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Product details
File Size: 7462 KB
Print Length: 566 pages
Simultaneous Device Usage: Unlimited
Publisher: Getting Through Customs (September 28, 2018)
Publication Date: September 28, 2018
Sold by: Amazon Digital Services LLC
Language: English
ASIN: B07HT56L1Y
Text-to-Speech:
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Amazon Best Sellers Rank:
#838,740 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
In the film “A Civil Action,†attorney Jan Schlichtmann, played by John Travolta, explains the legal facts of life to a client: “The odds of a plaintiff’s lawyer winning in civil court are two to one against. Think about that for a second. Your odds of surviving a game of Russian roulette are better than winning a case at trial. Twelve times better.â€Let that sink in for a moment. Then, think how much worse those odds would be if you didn’t have a clue about the culture you’re litigating in.Building on the success of her first book, “Kiss, Bow, or Shake Hands,†Terri Morrison zeroes in here on the differences that can make even a lawyer’s best efforts moot if they don’t understand the sometimes-jarring dissimilarities of the cultures they deal with — e.g., countries where business cards are considered a vital extension of the people themselves; culturally distinct perceptions of time (when Japanese interests tried to buy the operations of Yosemite National Park, they submitted a 250-year business plan); how filler words in Mandarin can sound like a racial epithet; and what pink cabs mean in Dubai. While those may be among her most cocktail-party-worthy items, Morrison has a keen eye for the intercultural subtleties that elude even the most observant when it comes to social distance, eye contact, political taboos, and even how diverse cultures lie and dissemble. With these, and other sections such as jury selection across different societies, Morrison offers more intercultural insights than you could shake Margaret Mead at.But of the sharpest and most effective part of the book may be the country briefs. A round up of 12 nations the US does extensive business with (thus making them places lawyers would more likely find themselves involved), including Argentina, Australia, Canada, and China, Morrison explores almost geological depth these countries’ governments, the judicial branch), legal notes, communication styles, and negotiating tactics, among others. Morrison specially shines in the section she dubs “modus operandi optimus (brilliant moves),†which might also be read as cultural hacks that ensure your efforts never get lost in translation. In Argentina, for example, “Never change your negotiating team. If you do, you will have to start over again.†In China, the powerhouse whose GDP now represents 19.74 percent of the world economy and with whom doing business will be almost a given for many, “Many Chinese expect Westerners to be impatient. Never discuss your deadlines. Always arrive a bit early for appointments, and never cancel a meeting. Their long-term orientation makes the Chinese great ‘sitters’ in negotiations, and contracts are often repeatedly renegotiated.â€A condensed version of the briefs on 44 more countries follows, with nonetheless eminently useful information. Enriching her book further are fascinating anecdotes and notes stemming from other lawyers’ experiences abroad (including one when you learn how to detect the subtle Mexican equivalent of “fuggetaboutit.â€)“A good lawyer knows the law; a clever one takes the judge to lunch,†Mark Twain said, and a really smart one packs “Kiss, Bow, or Shake Hands: Courtrooms to Corporate Counsels†in their briefcase.
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