Description
A practical guide to developing the strategy, style and sensitivity needed to succeed in any kind of business anywhere in the world, written by the producers of the award-winning "Going International" film series.
American business is international business: one-third of U.S. corporate profits are generated abroad. Yet billions of business dollars are lost every year because we ignore the customs and traditions of foreign cultures. In Going International, Lennie Copeland and Lewis Griggs bring their skills and experience as consultants and entrepreneurs to bear on the problems that Americans face in the global marketplace.
What is the secret to success in international business? Why do some people who are highly successful in one country fail miserably in another? How do those who excel in international negotiations, marketing or people management do it and what can we learn from them? How can we get the best results when dealing with foreigners, in our land or theirs?
Going International answers these questions and gives specific advice in an informal style. It is structured to enable the reader to quickly access information, and it is full of vivid anecdotes from our leading corporations that illustrate what to do and what not to do abroad. It will tell you what you need to know about:
- Getting started: making the right contacts, presenting the proper image, selecting a local agent, and making sure you can get your money out of the country.
- Marketing: global marketing and national differ ences, rules for successful selling, advertising, pro motion and exhibitions.
- Negotiating: positioning your proposals, making concessions (or not), sending the right team, the art of persuasion, going behind the scenes, walking away from bad deals, and understanding contracts
- Communicating: giving and getting good informa tion, knowing where and how information flows, reading between the lines, using interpreters and translators, and making effective presentations.
- Managing People: getting the best performance, looking and acting the part of the boss, delegating effectively, motivating and rewarding, supervising and hiring and firing
- Business and Social Etiquette: titles, introductions, gift-giving, dress, protocol, entertaining and being entertained.
- Dealing with Headquarters: rules for the frequent traveler and the expatriate, rules for management and personnel administrators at home.
- Managing Personal and Family Life: culture shock, and the unexpected problems of coming home.
Going International features a country-by-country guide to our thirty leading trading partners, an invaluable resource for those visiting a particular country who need to orient themselves fast. Specific advice is also given for women in international business.
ISBN:0394544501
