Table of Contents -- Foreword to the Third Edition -- Introduction -- Part One -- 1. Patterns of Cross- Cultural Business Behavior -- 2. The "Great Divide" Between Business Cultures: -- 3. Deal First or Relationship First? -- 4. Communicating Across The Great Divide: -- 5. Formal vs. Informal Business Cultures: -- 6. Time and Scheduling: -- 7. Nonverbal Business Behavior: -- 8. Global Business Protocol and Etiquette -- 9. Culture, Corruption and Bribery -- 10. Marketing Across Cultures: -- Part Two Forty Negotiator Profiles -- Group A Relationship- Focused - Formal - Polychronic - Reserved -- The Indian Negotiator -- The Bangladeshi Negotiator -- The Vietnamese Negotiator -- The Thai Negotiator -- The Malaysian Negotiator -- The Indonesian Negotiator -- The Filipino Negotiator -- Group B Relationship- Focused - Formal - Monochronic - Reserved -- The Japanese Negotiator -- The Chinese Negotiator -- The Korean Negotiator -- The Singaporean Negotiator -- Group C Relationship- Focused - Formal - Polychronic - Expressive -- The Arab Negotiator -- The Egyptian Negotiator -- The Turkish Negotiator -- The Greek Negotiator -- The Brazilian Negotiator -- The Mexican Negotiator -- Group D Relationship- Focused - Formal - Polychronic - Variably Expressive -- The Russian Negotiator -- The Polish Negotiator -- The Romanian Negotiator -- The Slovak Negotiator -- Group E Moderately Deal- Focused - Formal - Variably Monochronic - Expressive -- The French Negotiator -- The Belgian Negotiator -- The Italian Negotiator -- The Spanish Negotiator -- The Hungarian Negotiator -- Group F Moderately Deal- Focused - Formal - Variably Monochronic - Reserved -- Negotiating in the Baltic States -- Group G Deal- Focused - Moderately Formal - Monochronic - Reserved -- The British Negotiator -- The Irish Negotiator -- The Danish Negotiator -- The Norwegian Negotiator.

The Swedish Negotiator -- Danes and Swedes Through American Eyes -- The Finnish Negotiator -- The German Negotiator -- The Dutch Negotiator -- The Czech Negotiator -- Group H Deal- Focused - Informal - Monochronic - Variably Expressive -- The Australian Negotiator -- The Canadian Negotiator -- The U.S. Negotiator -- Resource List.