Competing Globally

1st Edition

Mastering Multicultural Management and Negotiations

Print ISBN: 9780877193715
Imprint: Butterworth-Heinemann
Published Date: 26th April 2001
Page Count: 320


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Based on his firsthand experience, Farid Elashmawi has created a concise, valuable primer to 'going global'. 'Competing Globally' gives specific information about entering international markets, negotiating, conducting meetings and presentations, and working with international partners.

'Competing Globally' sheds light on varied business cultures, including those of North America, Europe, Japan, Korea, China, Indonesia, Thailand and the Middle East. Elashmawi uses case studies, anecdotes, social tips, self-tests, and tables to provide important insights into communicating, marketing, and negotiating with organizations outside throughout the world. This book is invaluable to business managers and students who need to enhance their cross-cultural negotiation skills to compete globally.


Business managers, HRM professionals, international business students, and world travelers

Table of Contents

Sailing across business cultures; One on one with Americans; Facing the Japanese salaryman; Competing on the battleground with Koreans; Dealing with Indonesian Paks; Mastering the Thai Wai; Flattering the Arabs; Discovering European Diversity; Looking behind the Chinese facade.


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© Butterworth-Heinemann 2001
Hardcover ISBN:


"An excellent book that captures the relevant cultural differences and clearly spells out effective ways to handle them. Dr. Elashmawi is without peer at understanding and explaining these differences in practical terms." Mr. John East, President, Actel Corporation, U.S.A. "An insightful, compelling, and fascinating programmatic approach. Every manager must read Competing Globally." Professor I. Bhavnani, Chairman, the Wintons Groups, India "Captivating writing style—lucid, informative, exquisite, and truly entertaining. I felt as if I had traveled with the author and shared his experience." Professor Mohamed El-Assal, San Diego State University "It is refreshing to find a book that focuses on the importance of human contact. Competing Globally is an easy-to-read book offering hints and tips from personal experience." Richard Coleman, President, Rosswyn Associates, U.K. "The book is not only well-researched but is also based on Dr. Elashmawi's years of experience in consulting and training. Firms doing international business will find its lessons and tips useful in enabling them to compete globally." Mr. Yew Fook Phang, Director, Industrial Development Authority, Malaysia "I have never found a book as comprehensive and unique as Competing Globally. It is great!" Ai Mulyadi, Senior Advisor to the President, Pt Telkom, Indonesia "Competing Globally brings you to the real scene. It gives the right guidance for business...planting a seed for the future." Professor Rahardi Ramelan, former Minister of Trade and Industry, Indonesia "Very informative, practical, and invaluable. This book will be of great value to those who want to understand and deal with other cultures." Dr. Ismail Os