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Tables of Contents for Competing Globally
Chapter/Section Title
Page #
Page Count
Foreword
xii
Series Preface
xiv
Acknowledgments
xv
Introduction
xvi
Sailing Across Business Cultures
1
18
Negotiating Globally
2
4
Managing Globally
6
1
Mastering Multicultural Meetings
7
2
Managing Multicultural Teams
9
8
Conducting Training Across Culture
17
1
Summary
18
1
Working One-on-One with Americans
19
30
Test Your Skills Dealing with Americans
20
2
American Cultural Values
22
3
Meeting the Americans
25
3
Tips for Meeting Americans
28
1
One the Phone with Americans
28
2
Tips On Phone Etiquette with Americans
30
1
Writing to Americans
30
3
Tips for Writing to Americans
33
1
Presenting to Americans
34
1
Test Your Skills for Conducting Meetings with and Presenting to Americans
34
2
Tips for Presenting to Americans
36
1
The American Decision-Making Process
36
1
Negotiating with Americans
36
2
Encountering the American Negotiators
38
1
Working with Americans
39
2
Test Your Skills for Working with Americans
41
1
Tips for Training Americans
42
1
Tips for Motivating Americans
43
1
Tips for Performance Reviews of Americans
43
1
Socializing with Americans
44
2
Test Your Skills in Socializing with Americans
46
1
Summary
47
2
Facing the Japanese Salaryman
49
27
Test Your Skills Dealing with the Japanese
50
1
A Personal Tale: My Encounter with the Japanese Salaryman
51
2
Japanese Cultural Values
53
1
The Japanese Salaryman
54
2
Mr. Bell's First Trip to Japan
56
2
Working for the Salaryman
58
4
Enhancing Relationships with Japanese
62
1
Tips for Marketing to the Japanese
63
1
On the Phone with the Japanese
63
2
Writing to the Japanese
65
1
Japanese Nonverbal Messages
66
2
Conducting Meetings and Presentations
68
1
Presenting to Gusaki International
69
2
Cultural Tips for Conducting Meetings and Presentations
71
1
Cultural Taboos in Conducting Meetings and Presentations
71
1
The Japanese Decision-Making Process
72
1
Encountering the Japanese Negotiators
73
1
Social Etiquette
74
1
Summary
74
2
Competing on the Battleground with Koreans
76
28
Test Your Skills for Dealing with Koreans
77
1
Personal Tale: Be Ready, Fire!
78
2
Korean Cultural Values
80
1
The Isms of Korea
81
1
The Company as an Extension of the Family
82
1
Meeting the Koreans
83
1
Avoid These Taboos
84
1
On the Phone with Koreans
85
1
Writing to the Koreans
86
1
Korean Letters
87
1
Tips for Written Communication with Koreans
88
1
Conducting Meetings and Presentations
88
1
Tips for Conducting Meetings with Koreans
89
1
Enhancing Relationships with Koreans
90
2
Persuading Koreans
92
1
Characteristics of the Korean Negotiator
92
3
Contracting with Koreans
95
1
The Korean Decision-Making Process
96
1
Encountering the Korean Negotiators
97
1
Enhancing Your Negotiation Success with Koreans
98
1
Working with Koreans
99
1
Training Koreans
100
1
Tips for Training Koreans
100
1
Motivating Koreans
101
1
Promotions within Korean Organizations
102
1
Social Etiquette When Dealing with Koreans
102
1
Summary
103
1
Dealing with Indonesian Paks
104
25
Test Your Skills Dealing with Indonesians: True or False?
105
1
Personal Tale: Who do You Know?
106
1
Indonesian Cultural Values
106
2
An Indonesian Civil Servant's Values
108
1
Private Businessperson's Values
108
1
Meeting Indonesians
109
4
Tips for Enhancing Your Relationship with Indonesians
113
1
Interacting with the Paks
113
1
On the Phone with Indonesians
114
1
Writing to Indonesians
114
2
Conducting Meetings and Presentations
116
3
Tips for Conducting Successful Meetings and Presentations
119
1
Persuading Indonesians
120
4
Encountering Indonesian Negotiators
124
1
Working with Indonesians
125
1
Training Indonesians
126
1
Motivating Indonesians
127
1
Social Etiquette
127
1
Summary
128
1
Mastering the Thai Wai
129
20
Test Your Skills in Dealing with Thais with the Following True-or-False Statements
130
1
Personal Table: Can You Wai?
130
1
Thai Cultural Values
131
3
Meeting Thais
134
2
On the Phone with Thais
136
2
Writing to Thais
138
2
Conducting Meetings and Presentations
140
1
Persuading Thais
141
2
Encountering the Thai Negotiators
143
1
Working with Thais
144
2
Social Etiquette
146
1
Summary
147
2
Flattering the Arabs
149
32
Test Your Skills Dealing with Arabs
149
1
Mr. Bell Meets with Arabs: A Cautionary Table
150
3
Arab Cultural Values
153
1
Meeting Arabs
154
2
On the Phone with Arabs
156
3
Writing to an Arab
159
2
Enhancing Relationships with Arabs
161
3
Conducting Meetings and Presentations
164
3
Persuading Arabs
167
5
Encountering Your Arab Negotiators
172
1
Working with Arabs
173
3
Social Etiquette
176
3
Summary
179
2
Discovering European Diversity
181
32
Test Your Skills in Dealing with Europeans: True or False?
182
1
European Cultural Values
183
1
The Diversity of European Cultural Values
184
2
Communicating Effectively with Europeans
186
25
Summary
211
2
Looking Behind the Chinese Facade
213
31
Test Your Skills in Dealing with Chinese: True or False?
214
1
Personal Tales
215
2
Chinese Cultural Values
217
1
Priorities of Values Among the Chinese
218
2
Meeting the Chinese
220
4
Written Communication
224
1
Conducting Meetings and Presentations
225
3
Tips for Conducting Business Meetings with the Chinese
228
2
Persuading the Chinese
230
1
Negotiating in the Street
231
3
Tips for Enhancing Your Relationships with the Chinese
234
1
Characteristics of the Chinese Negotiator
235
1
Countering the Chinese Negotiation Team
236
1
Further Tips for Negotiating with Chinese
237
1
Contracting with Chinese
237
1
Working with the Chinese
238
1
Tips for Working with the Chinese
239
2
Social Etiquette
241
2
Summary
243
1
Epilogue
244
3
Recommended Reading
247
8
Index
255