The International Manager: A Guide for Communicating, Cooperating, and Negotiating with Worldwide Colleagues, 1st Edition (Hardback) book cover

The International Manager

A Guide for Communicating, Cooperating, and Negotiating with Worldwide Colleagues, 1st Edition

By Frank Garten

Productivity Press

424 pages | 34 B/W Illus.

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pub: 2015-05-12
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Description

Currently, internationally dispersed teams are commonplace among global companies. Managers are often aware conceptually of the different dimensions of culture, yet struggle to translate these concepts into their daily activities. This book gives managers insight into specific techniques they can use to better manage their intercultural teams and deal with partners, suppliers, and customers from other countries. It gives practical strategies for how to apply popular management models in other cultures.

All intercultural problems initially manifest as communication problems. For this reason, The International Manager starts with practical insight into interpersonal (verbal and non-verbal) communication against a cross-cultural background. The element of culture is added with the introduction of the Hofstede model of culture. The book then applies these frameworks to four key aspects of the manager’s responsibilities: managing performance, managing teams, managing change, and managing negotiations. Along the way, the book provides 100 practical tips for successful intercultural cooperation that the manager can start using immediately.

This book targets managers in companies whose business takes place in a global context. It should benefit globally operating product and marketing managers, engineers, project leaders, program managers, change managers, and specialists. Two specific groups that can benefit are managers who steer intercultural teams and managers who manage their company’s interaction with suppliers, customers, and partners from other cultures. With its vast amount of new practical tips, this book provides managers with an extremely useful reference they can rely on in their daily business lives.

Reviews

"When intercultural cooperation gets difficult, the solution is in understanding your own impact on others, instead of trying to change the other person … a strong book about personal development in a cross-cultural context."

—Karola Japke, Deputy CHO, Teijin Ltd.

"Offering a plethora of tips, this book is extremely useful and highly recommended to business professionals."

—Frans van Houten, President and CEO, Royal Philips

"The International Manager provides an insightful and thought-provoking plan for communicating with colleagues across the world."

—Erin Meyer, Professor of Organizational Behavior, INSEAD

"What makes this book so fascinating is that it not only provides leaders and HR professionals a structured and, above all, very practical approach to intercultural dialogue, but it also deals with human behaviors, feelings, and emotions across the world. A perfect mirror for corporate multinationals!"

—Suzanne Bouman, Head of Human Resources & General Services, Roche Diagnostics

Table of Contents

Foreword

Introduction

Interpersonal Communication: Taking, Giving, and Sharing Space

Communicating Effectively

The Three Dimensions of Communication

The I-Dimension

The You-Dimension

The We-Dimension

References

When Communication Fails, Break the Pattern

Techniques to Break through Ineffective Communication Patterns

Framing and Reframing

The Four Levels of Communication

The Common Reality

References

What We Do Not Say: Nonverbal Communication and Emotions

Something Is Not Quite Right—but I Am Not Sure What

What Is Nonverbal Communication?

Facial Expressions

Body Language

The Role of the Nonverbal in Working with Other Cultures

Most Nonverbal Behavior Is Unconscious

You Should Be Aware of the Impact of Your Nonverbal Communication on Others

The Meaning You Give to Nonverbal Expression Differs per Culture

The Role of Emotions in Different Cultures

References

Personal Preferences in Communication

Confusion about Personal Preferences

Dealing with Conflict

Personality

Extroversion vs. Introversion

Agreeableness

Conscientiousness

Other Relevant Personality Traits for International Managers

References

Culture and Its Impact on Communication

How Culture Is Expressed

Cultural Stereotypes Only Exist in Your Head

Our Culture Is Superior

Intercultural Cooperation

References

Country Cultures: A Classification

The Hofstede Dimensions of Culture

Power Distance

Power Distance in Interpersonal Communication

Group Orientation (Individualism vs. Collectivism)

