Оглавление
Waldemar A. Pfoertsch. Going Abroad 2014
Going abroad
Preface
Table of Contents
Introduction
International Ways of Doing Business. How to understand your own culture and how to behave when dealing with others
1 What does culture mean? 1.1 Definition of culture
1.2 Understanding culture
1.3 Development of culture
1.4 Problems in culture. 1.4.1 Cross-cultural misperception
1.4.2 Cross-cultural misinterpretation
1.4.2.1 Sources of misinterpretation
1.4.3 Subconscious cultural blinders
1.4.4 Lack of cultural self-awareness
1.4.6 Cross-cultural misevaluation
2. Problems occurring in International Business
2.1 The importance of time
2.2 Conduct and communication
2.3 Work attitudes and motivation
2.4 Individualism vs. collectivism
2.5. Power Distance
3 Solutions. 3.1 What should you do before going international?
3.2 What rules have to be followed during international contact?
References
Getting Started. How to make things happen abroad?
1 Going into foreign business – reasons and obstacles
1.1 Reasons for going international
1.1.1 Wrong reasons
1.2 Obstacles
2 Finding partners and customers abroad
3 Contacting international counterparts
3.1 The letter format
3.1.1 Language
3.1.2 Content
3.1.3 Reactions to your first letter
3.2 Making an appointment
4 Getting prepared for the first visit
4.1 Learn about the laws and regulations
4.2 Prior scheduling
4.3 Meeting the right person
5 Travel preparation
5.1 Planning the itinerary
5.2 Proper documentation
5.3 Further recommendations
6 Preparation for the first meeting
7 Setting up a branch abroad. 7.1 Representatives
7.2 Establishing an office
8 Finances
8.1 Attitudes toward foreigners and money
8.2 Financing options to think about
References
Marketing. How to sell to foreigners?
1 General principles
2 Personal selling
3 Advertising
4 Promotional campaigns
5 Trade fairs and exhibitions
References
Negotiation. How to win a bargain?
1 Why is negotiation important?
2 Preparation
2.1 Other countries, other cultures
2.2 Choose your team members
2.3 Time management
3 First impression
3.1 First meeting
4 Negotiation
References
Communication across cultural and language barriers. How to understand each other? Melanie Reithmeier, Nina Schaffarczyk, Susanne Brückner
1 What is communication? 1.1 Definition of communication
1.2 Communication model
2 Cultural influence on communication
3 Patterns of cross-cultural business behavior. 3.1 High context versus low context
3.2 The Theory of Edward T. Hall
3.3 Relationship focus versus deal focus
3.4 Why do these differences exist?
3.5 Dealing with differences
3.5.1 Making initial contact
3.5.2 Getting down to business
3.5.3 Direct vs. indirect language
4 Ways to communicate. 4.1 Language
4.1.1 Advantages of learning the local language
4.1.2 Tips
4.1.3 Lost in Translation
4.2 Two examples of communication styles. 4.2.1 German communication style
4.2.2 American communication style
4.3 Communication taboos and tips
4.4 Nonverbal language
4.5.1 Intercultural differences
4.5.2 Eye contact
4.5.3 Other forms of nonverbal communication
Personal style of expression and emotions:
Space and behavior:
Silence:
4.5 Written communication
4.6 Interpreters and translators
References
Managing People Abroad. How do I get the best performance out of my employees?
1 What is a good manager? 1.1 Power
1.2 Is your host-country a relationship-orientated one?
2 How to make decisions. 2.1 Centralization versus delegation
2.2 Try to understand your employees
2.3 Work Ethic and Motivation
2.3.1 Work Ethic
2.3.2 Motivation
3 Hiring and firing
3.1 Hiring. 3.1.1 Advertisements
3.1.2 Employment Applications
3.1.3 Background Checks/Drug Screening
3.1.4 The Job Interview
3.1.5 Disabilities Act
3.1.6 Age Discrimination Act
3.1.7 The Pregnancy Discrimination
3.1.8 Religious discrimination
Practical interviewing hints:
3.2 Firing. 3.2.1 Get Information
3.2.2 Try Suspension First
3.2.3 Questions to ask yourself
3.2.4 Consistent treatment
3.2.5 Communicating decisions
3.2.6 Exit interviews
Resignation as an option:
3.2.7 After discharge
3.2.8 Severance
3.3 Possible problems with the work force
3.3.1 Absenteeism
3.3.2 Alcoholism
3.3.3 Drug abuse
3.3.4 Sexual harassment
4 Job evaluation
4.1 Job ranking
4.2 Job grading
4.2.1 Point Rating Method
4.2.2 Guide Chart Method (Hay-MSL)
References
Going International, Transferring Skills and Training. How to teach in a foreign country?
