Cross Cultural Business Behavior

Now readers of the fourth edition will find even more of that practical guidance for negotiating with customers and suppliers around the world. They will also find fresh new cases, additional negotiator profiles and comparisons of Nordic business cultures as well as detailed advice for adapting sales presentations to the culture of the customer.

Endorsements:

"Richard Gesteland's "Cross-Cultural Business Behavior "is already a classic, and this fourth edition extends and updates it in marvellous fashion. If you do business across borders, this volume is a must-have."
Philip Anderson, INSEAD Alumni Fund Chaired Professor of Entrepreneurship,
Director of both 3i Venturelab ; International Centre for Entrepreneurship, Singapore

"The author provides a unique insight into habits, customs, and practices that even the most experienced international specialists sometimes wonder about."
George Tesar, Ph.D., Professor of Marketing and International Business, Umeå School of Business and Economics, Umeå University, Sweden, Professor Emeritus, University of Wisconsin System, USA.

"This book is a collection of a life experience in how to behave in business with success world wide. Highly recommendable for self studying."
Engineering Director Steen Holtoug, Bs.C., MAN B;W Diesel A/S, Denmark

"Each scenario paints a vivid picture of a possible business negotiation between different cultures - and highlights the underlying reasons for the related business success or failure. It provides a practical - and fun - resource to help global managers from all functions avoid some common cross-cultural pitfalls."
Linda Gorchels, Director, Executive Marketing Education,
UW-Madison School of Business, Fluno Center for Executive Education, USA

"I would never enter into negotiations with anyone outside my own cultural sphere without consulting this book."
Tore Fladland, Secretary General, NIMA - Norwegian Association of Purchasing and Logistics