a quick awareness of why people are different. It is really useful.