1 Six major obstacles
1.1 Not enough educated personnel
1.2 More than a technology gap
1.3 Hostile attitudes
1.4 A lack of trainers and materials
1.5 Resistance from the guest
2 Steps for successful international training
2.1 Analyze “receiver” country, company and conditions
2.2 Analyze the “sender” company
2.3 Preparation of the trainers
2.3.1 Recruit
2.3.2 Train
3 Rules for teaching in a foreign culture. 3.1 Educational level
3.2 Relationship
3.3 Language difficulties
3.4 Small vs. large power distance societies
3.5 Learning habits
3.6 Differences in thinking patterns
3.7 Modify instructional materials for the culture
3.8 Reconcile training schedules to the cultural norms
3.9 Teamwork
3.10 Rewards & evaluation
3.11 Creativity
3.12 Show interest
References
Business and Social Etiquette. Guidelines to business and social etiquette
1 North America. 1.1 United States. 1.1.1 Making appointments
1.1.2 Introductions
1.1.3 Business Dress
1.1.4 Conversation
1.1.5 Negotiations
1.1.6 Entertaining
1.1.7 Gift giving
2 South America. 2.1 Brazil. 2.1.1 Making appointments
2.1.2 Introductions
2.1.3 Business dress
2.1.4 Conversation
2.1.5 Negotiations
2.1.6 Entertaining
2.1.7 Gift giving
2.2 Mexico. 2.2.1 Making appointments
2.2.2 Introductions
2.2.3 Business dress
2.2.4 Conversation
2.2.5 Negotiations
2.2.6 Entertaining
2.2.7 Gift giving
3 Europe. 3.1 Germany. 3.1.1 Making appointments
3.1.2 Introductions
3.1.3 Business dress
3.1.4 Conversation
3.1.5 Negotiations
3.1.6 Gift giving
3.2 France. 3.2.1 Making appointments
3.2.2 Introductions
3.2.3 Business dress
3.2.4 Conversation
3.2.5 Negotiations
3.2.6 Entertaining
3.2.7 Gift giving
4 Asia. 4.1 China. 4.1.1 Making appointments
4.1.2 Introductions
4.1.3 Business dress
4.1.4 Conversation
4.1.5 Negotiations
4.1.6 Entertaining
4.1.7 Gift giving
4.2 Japan. 4.2.1 Making appointments
4.2.2 Introductions
4.2.3 Business dress
4.2.4 Conversation
4.2.5 Negotiations
4.2.6 Entertaining
4.2.7 Gift giving
5 Former Soviet Union. 5.1 Russia. 5.1.1 Making appointments
5.1.2 Introductions
5.1.3 Business dress
5.1.4 Conversation
5.1.5 Negotiations
5.1.6 Entertaining
5.1.7 Gift giving
6 Middle East. 6.1 Saudi-Arabia. 6.1.1 Making appointments
6.1.2 Introductions
6.1.3 Business dress
6.1.4 Conversation
6.1.5 Negotiations
6.1.6 Entertaining
6.1.7 Gift giving
7 Africa. 7.1 South Africa. 7.1.1 Making appointments
7.1.2 Introductions
7.1.3 Business dress
7.1.4 Conversation
7.1.5 Negotiations
7.1.6 Entertaining
7.1.7 Gift giving
References
Getting things done. Making the machinery work
Rule 1: Take advantage of cultural idiosyncrasies!
Rule 2: Rules are negotiable!
Rule 3: Who you know is the key to getting things done
Rule 4: If you must grease palms, do it right!
Rule 5: Keep things simple, sometimes
Rule 6: Don’t be dependent on local business services
Rule 7: Travel with cash and lots of small change
Rule 8: Get advice before you travel outside the cities
Rule 9: Adjust your expectations
Dealing with the Headquarters. How to get along with the bosses at home
1 Rules for the business traveler and expatriate
1.1 Keep in mind two realities
1.2 Bring your superiors over
1.3 Treat those at home with respect
1.4 Don’t get confused about whose “side” you are on
1.5 Keep them informed
1.6 Make sure your overseas employees know you have the support of headquarters
2 Meanwhile, back at home… 2.1 Senior management must make a long-term commitment
2.2 Accept that you don’t know everything
2.3 Think over stereotypes
2.4 Get out there
2.5 Reduce the expatriate’s stress
2.6 Watch for the right time to bring your people home
2.7 Give the same script to new players
2.8 Don’t underestimate the importance of repatriation
2.9 Expatriation or local recruiting?
2.10 Avoid re-entry shock
2.11 Significant changes over the last 20 years
2.12 The complete process of expatriation
2.13 Wide outlook on the situation of expatriates after 2012
2.14 The majority of companies select top employees for overseas assignments, but fail to successfully repatriate
References
Managing your personal and family life. Guidelines to work life balance
1 Culture shock. 1.1 What is culture shock?
1.2 How to fight culture shock
1.3 Taking care of the family
2 Women in the workforce
2.1 Facts about women in the workforce:
2.2 Reasons and prejudices
2.3 Problems career women are faced with
2.3.1 Social customs
2.3.2 Bad conscience
2.3.3 The financial aspect
3. Solutions and Possibilities for Women
3.1 Legal and general conditions - examples. 3.1.1 Germany
3.1.2 France
3.1.3 Denmark and Sweden
3.1.4 Australia
3.2 A career in a foreign country
3.3 Family-friendly arrangements
References
The Road to Success. What does it take to be a winner?
1 The orientation towards global markets
1.1 Social skills/character traits
1.2 Professional success – not only a question of learning
1.3 What it takes to become successful
1.3.1 General Skills
1.3.2 Specific Skills
1.4 Rules of thumb for going abroad
2 Types of managers
2.1 The strategic manager
2.2 The local manager
2.3 The specialized manager
3 Managerial skills to have in different countries. 3.1 The United States of America
3.2 South America. 3.2.1 Argentina
3.2.2 Bolivia
3.2.3 Brazil
3.2.4 Chile
3.2.5 Colombia
3.2.6 Mexico
3.2.7 Peru
3.2.8 Venezuela
3.3 Asia. 3.3.1 Hong Kong
3.3.2 Japan
3.3.3 South Korea
3.3.4 China
References
About authors and the editor. in order of the articles
The editor
