Cross-Cultural Business Behavior: Negotiating, Selling, Sourcing and Managing Across Cultures
by Richard R. Gesteland
ISBN: 8763001497
Publisher: Copenhagen Business School Press (November 2, 2005)
Available also as used from http://www.amazon.com
Book Description
Cross-Cultural Business Behavior has been praised by business people and by students as an useful guide to the global marketplace. Now readers of the 351 page fourth edition will appreciate the practical guidance for negotiating with people around the world. There are also 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.
Review
"Richard Gesteland's "Cross-Cultural Business Behavior " has already reached classic status and is now in its fourth edition. Rather than being a theoretical compendium of cross-cultural theories this book is a practical guide for businesspeople in the "front lines of international trade". The first part of the book presents in a hundred odd pages the theoretical knowledge needed to appreciate and understand the case examples and the "how-to" sections. Some of the theoretical concepts such as monochronic and polychronic cultures are presented as givens without acknowledging links to the works of theorists. This might annoy some readers. But Gesteland approaches the understanding of the differences between national cultures from the perspective of a busy person who conducts business, with specific country-by-country advice. Busy international negotiators and businessmen who are looking for "How-to" guidelines, which are not cumbersome, would appreciate this non-academic style and approach.
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