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Doing Business Internationally, Second Edition: The Guide To Cross-Cultural Success (Anglais) Relié – 1 septembre 2002


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Quatrième de couverture

A Lucid and Logical Guidebook to Understanding Foreign Cultures­­and Conducting Successful Cross-Cultural Business

In addition to knowing what to expect when operating in other nations and cultures, businesspeople today must also be keenly aware of their own unseen and often unrecognized cultural feelings and biases. The stakes are too high­­and mistakes too costly­­to risk cultural misunderstandings.

Doing Business Internationally, second edition, is an insightful and hands-on introduction to the prevalent practices, behaviors, and attitudes of cultures and people around the world. Revised, restructured, and refocused from its classic first edition, this ground-breaking book provides:

  • In-depth analyses of 6 important global regions
  • The 4 basic skills necessary for becoming culturally competent
  • The Cultural Orientations Inventory (COI)­­A powerful tool for identifying and correcting one's cultural skills gaps

The key to global business success is preparation, but a new century has brought new rules of preparation. Let Doing Business Internationally show you how to increase your interpersonal effectiveness in virtually any global setting, seamlessly transfer your operational and communication skills from one culture to the next, and dramatically improve your cross-cultural business performance.

More than at any time in history, today's world is characterized by the continuous movement of people across international orders, increased globalization of business via the Internet and other technological factors, and widespread social, economic, and political upheaval. Empathy and understanding of other cultures is important to the interpersonal success of individuals­­and essential to the business success of multinational corporations and their executives.

Doing Business Internationally represents an ideal introduction to achieving that vital understanding. From the economic, societal, and organizational trends that define the phenomenon of globalization to the actual practices necessary for functioning effectively in the increasingly interconnected yet still diverse world, this focused yet wide-ranging report presents

  • Techniques for minimizing the impact of cultural differences in a business setting
  • Models for understanding the hidden forces that guide institutions, behaviors, and interactions
  • Strategies for leveraging culture to establish and maintain competitive advantage

Along with innovative products and processes, global market leaders today must have effective cross-cultural communication skills. The revised and updated edition of the international classic Doing Business Internationally is the most comprehensive "user's manual" available for developing those skills. This important book examines the essentials of cross-cultural understanding through the prism of today's demanding corporate environment, and creates a template for succeeding in a business world that has completely rewritten the rules of interpersonal communication and performance.

Biographie de l'auteur

Thomas Walker is chief operating officer of Training Management Corporation (TMC), a recognized leader in the field of global management and cross-cultural consulting and training. A veteran of over two decades in international human resources development, Walker spent a number of years both living and working overseas.

Danielle Medina Walker is founder and president of Training Management Corporation.

Fluent in four languages, Ms. Walker has worked and consulted extensively with major companies in North America, Asia, Europe, and the Middle East, and is coauthor of several books on achieving global professional success.

Joerg Schmitz is senior director of Training Management Corporation. A cultural anthropologist by training, Schmitz specializes in consulting on strategic global learning initiatives and delivering management training to global companies and organizations both in the United States and overseas.



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Culture is an increasingly important element of the interactions of individuals in a globalizing world. Lire la première page
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Couverture | Copyright | Table des matières | Extrait | Index | Quatrième de couverture
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Amazon.com: 10 commentaires
25 internautes sur 26 ont trouvé ce commentaire utile 
Valuable guide to building a successful worldwide company. 10 octobre 1998
Par Un client - Publié sur Amazon.com
Format: Relié
This book should be on the desk of every marketing and human resources manager involved in foreign trade. It is not only for larger companies that have already built a global sales network. It is also for beginners who should consider these cross-cultural factors BEFORE they start selling their goods and services in overseas markets. John R. Jagoe, Director, Export Institute.
7 internautes sur 7 ont trouvé ce commentaire utile 
Excellent book for learning more about managing multicultural organisations. 28 août 2006
Par Rana Sinha - Publié sur Amazon.com
Format: Relié
This is an excellent book for learning more about managing multicultural organisations. Already in its second edition after being first published in 1995, it has improved. The COM or Cultural Orientation Model integrates all the cultural dimensions of famous authors Hofstede, Hampden-Turner and Trompenaars, Stewart and Bennett/Rhinesmith, Kluckhohn and Strondtbeck/Hall and Edwart Hall into a cartwheel.

Though the authors are very much pro-convergence (even claiming in Chapter 1 that Global harmonization of consumer buying preferences will dominate certain industry-goods and services-sectors.) as to Globalization they manage to build up a comprehensive argument about the high role of culture in the process of organizational globalization.

