Negotiating with foreign business persons

Chapters in this book

1. Prelim pages i
2. Table of contents v
3. Introduction 1
4. I. Theoretical Issues
5. Three domains of culture and the triune brain 13
6. Rhetorical ethos 31
7. II. Interculturality
8. Negotiating with foreign business persons 51
9. III. The Cultural Context
10. Power and distance as cultural and contextual elements in Finnish and English business writing 121
11. Cultural values and Irish economic performance 145
12. IV. Linguistic Perspectives
13. Parallel texts and diverging cultures in Hong Kong 167
14. Cultural keywords in Chinese-Dutch business negotiations 185
15. ‘Harmonious cooperation’ in an English-German intercultural business negotiation 215
16. V. Training
17. Raising awareness in business communication training 233
18. The experience of sameness in differences 247
19. Name Index 263
20. Subject Index 267