Read more
Cross-cultural business negotiations are an important part of international business. Much business has been lost overseas due to miscalculations caused by cultural differences. Negotiating is a lengthy, difficult process by itself; but, when one adds the cultural aspect it becomes extremely intricate. Cross-cultural negotiation skills can be improved by adequate attention to details and a better understanding of the cultural heritage of the other side. This work examines cross-cultural negotiations from the point of view of a practitioner, and provides country profiles with advice on how to best negotiate with people from those countries.
International business negotiations are made more difficult by problems of communications and culture. In order to conduct business outside of one's native culture, it is necessary to understand the style and intent of the business partners, and to learn to deal with culturally based differences. In addition, communciations are conducted verbally and non-verbally; therefore, it is not just a problem of language barriers. The authors show those involved in international business how to conduct their business communications successfully by seeing what is important about the transactions through eyes of another culture.
The authors are widely experienced in cultures other than that of the United States. Having lived and worked in many parts of the world in addition to the United States, the authors advise business professionals and business academicians in this work.
List of contents
Introduction
What--the art of negotiations
Why--international negotiations
Why 2--cross cultural negotiating behavior
How--verbal
How 2--Nonverbal behavior
When--the time
Who--the people
Where--the place
What--the contract
Haggling
Country study--Indonesia
Country study--Germany
Country study--Saudi Arabia
Country study--Hong Kong and China
Country study--Australia
Country study--Philippines
Conclusions--Dos and Don'ts
Reference
Index
About the author
DR. DONALD W. HENDON is President of Business Consultants International and Professor of Marketing and Director of the International Business Program at Northern State University, Aberdeen, South Dakota.PAUL HERBIG is Professor of Marketing in the Department of Management/Marketing at the Graduate School of International Trade and Business at Texas A&M University. Prior to academia he worked in marketing and management and product management at AT&T, Honeywell, and Texas Instruments. He is the author of Innovation Matrix (Quorum, 1994) and Innovation Japanese Style (Quorum, 1995). His research interests include reputation and market signaling, futuristics, cross-cultural influences on innovation, and Japanese marketing practices.
