Cross-Cultural Business Behavior: Marketing, Negotiating, Sourcing and Managing Across Cultures

This long-awaited third edition of the bestseller version has new and updated cases and a worldwide coverage that will be of high interest to everybody involved with cross-cultural matters whether as student, researcher or business visitor. This is the indispensable practical guide for international business people who sell, manage and negotiate across cultures since it is designed to prepare the business visitor to conduct effective negotiations in the world's major markets. Written in clear, concise English, ''Cross-Cultural Business Behavior'' is based on the author's 35 years of hands-on experience doing business all over the world. Translated into German, Polish and Lithuanian, it has been adopted as a textbook by more than a dozen business schools in the U.S., Denmark, Norway, Hungary and Lithuania. Richard R. Gesteland is the founder of Global Management LLC, an international consultancy serving corporate and institutional clients. Since 1993 he has trained over two thousand managers around the world in cross-cultural negotiating techniques