Cross- cultural Communication This page intentionally left blank

39, 40, 43–4, 181
loyalty 51
Lufthansa 231
‘Ma fi mushkilleh’ 188
Major, John 72
Malaysia 49, 
100
management
change 254
contracts 246
cultures 32–3
Euromanagers 102

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302 Index
management – continued
international 102, 
126, 126–7, 128, 
128–9
leadership 125
multi-active/reactive 131
participative 130
performance 138, 
250
styles 48
Mandarin Chinese 73
Mandela, Nelson 232
Mandelson, Peter 216
manifestations of culture 41–2, 52
map, culture as 5, 55, 55–6
Marani, Diego 68
marginal listeners 85
maritime trade 220
market forces 210, 215, 250
markets, access to 212
Marks & Spencer 209
Marshall Plan 228
Martston, William Moulton 267
Marx, E. 129
masculinity/femininity index 34–6, 35, 
40–1, 132
mass communication 216
Mason, Philip ix
Master of Business Administration 
(MBA) 134
Mattock, J. 69
Maugham, Somerset 120
McDonald’s 6, 210, 256
McKinsey 134
Mead, A. 266
Mead, R. 185
Médecins sans Frontières 209, 230
Mediterranean cultures 9, 22, 49–50, 
93–4
meetings 149–55, 
150, 155, 174, 176, 
187
Mehrabian, Albert 89
‘meishi’ 182
melting pot approach 174, 200
Mendenhall and Oddou model 103, 
267
mental programming 5, 30
Mexico/Mexicans 50, 95, 201, 231
Microsoft 64
Middle East 82, 91–4, 134, 146, 165, 
265
migration 191
Min Zhu 211
mini dramas 281
minimization stage 59
Minkov, Michael 30, 34, 40, 44
misunderstandings 10–12, 166, 188
Mitchell, George 171
Mitchell, T. 282
Mitford, Nancy 15
Mitterrand, Francois 166
mobile phones 82
mobility lubricants 105
Mole, John 44, 54–6
Mole Map 55
monochronic/polychronic cultures 
23–8, 27, 51, 56, 247, 281, 283
monoculturalism 195–6
Morgan, C. 275
Morrison, Jim 267
Morton, B. 138
mosaic approach 200, 203–4
motivation 132, 
143
MTV 217
Mullins, L. 129–30
multi- active cultures/managers 56, 58, 
131
multicultural executives 133
multicultural teams 110, 126, 141–2
multiculturalism 43–4, 
192–3, 
237
multiculturalism and diversity, national 
policies
Australia 203–4
Belgium 203
Canada 199–200
France 201–2
The Netherlands 202–3
Switzerland 199
UK 197–9
USA 200–1
Multilingual Capital survey 197–8
multinationals 6, 100–1, 103, 209, 214, 
218
Muslim cultures 41, 83, 93, 134, 171, 
186, 188, 201–3
Myanmar 231
Myers- Briggs Type Indicator 
(MBTI) 103, 261, 267
Nakata, Cheryl 44
names and titles 185, 277
‘naniwabushi’ 182

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Index 303
nation branding 226, 230, 232–5
Nation Brands Index 234
national cultures 30, 43
national heroes/heroines 42, 232
national identity 198
national policies 197–204
Native Americans 3–4
NATO 228, 231, 233
natural disasters 220
natural resources 221
nature 52
Nebenzahl, D. 235
needs focus 127
negotiating styles 164, 254
American 174–5
Arab 186–8
British 172–4
Chinese 183–6
French 175–6
German 176–8
Indian 179–80
Japanese 180–3
Russian 178–9
negotiation 162–3, 
164, 164–5
agents and mediators 171
assessment of cultural influences 170
definitions 163–4
‘face’ 169
fundamentals 172
gifts and hospitality 168
ice- breakers 164–6
interpreters/translators 167–8
language issues 166–7
negotiating styles 172–88
skills 110, 
170–1
training 188–9
Nelson, Horatio 232
Nerriere, Jean- Paul 69
The Netherlands/Dutch 4, 7, 22, 25, 
33, 35–6, 58, 131, 133, 149, 153–5
Biafran War 230
national policies 202–3
networking 87–8, 150, 187
neutrality 49–50
New Zealand/New Zealanders 9, 25, 33
news coverage 237
Nicks, M. 7–8, 16, 262, 269–71
Nissan 247
Nixon, Richard 226
Nokia 217
non- governmental organizations 
(NGOs) 99, 133, 163, 209, 225, 
227, 230, 239, 242, 256
non- verbal communication (NVC) 
89–95, 90, 95
Nordic cultures 33, 35–6, 41
Norman, W. T. 266–7
norms and values 52–3
North America/Americans 7–8, 25, 
32–3, 35, 56, 58, 73, 83, 92, 130
see also Canada; USA
North American Free Trade Agreement 
(NAFTA) 62, 
209, 
212
Northern Europeans 9, 33, 90, 94, 133, 
155
Northern Ireland 265
Norway 133
Norwegian Government Training 
Scheme (NORAID) 108
note- taking 86
Nye, Joseph S. 226–8
Obama, Barack 92, 214
Oberg, Kalvero viii, 5–6, 59, 112–13, 122
occupational psychology 102–3
Occupy movement 215
offence 7
office spaces 28
off- shore English 69, 147, 153
olfactics 94–5
Olympic Games 230, 232–3, 235–9
one child policy (China) 40
online recruitment 138
open door policy 25
ordnung 177
organic organizations 54
organization 262
Organization of the Petroleum 
Exporting Countries (OPEC) 62
organizational theory 47, 54–5
Orwell, George ix
outsourcing 209–10, 214, 216–17
Overseas Assignment Inventory 102
Panama Canal 220
panda diplomacy 226–7
Papua New Guinea 69
paralinguistics 95
paraphrasing 86
Pareto, Wilfredo 269

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304 Index