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Unit 1 Communication Across Cultures 1

Section A Understanding Cultural Differences 1

Section B Culture Shock in Intercultural Business Communication 10

Section C Learning Development 14

Unit 2 Stereotypes Across Cultures 21

Section A Impact of Stereotypes on Intercultural Communication 21

Section B Barriers in Intercultural Business Communication 32

Section C Learning Development 36

Unit 3 Making Initial Contacts Across Cultures 42

Section A Getting Connected 42

Section B Introduction and Greeting Behaviour 50

Section C Learning Development 55

Unit 4 Hospitality Across Cultures 59

Section A Socializing with Colleagues 59

Section B Gift Giving 66

Section C Learning Development 69

Unit 5 Time Across Cultures 74

Section A Polyphonic and Monochronic 74

Section B Company Time or Personal Time 82

Section C Learning Development 85

Unit 6 Negotiations Across Cultures 89

Section A Different Negotiation Styles 89

Section B Nonverbal Communication in Negotiation 103

Section C Learning Development 108

Unit 7 Agreement Across Cultures 112

Section A Forms of Agreement 113

Section B Explicit and Implicit Style of Agreements 120

Section C Learning Development 123

Unit 8 Decision Makers Across Cultures 128

Section A The Quality of Negotiators 128

Section B Women in the Workplace 137

Section C Learning Development 139

Unit 9 Leadership Across Cultures 143

Section A Management Styles 143

Section B Leadership and Culture 157

Section C Learning Development 164

Unit 10 Marketing Across Cultures 171

Section A Globalization and Localization 171

Section B The Impact of Culture on Marketing Strategy 184

Section C Learning Development 191

Bibliography 197