Richard Gesteland: Cross-cultural Business Behaviour
Chapter One
Richard Gesteland: Cross-cultural Business Behaviour
“Iron rules” of international business
Sellers adapt to buyers
• especially in “one-off”/short-term transactions
• long-term relationships, e.g.,joint-ventures, acquisitions, strategic alliances, etc. require more reciprocity
Visitors adapt to hosts
• “When in Rome...” also important to “be yourself”
1 Deal-Focus & Relationship-Focus
DF: task-oriented (“pushy, aggressive, offensively blunt”)
RF: people-oriented (“dilatory, vague, inscrutable”)
2 Informal & Formal
Informal: egalitarian
Formal: hierarchical
3 Rigid-Time & Fluid Time
Rigid: time-oriented
Fluid: people-oriented
4 Expressive & Reserved
Expressive: Southern?
Reserved: Northern?
page 1
Chapter 2
DF: Nordic and Germanic Europe/ “Anglos” -- Great Britain/North America/Australia/New Zealand/South Africa
MDF: Latin Europe, Eastern Europe, Mediterranean Region, Hong Kong,Singapore
dealing with strangers -- telemarketing
the importance of previous relationships
the “cold call”
meeting RF cultures: trade shows/trade missions
trusted intermediaries
high-status persons-- the importance of contacts
embassy’s cultural section
chambers of commerce
freight forwarders, ocean and airfreight carriers, international and accounting firms
useful connections -- China: Guanxi
page 2
Chapter 3
“MEISHI”: exchanging business cards
gender: “male bonding” in Asia -- the “gender headache”
golf: a neutral ground
person more than company: PR cultures treat time differently
patience: DR cultures need to understand it
face-to-face: literal and oral cultures (cf.Mole)
contract and relationship: DF vs RF
page 3
................
................
In order to avoid copyright disputes, this page is only a partial summary.
To fulfill the demand for quickly locating and searching documents.
It is intelligent file search solution for home and business.
Related searches
- examples of cross cultural differences
- examples of cross cultural issues
- cross cultural leadership
- cross cultural leadership pdf
- cross cultural importance
- cross cultural communication examples
- cross cultural differences in business
- cross cultural marketing
- cross cultural factors in business
- cross cultural challenges in business
- cross cultural advertising
- challenges in cross cultural communication