Introduction

1 Interpreting the party line

The harder the global organization tries to present a united front, the greater the scope for conflict and misunderstanding. How can you bridge the gap between HQ and subsidiary?

Mission statements; Corporate initiatives; Working rhythms; Communication styles

2 Knowing your place

On home ground, an employee usually knows where others fit into the hierarchy, and how they expect to be treated. Abroad, however, it's easy to upset people without realizing it. How can you make sure you're speaking to the right person in the right way?

Handling the hierarchy; Taking responsibility; Monitoring performance; Getting people to play ball

3 Knowing the limits

In their own culture, most people will have a pretty good idea of what they should or shouldn't do. But, how well do your notions of right and wrong travel?

Rules, regulations and the laws of the land; Gifts, favours and bribes; Nepotism; Discretion versus dishonesty

4 Knowing the form

Good manners are valued by every culture. But how international are the social behaviours you learnt at your mother's knee?

Greeting people; Making small talk; Playing the conversation game; Choosing what to say and how to say it; Trying to be funny; Avoiding hidden dangers

5 Making presentations

Companies today spend millions on training their managers to make more effective presentations. But will the techniques you learnt at home be equally effective when you go abroad?

Choosing the right style; Finding a concrete context; Speaking with impact

6 Making deals

The success of any deal depends as much on the strength of the relationship as on the clauses in the contract. But negotiating styles vary considerably from culture to culture. What adjustments do you need to make when you're negotiating in the international arena?

Picking the right people; Thinking about pace and place; Playing the game to win

7 Making yourself understood in English

Whatever your nationality or native tongue, you will probably use English to communicate with your international counterparts. But their version of English will be different from yours. How can you learn to speak Offshore English which is the true lingua franca of international commerce?

Language; Communication techniques; Summary

8 Knowing yourself

Knowing yourself is the first step to knowing others. Where do you fall on the cultural preference scales? And how should you adapt your approach when you meet someone who is at the opposite end of the scale from you?

Relationships; Communication; Time; Truth; The meaning of life; Presentation style; A final word

Appendix: False friends

A list of words whose meanings may be misunderstood

References

Further reading

Index