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Index
Cover Page
Title Page
Copyright Page
Dedication
Contents
Introduction: Welcome to the International Marketplace
Sorting It Out
How to Use This Book
Chapter 1. Coming to Grips with Culture
How Cultural Variation Affects Professional Contexts
Play the Right Game
Cultural Frameworks
Some Clarifications on the Approach
THE ARC SYSTEM PART I: ANALYZE
Chapter 2. Know yourself: Create your Personal Profile
Self-Analysis Questions
Your Personal Profile
Chapter 3. Who Are "They"? Create a Counterpart Profile
Preparing for Interaction: Analyze Before You Go
Gathering Information
Recognizing the Cultural Tendencies
Recording Your Observations
Constructing Your Analysis
Your Counterpart Profile
Comparing Your Profiles
THE ARC SYSTEM PART II: RECOGNIZE
Chapter 4. The Communication Dimensions
Cultural Dimension 1: Clarity
Cultural Dimension 2: Emotion
Chapter 5. The Cooperation Dimensions
Cultural Dimension 3: Status
Cultural Dimension 4: Involvement
Cultural Dimension 5: Collaboration
Chapter 6. The Structure Dimensions
Cultural Dimension 6: Authority
Cultural Dimension 7: Action
Cultural Dimension 8: Organization
Some Common Misperceptions about Cultural Tendencies
Chapter 7. Comparing Profiles
Interpreting Your Personal Profile
Reading Your Counterpart Profile
Example 1. Profile of a Person: Kathrin Becker
Example 2. Profile of a Place or Organization: Merubia
The Critical Dimensions
Chapter 8. Predicting Challenges
Chapter 9. Mastering Cultural Analysis
Exercise 1. Scenario Analysis: Collaboration Challenge
Exercise 2. Scenario Analysis: Negotiation Nightmare
THE ARC SYSTEM PART III: CAPITALIZE
Chapter 10. Being Persuasive
Designing Arguments That Influence
Strategies for the Eight Dimensions
Chapter 11. Anticipating and Solving Problems
Chapter 12. Culture-Based Strategies for Hiring, Job Seeking, and Management
Intercultural Strategies for Employers and Job Seekers
Strategies for Employers: Cultural Tendencies in Job Seekers
Strategies for Job Seekers: Cultural Tendencies in Employers
Integrating and Managing International Employees
Chapter 13. Strategies for Intercultural Team Management
Assessing Group Profiles
Contributions, Typical Problems, and Potential Synergies for Opposing Tendencies
Leading Diversity: Creating Cohesion
Chapter 14. Strategies for Intercultural Sales
Chapter 15. Strategies for Intercultural Negotiation
Chapter 16. Managing Intercultural Conflict and Achieving Synergies
Common Sources of Culture-Based Conflict
Avoiding Conflict
Deconstructing Misunderstandings
Resolving Conflict with a Synergistic Approach
Chapter 17. Developing Cultural Intelligence
Identify the Game
Don't Blame the People
Maintain Perspective
Focus on Synergy
Taking Intercultural Strategy to the Next Level
Chapter 18. Cultural Analysis in Training and Consulting
Intercultural Training
Intercultural Consulting
IV: BACKGROUND ON THE ARC SYSTEM
Chapter 19. Development of the Framework
Relationship to Other Models
Acknowledgments
Index
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