TY  - BOOK
AU  - Gesteland,Richard R.
TI  - Cross-cultural business behavior: marketing, negotiating, sourcing and managing across cultures 
SN  - 8763000938
AV  - HF5389 .G47 2002
PY  - 2002///
CY  - Copenhagen, Denmark
PB  - Copenhagen Business School Press
KW  - Business etiquette
KW  - Export marketing
KW  - Intercultural communication
KW  - Negotiation in business
KW  - National characteristics
N1  - Includes bibliographical references (p. [343]-347); Pt. One : 1. Patterns of Cross-Cultural Business Behavior -- 2. The "Great Divide" Between Business Cultures -- 3. Deal First - or Relationship First? -- 4. Communicating Across the Great Divide -- 5. Formal vs Informal Business Cultures -- 6. Time and Scheduling -- 7. Nonverbal Business Behavior -- 8. Global Business Protocol and Etiquette -- 9. Culture, Corruption and Bribery -- 10. Marketing Across Cultures.  Pt. Two: Forty Negotiator Profiles : Group A: Relationship-focused - Formal - Polychronic - Reserved: Indian, Bangladeshi, Vietnamese, Thai, Malaysian, Indonesian, Filipino.  Group B: Relationship-focused - Formal - Monochronic - Reserved: Japanese, Chinese, Korean, Singaporean.  Group C: Relationship-focused - Formal - Polychronic - Expressive: Arab, Eqyptian, Turkish, Greek, Brazilian, Mexican.  Group D: Relationship-focused - Formal - Polychronic - Variably Expressive: Russian, Polish, Romanian, Slovak.  Group E: Moderately Deal-focused - Formal - Variably Monochronic - Expressive: French, Belgian, Italian, Spanish, Hungarian.  Group F: Moderately Deal-focused - Formal - Variably Monochronic - Reserved: Negotiating in the Baltic States.  Group G: Deal-focused - Moderately Formal - Monochronic - Reserved: British, Irish, Danish, Norwegian, Swedish, Danes and Swedes through American eyes, Finnish, German, Dutch, Czech.  Group H: Deal-focused - Informal - Monochronic - Variably Expressive: Australian, Canadian, U.S.  Resource List
ER  -