- Autor: Lothar Katz
- Editora: Lothar Katz
- Edição: 1
- Ano: 2014
- Idioma: Inglês
- País de Produção: EUA
- ASIN: B00HYKZCOI
- Nº de Páginas: 514
Por que esse livro é importante?
Do you know what it’s like when you are meeting a business contact in another country, or maybe just calling a colleague over there, and suddenly, you realize that “things don’t make sense”? When you both speak English but don’t appear to be communicating? When you are both quite experienced but seem unable to agree on the right course of action? When your counterpart’s behavior is rather unorthodox and you are unsure what to make of it?
The Global Business Culture Guide helps you navigate these and many other situations. From etiquette and protocol to negotiation and decision making, here is the advice you have been looking for on how to adjust business practices, personal attitudes, and social behaviors to be successful in any of 50 countries around the world.
Part I introduces fundamental aspects of international business negotiations that are vital to know. Culture impacts negotiations and negotiators must know how members of a given cultural group prefer to negotiate. You will learn how to prepare, how to build relationships, how to communicate orally and non-verbally, how to set up and conduct initial meetings, how to conduct negotiations, and much more.
Part II lists numerous techniques that negotiators around the world use. Whether you are negotiating with a well-known international counterpart or a new contact, you will learn how each technique works, how to counter it, who uses it, who will likely not use it, when it may be effective, and when it may not be effective.
Part III includes specific information for each country’s business culture, covering seven categories important to all business people who travel to these countries: Relationships and Respect, Communications, Initial Contact & Meetings, Negotiations, Agreements and Contracts, Women in Business, and Other Important Things to Know.
O livro é recomendado como parte do conhecimento necessário para desenvolver a habilidade de negociação intercultural.
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