By Richard R. Gesteland

Now readers of the fourth variation will locate much more of that sensible information for negotiating with buyers and providers world wide. they are going to additionally locate clean new circumstances, extra negotiator profiles and comparisons of Nordic company cultures in addition to distinct suggestion for adapting revenues shows to the tradition of the buyer.

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Extra resources for Cross-cultural business behavior : negotiating, selling, sourcing and managing across cultures

Sample text

So he explained that all apparel sold in Canada must have labels with the fiber content and laundering instructions in both French and English. This news caused the Chinese side some concern because they lacked French-language expertise and strongly preferred to deal only with Chinese and English. Managing director Wang therefore replied with a smile, “Mr. Martin, I am afraid that supplying labels in French and English will be difficult. ” Pete Martin repeated politely that bilingual French/English labels were required by Canadian law.

Be an expert in your field. This works because expertise confers status. Once they get over the shock of your youthfulness, customers in hierarchical markets have the same concerns as their egalitarian counterparts, and your quiet competence gives them confidence that Other Status Factors 57 you will provide them with good service. Just remember to show them your expertise rather than tell them about it. The only thing worse than a show-off is a young show-off. – Learn the local business protocol.

But like most Asians, Singaporeans respect authority, honor social hierarchies, and value clear status differences. Feeling uncomfortable sitting at the same table with a Filipina maid, they said nothing but simply stayed away thereafter. Being among the world’s most egalitarian people, Scandinavians sometimes have a special problem doing business in strongly hierarchical cultures. Recently an associate of mine from a Nordic country visited good friends of ours in Bangkok. Svend politely shook hands with the host and hostess, and then with their Thai maid as well.

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