It explores: company style; local culture; the character of individuals; negotiation tactics; getting the timing right; and how to communicate clearly and persuasively.
Cross-cultural communication is no longer something confined to a few specialists in large companies; it is a reality for hundreds and thousands of people from large and small companies. Running overseas subsidiaries at a distance is a demanding task. Negotiating cross-border deals is a personal challenge of the highest order. Working in multi-cultural teams on short-term projects calls for great sensitivity. Cross-cultural Communication invites you to assess your own attitudes and performance as a business partner and as a communicator in the international arena. This book is packed with examples, opinions and case studies from businesspeople around the world, including in-depth focus on: national cultures; company cultures; personality types; tactics and negotiation skills; timing and communications.
Acknowledgements Introduction CHAPTER 1knowledge of your partner's culture, and apply it as you prepare to do business. CHAPTER 2: Company How to interpret your partner's company style and attitudes, and adjust your expectations to fit. CHAPTER 3: Character How to look more deeply into your partner's motivations and aspirations, and lay your plans accordingly. CHAPTER 4: Tactics How to shape your style of negotiation to suit local conditions, while meeting your objectives. CHAPTER 5: Timing How to establish the right rhythms in the business relationship, measured over hours and over years. CHAPTER 6: Talk How to get your messages across both clearly and persuasively. A Glossary of Offshore English What certain words are likely to mean in 'English' conversation in the world of international business. Final Quiz Test your understanding of the international arena using true examples. Further Reading Index