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…mehr
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.
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.
Inhaltsangabe
Acknowledgments xiii Introduction xv 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 and Behavior? 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 Confl ict 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 International Travel 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 Rules 139 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 Sports Jargon 165 Does Anyone Know Where "Left Field" Is? CHAPTER 24 Global Etiquette Tips 179 What All Cultures Appreciate--No Need to Reinvent the Wheel! CHAPTER 25 Area-Specifi c Cultural Clues, Do's, and Taboos 189 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 Index 229
Acknowledgments xiii Introduction xv 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 and Behavior? 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 Confl ict 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 International Travel 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 Rules 139 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 Sports Jargon 165 Does Anyone Know Where "Left Field" Is? CHAPTER 24 Global Etiquette Tips 179 What All Cultures Appreciate--No Need to Reinvent the Wheel! CHAPTER 25 Area-Specifi c Cultural Clues, Do's, and Taboos 189 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 Index 229
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