Group Orientation in Business Communication

Masculinity

Masculinity in Business Communication

Discussion Style

Power Display

Compensation

Avoidance of Uncertainty

Uncertainty Avoidance in Business Communication

Long-Term Orientation

Long-Term Orientation in Business

Other Classifications of Culture

Orientation on Content or Context

Orientation to Task or Relationship

Orientation to Harmony or Conflict

Orientation to Time

References

Business Culture in Various Countries

Asia

China

Hong Kong

Taiwan

Japan

South Korea

India

Singapore

Thailand

Philippines

Europe

France

Germany

United Kingdom

The Netherlands

Belgium

Spain

Italy

Scandinavia

Russia

Central and Eastern Europe

Turkey

United States of America

Central and South America

Brazil

Argentina

Middle East

Saudi Arabia

Israel

Africa

North Africa (Libya, Morocco, Tunisia, Algeria, Sudan, Egypt)

West Africa (Ghana, Gabon, Gambia, Nigeria, Senegal, Sierra Leone)

East Africa (Kenya, Uganda, Tanzania, Somalia)

Southern Africa (Namibia, South Africa, Botswana, Angola, Mozambique, Zambia)

Australia and New Zealand

References

Managing Performance

Goal Setting: Setting Objectives and Communicating These

Power Distance

Individualism/Collectivism

Masculinity

Motivation and Empowerment

Checklist for the International Manager: Motivation

Performance Management

Power Distance

Individualism/Collectivism

Masculinity/Femininity

Checklist for the International Manager: Performance Management

Dealing with Underperformance

Power Distance

Individualism/Collectivism

Checklist for the International Manager: Dealing with Underperformance

Learning and Development

Power Distance

Individualism/Collectivism

Masculinity/Femininity

Uncertainty Avoidance

References

Managing Teams

Building Up the Team

Decide on the Objective

Prepare the Environment

Select for Diversity

Make It Work

Building Trust

What to Do to Build Trust

Building Trust across Cultures

Team Cooperation and Communication

Decision Making in Teams

The Five Dysfunctions of a Team

The Five Dysfunctions of a Team

Remote and Virtual Teams

References

Managing Change

The Change Process

The Role of the Manager in Change

The Management Is in the Best Position to Decide What the Desired State Will Look Like

Deployment Is a Process That Runs Top-Down

The Lower Levels in the Company Are Not Involved in the Definition of the Desired State: They Simply Execute What the Top Has Decided to Deploy

Creating a Climate for Change

Implementing the Change

Ensuring That the Change Lasts

Dealing with Resistance

References

Managing Negotiations

Two Types of Negotiations

Distributive Negotiations

Positions vs. Interests

Integrative Negotiations

When to Use Which Style?

Preparations

Interactions before the Start of the Negotiation

Who Should Participate?

Information Gathering

Opening

Relationship Building

Seating Arrangements

Making Introductions

Atmosphere and Climate

Surfacing Concerns

Agenda/Timetable

Positioning

Communication Style for the Opening

To Open or to Respond?

Scale of the Opening Position

Response to an Opening Bid

Exploring

Gathering Information

Concessions

Practical Tips

Closing the Negotiation

Deadlock

The Deadline

Closing the Negotiation

Contract

Evaluation

Power Balance

Tactics

Take It or Leave It

Give Me a Realistic Price

The Bogey

The Best Offer Wins

Change the Procedure

Use Time to Your Advantage

How to Deal with Dirty Tactics

Cultural Considerations When Using Tactics in Your Advantage

Negotiating with Internal Stakeholders

Power Distance

Individualism/Collectivism

Masculinity

Uncertainty Avoidance

References

Appendix: Country Cultures Classified

Index

About the Author

About the Author

Frank Garten is an independent business consultant, specializing in cross-cultural communication and cooperation. He advises and helps companies improve their cooperation with people from other cultures, and gives workshops, lectures, and training courses (both open and in-company) on this topic. Before publishing this book, Frank published the Dutch book Werken met Andere Culturen (Working with Other Cultures), and he frequently publishes blogs and articles on intercultural cooperation. Frank is based in the Netherlands, but facilitates personal development programs across the world in the areas of leadership development, communication, influencing, conflict management, and negotiation.

Subject Categories

BISAC Subject Codes/Headings:
BUS030000
BUSINESS & ECONOMICS / Human Resources & Personnel Management
BUS042000
BUSINESS & ECONOMICS / Management Science
BUS097000
BUSINESS & ECONOMICS / Workplace Culture