Table of Contents -- Foreword to the Third Edition -- Introduction -- Part One -- 1. Patterns of Cross- Cultural Business Behavior -- 2. The “Great Divide� Between Business Cultures: -- 3. Deal First or Relationship First? -- 4. Communicating Across The Great Divide: -- 5. Formal vs. Informal Business Cultures: -- 6. Time and Scheduling: -- 7. Nonverbal Business Behavior: -- 8. Global Business Protocol and Etiquette -- 9. Culture, Corruption and Bribery -- 10. Marketing Across Cultures: -- Part Two Forty Negotiator Profiles
Group A Relationship- Focused � Formal � Polychronic � ReservedThe Indian Negotiator -- The Bangladeshi Negotiator -- The Vietnamese Negotiator -- The Thai Negotiator -- The Malaysian Negotiator -- The Indonesian Negotiator -- The Filipino Negotiator -- Group B Relationship- Focused � Formal � Monochronic � Reserved -- The Japanese Negotiator -- The Chinese Negotiator -- The Korean Negotiator -- The Singaporean Negotiator -- Group C Relationship- Focused � Formal � Polychronic � Expressive -- The Arab Negotiator -- The Egyptian Negotiator
The Turkish NegotiatorThe Greek Negotiator -- The Brazilian Negotiator -- The Mexican Negotiator -- Group D Relationship- Focused � Formal � Polychronic � Variably Expressive -- The Russian Negotiator -- The Polish Negotiator -- The Romanian Negotiator -- The Slovak Negotiator -- Group E Moderately Deal- Focused � Formal � Variably Monochronic � Expressive -- The French Negotiator -- The Belgian Negotiator -- The Italian Negotiator -- The Spanish Negotiator -- The Hungarian Negotiator
Group F Moderately Deal- Focused � Formal � Variably Monochronic � ReservedNegotiating in the Baltic States -- Group G Deal- Focused � Moderately Formal � Monochronic � Reserved -- The British Negotiator -- The Irish Negotiator -- The Danish Negotiator -- The Norwegian Negotiator -- The Swedish Negotiator -- Danes and Swedes Through American Eyes -- The Finnish Negotiator -- The German Negotiator -- The Dutch Negotiator -- The Czech Negotiator -- Group H Deal- Focused � Informal � Monochronic � Variably Expressive
The Australian NegotiatorThe Canadian Negotiator -- The U.S. Negotiator -- Resource List
