Cross-cultural business behavior : negotiating, selling, sourcing and managing across cultures
著者
書誌事項
Cross-cultural business behavior : negotiating, selling, sourcing and managing across cultures
Copenhagen Business School Press, c2005
4th ed
大学図書館所蔵 件 / 全2件
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注記
Description based on 3rd impression, 2006
Bibliography: p. [345]-351
内容説明・目次
内容説明
For almost a decade, "Cross-Cultural Business Behavior" has been praised by business people and by students as "an eminently useful guide to the global marketplace." Now readers of the fourth edition will find even more of that practical guidance for negotiating with customers and suppliers around the world. They will also find fresh new cases, additional negotiator profiles and comparisons of Nordic business cultures as well as detailed advice for adapting sales presentations to the culture of the customer.
目次
Part One Patterns of Cross-Cultural Business Behavior The "Great Divide" Between Business Cultures Deal First of Relationship First? Communicating Across The Great Divide Formal vs. Informal Business Cultures Time and Scheduling Nonverbal Business Behavior Global Business Protocol and Etiquette Culture, Corruption and Bribery Selling Across Cultures Part Two: Forty Negotiator Profiles Group A Relationship - Focused - Formal - Polychronic - Reserved Group B Relationship - Focused - Formal - Monochronic - Reserved Group C Relationship - Focused - Formal - Polychronic - Expressive Group D Relationship - Focused - Formal - Polychronic - Variably Expressive Group E Moderately Deal - Focused - Formal - Variably Monochronic - Emotionally Expressive Group F Moderately Deal - Focused - Formal - Variably Monochronic - Reserved Group G Deal - Focused - Moderately Formal - Monochronic - Reserved Group H Deal - Focused - Informal - Monochronic - Variably Expressive
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