chapter  1
18 Pages

Sailing Across Business Cultures

These questions are at the heart of global business success. Today’s businesspeople need to master cross-cultural negotiation skills more than ever. In this chapter, through several cross-cultural encounters, you will find valuable tips and skills for dealing with clients, suppliers, partners, and employees from different cultures. We will read about the experiences of John Smith, an American salesman who shows some of the mishaps that can occur when traveling to secure business in Malaysia, Indonesia, Korea, Japan, and Thailand.