Working GlobeSmart

About the Author

Ernest Gundling, Ph.D., is a co-founder and managing director of Meridian Resources Associates, Inc., and a lecturer at the Haas School of Business at the University of California, Berkeley. With extensive experience living and working in Asia, Europe, and Mexico, Gundling has established himself as an expert in strategic global approaches to leadership development, organizational change, and innovation. His deep understanding of cultural nuances and their impact on business has made him a respected figure in the field of international business.

Main Idea

In "Working GlobeSmart: 12 People Skills for Doing Business Across Borders," Ernest Gundling presents a comprehensive guide to navigating the complexities of global business. The core premise of the book is that the single greatest cause of difficulties in international business transactions is the lack of appropriate people skills for relating to counterparts from other countries and cultures. Gundling outlines twelve fundamental skills that managers need to master to succeed in a globalized business environment. These skills span interpersonal, group, and organizational levels, offering a holistic approach to fostering effective cross-border collaborations.

Table of Contents

1. Global People Skills
2. Interpersonal Skills
3. Group Skills
4. Organizational Skills
5. Global Citizenship

Global People Skills

Managers often underestimate the importance of global people skills in business. Gundling emphasizes that the value of products, whether at home or abroad, diminishes without the people skills to back them up. Failures in global business are insidious and cumulative, often resulting from expecting others to speak one's language, assuming universal eagerness to adopt one's ways, and neglecting to establish effective relationships abroad.

"Generalizations about a national culture can be helpful in anticipating how people will act in unfamiliar settings, but it is improper to apply stereotypes to an entire nationality." - Ernest Gundling

By inquiring about another culture, identifying its contributions, learning its core values, and understanding the gaps between one's own culture and that of the counterparts, managers can predict potential conflicts and navigate them effectively.

Interpersonal Skills

Global business success is built on a foundation of strong personal relationships, which can take time to develop and have many facets. Gundling highlights four critical interpersonal skills: establishing credibility, giving and receiving feedback, obtaining information, and evaluating people.

Establishing Credibility

Experienced managers might take their credibility for granted in their home countries but face different codes for establishing value abroad. For instance, in hierarchical cultures like Taiwan, Singapore, and Malaysia, modesty in top leaders is interpreted as confidence and sophistication.