LEADER 04112nam 2200625Ia 450 001 9910813968603321 005 20200520144314.0 010 $a87-630-0996-X 035 $a(CKB)1000000000001869 035 $a(OCoLC)70769484 035 $a(CaPaEBR)ebrary10022645 035 $a(SSID)ssj0000278366 035 $a(PQKBManifestationID)11954889 035 $a(PQKBTitleCode)TC0000278366 035 $a(PQKBWorkID)10246253 035 $a(PQKB)11573061 035 $a(MiAaPQ)EBC3400738 035 $a(Au-PeEL)EBL3400738 035 $a(CaPaEBR)ebr10022645 035 $a(OCoLC)923361048 035 $a(EXLCZ)991000000000001869 100 $a20030124d2002 uy 0 101 0 $aeng 135 $aurcn||||||||| 181 $ctxt 182 $cc 183 $acr 200 10$aCross-cultural business behavior $emarketing, negotiating, sourcing and managing across cultures /$fRichard R. Gesteland 205 $a3rd [rev.] ed. 210 $aCopenhagen, Denmark $cCopenhagen Business School Press$d2002 215 $a1 online resource (347 p.) 300 $aBibliographic Level Mode of Issuance: Monograph 311 $a87-630-0093-8 320 $aIncludes bibliographical references (p. [343]-347). 327 $aIntro -- Table of Contents -- Foreword to the Third Edition -- Introduction -- Part 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: -- Part Two Forty Negotiator Profiles -- Group A Relationship- Focused - Formal - Polychronic - Reserved -- The Indian Negotiator -- The Bangladeshi Negotiator -- The Vietnamese Negotiator -- The Thai Negotiator -- The Malaysian Negotiator -- The Indonesian Negotiator -- The Filipino Negotiator -- Group B Relationship- Focused - Formal - Monochronic - Reserved -- The Japanese Negotiator -- The Chinese Negotiator -- The Korean Negotiator -- The Singaporean Negotiator -- Group C Relationship- Focused - Formal - Polychronic - Expressive -- The Arab Negotiator -- The Egyptian Negotiator -- The Turkish Negotiator -- The Greek Negotiator -- The Brazilian Negotiator -- The Mexican Negotiator -- Group D Relationship- Focused - Formal - Polychronic - Variably Expressive -- The Russian Negotiator -- The Polish Negotiator -- The Romanian Negotiator -- The Slovak Negotiator -- Group E Moderately Deal- Focused - Formal - Variably Monochronic - Expressive -- The French Negotiator -- The Belgian Negotiator -- The Italian Negotiator -- The Spanish Negotiator -- The Hungarian Negotiator -- Group F Moderately Deal- Focused - Formal - Variably Monochronic - Reserved -- Negotiating in the Baltic States -- Group G Deal- Focused - Moderately Formal - Monochronic - Reserved -- The British Negotiator -- The Irish Negotiator -- The Danish Negotiator -- The Norwegian Negotiator. 327 $aThe Swedish Negotiator -- Danes and Swedes Through American Eyes -- The Finnish Negotiator -- The German Negotiator -- The Dutch Negotiator -- The Czech Negotiator -- Group H Deal- Focused - Informal - Monochronic - Variably Expressive -- The Australian Negotiator -- The Canadian Negotiator -- The U.S. Negotiator -- Resource List. 606 $aBusiness etiquette 606 $aExport marketing 606 $aIntercultural communication 606 $aNegotiation in business 606 $aNational characteristics 615 0$aBusiness etiquette. 615 0$aExport marketing. 615 0$aIntercultural communication. 615 0$aNegotiation in business. 615 0$aNational characteristics. 676 $a395.52 700 $aGesteland$b Richard R$0885958 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910813968603321 996 $aCross-cultural business behavior$93936361 997 $aUNINA