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The five steps to successful selling, negotiating, and managing multi-culturally
Say Anything to Anyone, Anywhere gives readers five simple key guidelines to create rapport and organize strategies for success across different cultures. This book teaches to be proactive, not reactive, in your cross-cultural communications and shows how to use simple rapport tools to create trust with the cultures you work with or travel to. Learn how to organize productive interactions in person, on the phone, and by email. Discover interpersonal communication skills and virtual strategies that build strong relationships.
- Offers quick, accessible examples and clear guidelines about how to create an understanding between cultures
- Gives tips and strategies on how to communicate without offending
- Author Gayle Cotton is a Emmy Award Winner and a distinguished, highly sought after speaker, corporate trainer, and executive coach.
This step-by-step guide to cross-cultural business will help you build strong relationships and manage successfully, no matter the cultural differences.
|Product dimensions:||5.80(w) x 8.60(h) x 1.00(d)|
About the Author
GAYLE COTTON, a National Emmy Award Winner, is a distinguished and highly sought-after speaker, trainer, and coach. Since 1995, she has been President of Circles Of Excellence, an internationally recognized company for corporate training and executive coaching. Gayle has worked with more than fifty Fortune 500 companies and developed business communication programs for the United Nations, the World Health Organization, and major international companies. She is a faculty resource for the Young Presidents' Organization (YPO), World Presidents' Organization (WPO), Chief Executives Organization (CEO), and Entrepreneurs' Organization (EO). She was the first American to be accepted as a member of the European Marketing and Sales Experts' Organization and is a Certified Expert with the Executive Foundation for International Communication.
Table of Contents
Key One Create Proactive Cross-Cultural Communication 1
Avoid Reactive Communication
CHAPTER 1 What Makes Cultures So Unique? 3
Differences Are the Spice of Life!
CHAPTER 2 Understanding the “Cultural Layer Cake”7
We All Have Layers in Our Cakes
CHAPTER 3 How Many Strikes Are Against You? 19
Managing Preexisting Cultural Perceptions and Misconceptions
CHAPTER 4 Cultural Science 25
How Neurological Development Affects Cultures
CHAPTER 5 The Chicken or the Egg of Culture 31
Which Came First? Climate and Environment or Language andBehavior?
CHAPTER 6 Maximize Effective Communication 35
. . . By Minimizing Ineffective Communication
Key Two Rapport Secrets to Bridge the Cultural Gap 41
In Person, on the Phone, and by E-Mail
CHAPTER 7 It’s a Matter of Respect 43
Create Cultural Trust and Understanding
CHAPTER 8 Develop Rapport 47
The Most Important Element in Cross-Cultural Relationships
CHAPTER 9 Adapt Your Style 51
Awareness Is the First Step!
CHAPTER 10 Words, Tonality, and Body Language 59
The Three Methods of Communication
That Vary with Every Culture
CHAPTER 11 Understanding Communication 67
How Do You Describe a Tree?
CHAPTER 12 The Impact of Mother Tongue Languages 71
It All Begins Here
Key Three Organize Productive Interactions 79
Understand Cultural Sensitivities and Avoid Conflict
CHAPTER 13 Multicultural Time Expectations 81
In Time, on Time, or out of Time?
CHAPTER 14 E-Mail Etiquette Is Culturally Sensitive 87
Once It’s Sent, It Cannot Be Undone
CHAPTER 15 Triple Cross-Translate 93
Who Wrote These Instructions?
CHAPTER 16 It Takes Two to Collaborate 99
How to Position and Influence
CHAPTER 17 Framing Your Cross-Cultural Communication 107
For Sales, Negotiations, Management, and InternationalTravel
Key Four Strategies for Relationships 119
Cultural Beliefs, Values, and Rules
CHAPTER 18 Context, Perception, and Reality 121
The Cross-Cultural “Shortcut”
CHAPTER 19 Business and Social Behavioral Styles 129
Where Do You Start?
CHAPTER 20 Understanding Cultural Beliefs, Values, and Rules139
The Roots of Every Culture
CHAPTER 21 The Cross-Cultural Potter’s Wheel 149
Don’t Create a Warped Relationship!
Key Five Success Leaves Clues 153
Cultural Clues, Do’s, and Taboos
CHAPTER 22 Body Language Gestures to Avoid 155
Keep Your Fingers to Yourself!
CHAPTER 23 Acronyms, Abbreviations, Analogies, Slang, and SportsJargon 165
Does Anyone Know Where “Left Field” Is?
CHAPTER 24 Global Etiquette Tips 179
What All Cultures Appreciate—No Need to Reinvent theWheel!
CHAPTER 25 Area-Specific Cultural Clues, Do’s, and Taboos189
For Successful Multicultural Navigation
The Germanic, Scandinavian, and Nordic Cultures
The Asia/Pacific, Chinese, and Japanese Cultures
The English Language Cultures
The Russian, East European, and Slavic Cultures
The Middle East, Arabic, and North African Cultures
The Latin or Romantic Language Cultures
CHAPTER 26 Win-Win Cross-Cultural Communication 211
The Key That Unlocks the Door to Successful Relationships
Cultural Bloopers! 215
CHAPTER 27 The Humorous Faux Pas 217
They Happen in Every Language
CHAPTER 28 Is What You Say What You Mean? 221
Words Don’t Always Translate the Way We Want Them To
CHAPTER 29 Paradoxes of the English Language 225
How Can a Wise Man and a Wise
Guy Be Opposites?
About the Author 227
Most Helpful Customer Reviews
This is a must read for all who care to better understand the people of the world. This book is a gift to all of those who have traveled internationally, to all those who work with international people or students, and to all those who live in communities filled with diversity. Thank you, Gayle Cotton for taking the time to share your findings and experiences with us through this book. For ten years I traveled with an international troop of musical and community service oriented young people. I have sent several copies of this book to that organization. They truly have a quest to understand the uniqueness of people and to find a greater understanding of cultural diversity. I currently work with international students and I have shared this book with the University’s international team. Because of the valuable content of this book, I will find a way to share this book with my counter parts at the various other universities in the area in which I live. For those of you who are wondering if you should read this book, read it! If you live in America you live in a nation of great diversity. The little community in which I live is amazingly multicultural. So, read, learn and make a friend with someone who moved here from another part of the world. And when you travel, go with greater understanding so that you can say anything to anyone anywhere you are.
Excellent material in a well written book. Ms. Cotton obviously knows her subject matter. Highly recommended for anyone who does any business traveling.