Many manufacturers use informal approaches to engage new international industrial distributors, relying on phone contacts, correspondence and bank referencing to gather background information. Reports on a study to determine the desirability of top managers taking time to visit new international...

When negotiation parties belong to different cultures, training can either increase or decrease negotiation differences in order to decrease or increase, respectively, the likelihood of achieving successful sales encounters and long‐term relationships. This study analyses sales training...

Describes the Spanish acquisition of a construction company in East Berlin from the Treuhandanstalt (the East German privatization agency) as well as the contentious renegotiation of the sales contract. Also describes the relationship between the Spanish senior management of the enterprise and...

Internationalization, the buzzword of the 1980s, has become the necessity for firms to survive in the 1990s. Contact with foreign firms is a given for US businesses. With this contact comes the issue of cross‐cultural negotiations. How do US businesses prepare themselves and conduct such...

Especially over the past decade, there have been numerous changes in the global marketplace which indicate that change is the only constant fact of life. These changes have increased not only opportunities but also uncertainty for organizations. The dynamic environment provides organizations...

The importance of being fluent in another language for success in foreign business has been well documented and highlighted in academic literature. However, so has being fluent in another culture, as far back as the 1950s. What is the current response of organizations operating in the UK to such...

Considers the forces shaping European Business Schools. Changes in participation rates in higher education carry implications for customer power in management education. A relevant and attractive philosophy will be required in business schools enabling them to deliver the right competences in a...

This paper outlines the authors’ experience of working with international cross‐cultural teams, and is an attempt to address the question about how international organizations can give rise to a sustainable capability in which generations of teams build on each other’s experience. The...

The current trend among corporations to clearly identify management behavioural competencies, that would enable managers to perform more effectively, has led to many developing what are apparently the dimensions of effective management and leadership behaviour. There are many problems with this...