Busy international managers could find the approach of breaking the complexities of cultural differences into value orientations a bit theoretical in the absence of case examples and critical incidents. There are some good case studies in chapter 4:A Survey of Cultural Patterns but there are too few of them in the whole book. In fact more of these would have helped in getting a vital point accross that cultural boundaries are not national boundaries. For people involved in designing performance management systems and strategic planning in multicultural organisations this book is highly recommended reading. HR-practitioners in multicultural organizations would also benefit from reading this book.
5 internautes sur 5 ont trouvé ce commentaire utile 
Practical guide to understanding other culture 14 juillet 2009
Par Antoine J. Bruguier - Publié sur Amazon.com
Format: Format Kindle Achat vérifié
The book starts slowly and it has some useless information. It basically tries to convince the reader that understanding other cultures is important. Well, if I didn't think so, I wouldn't have bought the book in the first place.

Then, there is some generalities about business, wrapped up in a lot of business/MBA BS. But it gets better.

Then, they lay out a method of classifying cultures with several measures that do make sense. Then, there is a quick survey of several cultures. This section is extremely useful. I grew up in France but I have now lived in the US for 6 years. Their analysis is true, but it also puts a structure on the observations I made. Working with Chinese, Japanese, and Korean folks, I agree with their presentation.

Form inside or outside a culture, it helps understanding how you react, and how other people react. The book doesn't make value judgments on cultures peculiarities, just gives the information.

I would say it's a must read, especially when it is below 20 bucks. Just skip the beginning.
1 internautes sur 1 ont trouvé ce commentaire utile 
Doing Business Internationally 1 août 2010
Par molsey - Publié sur Amazon.com
Format: Relié Achat vérifié
Very well written, easy to understand, and highly applicable. This book focuses on international/cultural differences and sheds enlightenment on doing business in a global environment.
Worth reading if you deal with anyone outside of your own cultural norms.
Useful perspectives 25 mai 2014
Par George F. Simons - Publié sur Amazon.com
Format: Relié
Second editions signal two things, success and change. In the case of Doing Business Internationally, the success is not only of the book itself, first released in 1995, but of the technology and research of the Training Management Corporation (TMC) whose work it features and makes accessible in refreshed print. As to change, what has changed most since the release of the first edition is the intensity and urgency of cultural questions in a time of a struggling global economy and conflicting cultural ideologies. This new edition is timely.

Normally I review a book by first simply reading it through. In this case, being somewhat familiar with the TMC approach and a user of their Cultural Orientation Inventory (COI®), I simply let the book sit on my desk for a couple weeks and picked it up as frequently as the need for perspectives on cultural questions, for me quite often, came up. I was not disappointed. Even on going back to do a read of the entire text, I was even more convinced that this was a book for using, not just a quick read.

That being said, those new to and even those familiar the approach and the model will benefit highly by the first three chapters on the Global Environment, Culture, and The Cultural Orientations Model. They are up-to-date, practical, and, above all, are laced with quick, understandable examples. Often these are only a line or two, taken from the authors’ rich experience of applying their model to the everyday challenges and problems of organizations. These “stories in a nutshell” provided me with a goodly number of “Aha’s” even about cultural situations that I was familiar with.

The Cultural Orientations Model itself draws on solid research, blending classical studies about the dimensions of culture and the data provided by its own use over the years. The reader is invited to demo this model online at [...]. While it is not my purpose here to review or promote TMC’s online offerings, it is important to mention them because they are integral background to the quality information that the book provides.

Since there is no way that the culture specific information, available online and structured in the Cultural Orientations Model, could be contained in a reasonable number of pages, the authors have wisely provided in Chapter 4, “A Survey of Cultural Patterns.” Here the dimensions offered in the model are explored in terms of world regions, and illustrations are provided from specific nations and areas. This is admittedly a “survey flight.” It produces a map drawn at high altitude. Think of it as reconnaissance that we can use to zoom in to discover the particulars of the terrain. This is quite different from overviews that encourage the reader to generalize or even stereotype. Again, concrete examples repeatedly bring us down to earth where the action is. This chapter is an excellent short course for the beginner and a good review for the practitioner whose work tends to bury him or her in the detailed exploration of a specific set of cultural problems.

In Chapters 5, 6, and 7, the information addresses head-on three of the critical areas of applied cross-cultural knowledge, Communication, Marketing and Sales, and Teamwork and Collaboration. Since I do much of my work with Global Teams, I read Chapter Seven with particular avidity. The focus again was on bringing cultural knowledge to relatively familiar models of team development and collaboration to meet the challenge of creating, sustaining and motivating global (and usually distributed, as well as multicultural) teams. I bridled a bit at the use of the term “Transcendent Team” chosen to describe a collaboration that managed to succeed in meeting its task and team challenges successfully, not because it was intrinsically a misnomer, but simply because the term seems a bit tired and flat to describe the dynamics and the ample scenarios that the authors offer to help us manage this emergent new way of working.

Overall impressions: Solid work representing a track record of reliability. Good value for money. Somewhat US in focus (certainly its largest market), but not damagingly so. Clear language and well written, but a bit high on the Fogg index for ESL readers. Extremely well-organized structure. Small but accurate and useful index.
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