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It is also a work that takes us from the macro-level of cultural examination to finer detail with ease. The authors provide a series of suggestions for improving communication on the individual as well as the group level. We learn, for example, the cultural clues to help us decipher the mystery of the real meaning of the word "yes" in those perplexing cultures where the unsophisticated listener finds "yes" may also stand for "maybe" or "no." This is a skill that every negotiator needs, even when they are operating only within their own culture.
In sum, this work makes an important contribution to the field of cross-cultural communication as well as to the study of globalization. Its greatest value, however, is as a catalyst for the reader who perceives and uses the book in the spirit of inquiry the authors employ throughout the book. This is a study that provides an excellent basis for understanding the role of culture in human interaction and serves, as the authors urge us, as "... a general starting point for further inquiry" (p.58).
Doing Business Internationally: The Guide to Cross-Cultural Success, Second Edition is an extensively revised, well-researched and thoroughly documented work by three global business consultants who know their field and have drawn upon the knowledge of an extensive network of global resources in preparing this edition. This is an important and excellent book for every negotiator.
Danielle Walker is the president of Training Management Corporation (TMC), a consulting firm specializing in managing culture for many top global companies.
Thomas Walker is chief operating officer for TMC and focuses on performance management systems design to support management skills in a multi-cultural framework.
Joerg Schmitz is senior director of global training and development at TMC. He holds a graduate degree in cultural anthropology and specializes in cross-cultural management.
Reviewed by John D. Baker, Ph.D. Editor and Publisher
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