Protocol for Profit – A Manager’s Guide to Competing Worldwide

Citation

Nelson, C.A. (1999), "Protocol for Profit – A Manager’s Guide to Competing Worldwide", European Business Review, Vol. 99 No. 6, pp. 405-407. https://doi.org/10.1108/ebr.1999.99.6.405.3

For EBR readers concerned about the global marketplace, this review covers a number of important, related and recent publications, all of which are available for purchase through Internet bookstores... The two cited above by Dr Carl A. Nelson are part of International Thomson Business Press’s Global Managers’ series. Further information on the series titles are available from the publisher (ITP, Berkshire House, 168‐173 High Holborn, London WC1V 7AA; Website: www.itbp.com; Tel: (USA)1‐800/ 842‐3636).

The 14 chapters of International Business are divided into four parts dealing with: getting ready for business in the twenty‐first century; overcoming cultural, business and political differences of national borders; coping with international trade competition and barriers; and seeking harmony in global economics and trade. Three useful appendices provide a case study on Singapore, a glossary of international business terms, and additional notes from the author on his opening chapter theme of global business as an evolving system. That first chapter illustrates Dr Nelson’s comprehensive treatment of the subject from an economic, management, and cultural perspective. His strategies here and throughout this book facilitate cross‐border trade and investment, enabling organizations to become world class.

Nelson’s synergistic strategies show management how to capitalize on opportunities within the export‐import business world and government provisions therein, demonstrating the linkage with economic development. As we move into the “age of globalism”, his message offers a conceptual model for creating harmony within international trade and competition. The author, president of Global Business Systems in San Diego, California, draws upon a wealth of international experience as a US Navy Captain, private business consultant, and university professor. His analysis of international economics and trade is balanced by unique insights into cultural diversity in terms of people, their trade and development theories, and conflicting public policies. This is a stimulating, practical, and mind‐stretching read.

In the 17 chapters of Protocol for Profit, Carl Nelson organizes his presentation in two parts. The first unit summarizes the necessary understanding for successful global business interactions and exchanges. He offers a definition of “protocol” as a mixture of good manners and common sense making for effective communication everywhere one operates. His thinking provides the basis for transcultural leadership through his discussions of cross‐border trade, as well as the seven elements of international protocol (names/rank/title, time, dress, behavior, communications, gift giving/receiving, and food/drink). He also reviews here culture as the “roots of protocol”, along with tips for traveling and negotiating abroad. Part two is full of business culture specifics about major regions (North/Central/South America; Asia/Pacific Rim, Indian Ocean Region, Western/Central/Eastern Europe, Middle East/Gulf States, and Africa). In each area, he provides both a visual and textual overview, plus coverage about the major countries within the region. For each nation, he offers a synopsis of the current economic situation, with practical “tips” to further trade there, as well as “traps” to avoid. Finally, four appendices share information about World commercial holidays, currencies, business titles, and time frames. Into a relatively small softcover book, Dr Nelson packs a lot of useful information and insight, written in a way that average business people can comprehend.