Managers' Forum ~ Book Reviews

"Kiss, Bow, or Shake Hands" is another example of the "fast food" education mentality. The book joins the ranks of: "Learn Spanish In Six Weeks", "How To Talk Like An MBA", "Business For Dummies" to name a few.  Although the brief country review and cultural tips can be helpful, by no means does it prepare you to do business in a foreign country as it suggests. In the Introduction the authors point out that " Communication always takes place between individuals, not cultures." This may be the best tip of the book.

In today's global business world it would be a grave error to generalize and cast business executives in pre-determined cultural patterns.  The development and proliferation of business schools and MBA Programs all over the world has given foreign countries a taste of the American business philosophy. It is very common to find in foreign universities business programs very similar to the ones taught in U.S. colleges and with the same texts translated into the local language.  Every year vast numbers of foreign students graduate from American
universities and return to their home country to spread the new gospel. In essence: it is more important to know the individual and commit a  faux pas that may be even helpful in breaking the ice at the start of a negotiation. The "Country Background" is too short to be useful. If the business trip requires knowledge of the country's history it would be better to buy a book specific to the country.

The "Cultural Orientation" and "Negotiation Strategies" are generalized and may predispose an individual in ways which could be counterproductive for the business relationship. Doing some research on the company and the individuals you are doing business with is more effective.

The "Protocol" and cultural tips are useful in the short term but fail to compensate more thorough research. The book fails to prepare a serious business person for international assignments. Common sense with respect to cultural differences is not simply a question of kiss, bow or shake hands.

Morrison, Terri, Conaway, Wayne A. & Borden, George A. Kiss, Bow, or Shake Hands; How to do Business in Sixty Countries, Adams Media Corp.1994 ISBN: 1558504443

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