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Kiss, Bow, or Shake Hands: How to Do Business in Sixty Countries, by Terri Morrison, Wayne A. Conaway, George A. Borden
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Kiss, Bow or Shake Hands explores how people from various cultures perceive information and negotiate business deals. The sections relating to Cognitive Styles, Negotiation Techniques and Value Systems are truly unique.
- Sales Rank: #1075948 in Books
- Published on: 1994
- Original language: English
- Number of items: 1
- Dimensions: 1.27" h x 7.08" w x 10.02" l, 1.10 pounds
- Binding: Paperback
- 456 pages
Amazon.com Review
In a global economy, it is crucial for business people to be sensitive to cultural differences. And although the best reason for doing so may be ethical, it's great for business as well! This is an invaluable book for "doing well while doing good" in your intercultural relations, covering the protocols of appointments, business entertaining, greetings, forms of address, gestures, dress, and gifts in 60 of the nations you're most likely to be doing business. Some interesting excerpts:
- Australia: The "thumbs-up" sign, which in the U.S. indicates "O.K." is considered rude.
- Brazil: The colors of the Brazilian flag are green and yellow, so avoid wearing this combination in any fashion.
- China: Avoid making exaggerated gestures or using dramatic facial expressions. The Chinese do not generally use their hands when speaking, and become distracted by a speaker who does.
- Indonesia: Since it is impolite to disagree with someone, Indonesians rarely say "no"...a clear way to indicate "no" is to suck in air through the teeth.
The authors are very aware that no generalizations apply to all residents of a nation, and are careful not to stereotype or judge. Highly recommended to any business traveler--or any student of the diversity of human cultures.
(Note: a great companion volume for this book is Gestures, which is devoted entirely to explaining the varieties of hand gestures in 82 countries!)
From Library Journal
Written by executives who prepare other executives for international travel and one Fulbright scholar in cross-cultural communication, this work is a godsend for rapidly growing international collections. It is affordable, to-the-point, and easily understood book by those who as yet have no stamps on their passports. The introduction discusses cognitive styles, value systems, and negotiation strategies in different cultures, explaining how delicate they make the process of intercultural relations. Sixty countries are examined in terms of background, cultural orientation, business practices (e.g., negotiating, entertaining), and protocol (e.g., gestures, dress). Morrison and cohorts cover some countries not included by more costly "Doing Business In" publications by Business International and Price Waterhouse. The average entry length is five pages-more than Brigham Young University's Culturgrams (Garrett Park Pr., 1993. 2d ed.). Recommended for all business and international studies collections.
Lisa K. Miller, Paradise Valley Community Coll. Lib., Phoenix
Copyright 1995 Reed Business Information, Inc.
From Booklist
With GATT, NAFTA, and the globalization of business, there is a growing interest in the way cultural differences affect business transactions. A few guides do exist, notably Roger Axtell's Do's and Taboos around the World (1993) and The Do's and Taboos of International Trade (1994), but usually the information must be compiled or searched for country by country, and it is not always conveniently or consistently classified. The authors of this encyclopedic resource have put together "cultural" profiles for 60 countries that will be of value to anyone involved with international business. Brief information regarding the history of the country, the type of government, languages, religions, and demographics are included. The authors then provide what they call a cultural orientation for each country, identifying "cognitive styles, negotiation strategies, and value systems." A summary of business practices (appointment scheduling, negotiating do's and don'ts, business entertaining, and time zone information) follows. Finally, "protocol" considerations, such as greetings, titles and forms of address, gestures, gift giving, and appropriate dress, are offered. Although often running the risk of being stereotypical, observations regarding unique cultural differences are highlighted throughout. David Rouse
Most helpful customer reviews
0 of 0 people found the following review helpful.
Invaluable resource for those working in a global context
By Emma
I've worked extensively on six continents. Having grown up all over the world, navigating work politics in different cultural environments came relatively easily to me. Still, I found this book incredibly valuable as I sought to maximize my effectiveness, successfully lead large global teams on complex initiatives, and strengthen my relationships with my colleagues.
8 of 9 people found the following review helpful.
Essential for any international business person
By David Robinson
At first glance, you might think that a book that offers advice on business protocol in 60 countries would be superficial in its advice on each one. But this is a great "read" and browsing from country to country can emphasize the key cultural differences when you are visiting just one country. There's even a section on the US, and it's good to learn that we are almost the only country in the world where strangers get straight down to business (Ever asked a visitor:"How was your flight?" then realized you didn't even listen to the answer before launching into business.)
This book contains both the important practical matters (bring a gift, wrap it in certain colors, don't expect it to be opened in front of you) and also some interesting academic issues: "Locus of control" and "sources of anxiety reduction." You'll be pleased to know that Americans don't worry about anxiety much--except about deadlines at work.
0 of 0 people found the following review helpful.
Ethnic and cultural awareness
By Ralf Weiser
The book lists over 60 countries and provides background and basic ideas about what to expect in dealing with people from other cultures. It has helped me understand why some of my previous encounters were at times a little awkward. Since then I read up on the respective culture well before any mishap can happen.
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