Comments on Richard's Latest Book — "Cross-Cultural Business Behavior (4th Edition)"

Richard Gesteland's Cross-Cultural Business Behavior is already a classic, and this fourth edition extends and updates it in marvelous fashion. Professor Gesteland is that rare bird: an executive who draws upon his own vast experience in cross-cultural negotiating and managing while providing the depth and structure you would expect from a master educator. His book is far more than a collection of "how-to's" or war stories--it conveys a systematic, thoughtful approach to understanding the differences between national cultures in the way a person conducts business, with specific country-by-country advice spanning an incredible range of regions. If you do business across borders, this volume is a must-have.

Philip Anderson
INSEAD Alumni Fund Chaired Professor of Entrepreneurship
Director, International Centre for Entrepreneurship

Not only is the fourth edition improved and expanded but it also makes very entertaining reading. The author provides a unique insight into habits, customs, and practices that even the most experienced international specialists sometimes wonder about. I recommend the book to students of international management and to seasoned executives who sometimes wonder what the next step in their sales negotiations should be. I particularly enjoyed reading the country examples.

George Tesar, Ph.D.
Professor of Marketing and International Business
Umea University, Sweden
Professor Emeritus, University of Wisconsin

Human beings, by their very nature, learn from stories. That's why Dick Gesteland's Cross-Cultural Business Behavior is such an effective learning tool. Dick weaves stories and anecdotes into the checklists and negotiator profiles, resulting in a "conversation" that brings the reader into the scenario being presented. Each scenario paints a vivid picture of a possible business negotiation between different cultures - and highlights the underlying reasons for the related business success or failure. It provides a practical - and fun - resource to help global managers from all functions avoid some common cross-cultural pitfalls.

Linda Gorchels
Director, Executive Marketing Education
UW-Madison School of Business
Fluno Center for Executive Education

This new edition of "Cross-Cultural Business Behavior" is mandatory reading for purchasers who want to work in the global vendor market, as well as for any other business person in our increasingly global business environment. The author's excellent definition and description of the different cultures, and their negotiating and social behavior, offers very useful guidance to the reader. It is also a good reference book. I would never enter into negotiations with anyone outside my own cultural sphere without consulting this book.

Tore Fladland
Secretary General
NIMA - Norwegian Association of Purchasing and Logistics

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