Global Smarts: The Art of Communicating and Deal Making Anywhere in the World

Overview

It may not surprise you to learn that seventy percent of cross-border joint ventures fail within the first three years. But did you know that the reason most commonly cited by transnational executives for this phenomenal failure rate isn't geopolitics, global competition, or economic volatility, but culture clash? As one frustrated transnational manager quipped, "How are you supposed to get all your ducks in a row when half of them think they're turtles?"

Why, despite the vast ...

See more details below
Hardcover
$42.95
BN.com price
(Save 18%)$53.00 List Price
Other sellers (Hardcover)
  • All (12) from $1.99   
  • New (2) from $35.32   
  • Used (10) from $1.99   
Sending request ...

Overview

It may not surprise you to learn that seventy percent of cross-border joint ventures fail within the first three years. But did you know that the reason most commonly cited by transnational executives for this phenomenal failure rate isn't geopolitics, global competition, or economic volatility, but culture clash? As one frustrated transnational manager quipped, "How are you supposed to get all your ducks in a row when half of them think they're turtles?"

Why, despite the vast sums spent each year on cross-cultural executive training, do so many well-laid business plans continue to fall apart under the strain of cultural differences? Author Sheida Hodge finds the answer in the training itself, which typically focuses on "the ten percent of the iceberg above the surface-how to bow or shake hands, whether to cross your legs, what gestures to use." Much more dangerous is "the ninety percent of the iceberg that is under water"-the deep-seated cultural values on which unsuspecting executives routinely founder.

In this book, as in her world-renowned training courses and seminars, Hodge departs from the common practice of drilling readers in the do's and don'ts of doing business in various cultures. She concentrates instead on helping you build cross-cultural competence by acquainting you with the basic values, beliefs, and biases that inform the business styles in most Asian, Latin American, and European cultures. Rather than simply offering tips on how to eat and what colors to wear-which do appear, in abundance, throughout the book-she coaches you in a proven set of strategies and skills that will enable you to successfully navigate the people dimension of doing business virtually anywhere in the world.

For Hodge, learning to see past one's own cultural hobbyhorses-while avoiding getting trampled by everyone else's-is the first big step toward succeeding in global business. Thus, most of her discussions of specific cultural differences start by exploring values and business practices that seem "natural" to North Americans, and go on to show how they differ from values and practices in other cultures. To better illustrate her points, she has included anecdotes throughout told by managers from North America and around the world that provide vivid, sometimes hilarious, object lessons in how minor cultural frictions and misunderstandings can mushroom into major business disasters.

A complete guide to building solid cross-border business relationships, Global Smarts is must reading for all managers and entrepreneurs in today's global business world.

Proven strategies for breaking down cultural barriers and building prosperous business relationships anywhere in the world

American executives need to know how to communicate effectively with their associates around the world to remain competitive. In Global Smarts, Sheida Hodge, a successful international entrepreneur and one of the most sought-after cross-cultural business trainers, shares her proven strategies for successfully dealing with such issues as language barriers, culture shock, international negotiation tactics, and how to establish trust on a cross-cultural basis.

Unlike other authors who merely list the various do's and don'ts of doing business in specific regions, Hodge helps you to develop a high degree of cross-cultural competency that translates into an unbeatable competitive edge, virtually anywhere in the world. Packed with practical insider tips and eye-opening anecdotes from cross-cultural managers from the United States and other countries, this thoroughly engaging guide is an indispensable resource for anyone doing business in today's global business world.

Read More Show Less

Editorial Reviews

Booknews
Doing business in foreign lands frequently falls foul due to the miscomprehension of culture. Hodge (a management consultant, she teaches management at the U. of California, Los Angeles) provides a wealth of first-hand examples of the misunderstandings that occur when cultures collide and communication misfires. She supplements the accounts with concise discussion of various issues and practical advice for dealing with them. The main theme of the book is how to achieve understanding between cultures, by educating Americans in their own behavior and teaching them to listen to and appreciate the ways of others. Annotation c. Book News, Inc., Portland, OR (booknews.com)
Read More Show Less

Product Details

  • ISBN-13: 9780471382461
  • Publisher: Wiley
  • Publication date: 4/18/2000
  • Edition number: 1
  • Pages: 256
  • Sales rank: 1,002,236
  • Product dimensions: 9.00 (w) x 6.00 (h) x 0.75 (d)

Meet the Author

SHEIDA HODGE is President of Professional Training Worldwide, a management consulting and training organization specializing in cross-cultural business relations. Her clients include Fortune 500 companies such as Sprint, Boeing, and Motorola. She is also an international business owner and a former manager of international business development for General Electric Company. Hodge holds an MBA and has taught courses at the Thunderbird International School of Management and continues to teach at the University of California at Los Angeles.

Read More Show Less

Table of Contents

Thriving in the New Global Marketplace.

Developing a World-Based Perspective.

What Is Culture?

An American Abroad: Key Cultural Contrast.

The Social Setting of International Business.

International Business Etiquette.

Who Should Go to Assure Success?

The Importance of Establishing Trust And Credibility.

Principles of Successful Cross-Cultural Communication.

Communicating across Language and Accent Barriers.

Political Ping-Pong.

How to Deal with Culture Shock.

Understanding the Gender Gap in International Business.

Negotiating across Cultural Lines.

Avoiding Temptation-Ethics Overseas.

In Conclusion.

Notes.

Index.

Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)