It may not surprise you to learn that seventy percent ofcross-border joint ventures fail within the first three years. Butdid you know that the reason most commonly cited by transnationalexecutives for this phenomenal failure rate isn't geopolitics,global competition, or economic volatility, but culture clash? Asone frustrated transnational manager quipped, "How are you supposedto get all your ducks in a row when half of them think they'returtles?"Why, despite the vast sums spent each year on cross-culturalexecutive training, do so many well-laid business plans continue tofall apart under the strain of cultural differences? Author SheidaHodge finds the answer in the training itself, which typicallyfocuses on "the ten percent of the iceberg above the surface-how tobow or shake hands, whether to cross your legs, what gestures touse." Much more dangerous is "the ninety percent of the icebergthat is under water"-the deep-seated cultural values on whichunsuspecting executives routinely founder.In this book, as in her world-renowned training courses andseminars, Hodge departs from the common practice of drillingreaders in the do's and don'ts of doing business in variouscultures. She concentrates instead on helping you buildcross-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 offeringtips on how to eat and what colors to wear-which do appear, inabundance, throughout the book-she coaches you in a proven set ofstrategies and skills that will enable you to successfully navigatethe people dimension of doing business virtually anywhere in theworld.For Hodge, learning to see past one's own culturalhobbyhorses-while avoiding getting trampled by everyone else's-isthe first big step toward succeeding in global business. Thus, mostof her discussions of specific cultural differences start byexploring values and business practices that seem "natural" toNorth Americans, and go on to show how they differ from values andpractices in other cultures. To better illustrate her points, shehas included anecdotes throughout told by managers from NorthAmerica and around the world that provide vivid, sometimeshilarious, object lessons in how minor cultural frictions andmisunderstandings can mushroom into major business disasters.A complete guide to building solid cross-border businessrelationships, Global Smarts is must reading for all managers andentrepreneurs in today's global business world.Proven strategies for breaking down cultural barriers and buildingprosperous business relationships anywhere in the worldAmerican executives need to know how to communicate effectivelywith their associates around the world to remain competitive. InGlobal Smarts, Sheida Hodge, a successful internationalentrepreneur and one of the most sought-after cross-culturalbusiness trainers, shares her proven strategies for successfullydealing with such issues as language barriers, culture shock,international negotiation tactics, and how to establish trust on across-cultural basis.Unlike other authors who merely list the various do's and don'ts ofdoing business in specific regions, Hodge helps you to develop ahigh degree of cross-cultural competency that translates into anunbeatable competitive edge, virtually anywhere in the world.Packed with practical insider tips and eye-opening anecdotes fromcross-cultural managers from the United States and other countries,this thoroughly engaging guide is an indispensable resource foranyone doing business in today's global business world.
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About 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.
Table of ContentsThriving 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.