Instructor: Sir.

Usman Ghouri

Case

Who is going to Saudi Arabia. Bill or Jane?

Case Summary:
Atlantic Computing Company Two senior vice presidents, Robert Donner & Jeanette Falcon disagree on whom to send to Saudi Arabia to negotiate the sale of worth approximately 65 million Euros.
They have two candidates for that Job. Bill Smith Jane Adams

Bill Smith
Qualified and skilled young man
Five year experience in Marketing/Sales department Broad understanding of the product line

International Experience: Negotiated a sale in Japan

Jane Adams
MBA in International Business
Six Year experience with ACC

International Experience: Negotiated two sales to firms in Norway and Sweden

A Look at Saudi Arabia before sending someone to negotiate the sales

Saudi Arabia Cultural Aspects

Religion is strictly followed
They dont accept change. Their mind level is not grown yet

They will not be changed for more centuries .

They are following it and they will. They have very holy places of religion Islam . They are very to consistent towards it. They don't need change , they have so much natural

resources .

Businesses in Saudi Arabia

Oil Companies
Mobil refineries Banking

Tourism

Organizational Culture
Male dominance
Monarchy in KSA has strong roots. it is replaced with

democracy in Iran or Egypt but not in KSA. Islamic principles are never changed/modified

Differences of Cultures

Male & Female Workers in Saudi Arabia in 2011

Male & Female Workers in USA in 2011

Women Rights in Saudi Arabia

All females must have a male guardian , typically a

father or husband. The guardian has duties to, and rights over the woman in many aspects of life. Prohibitions: Women cannot vote or be elected to high political positions Women cannot drive

Possible Problems for Jane

Her gender could possibly affect the negotiations
Unwanted attention Completely Different Culture

Lack of co-operation
No hand shake with women Once confidence is shattered, it becomes harder to

bounce back

Selection of Bill Smith

 Bill has skills, professionalism and is a competent

presenter He has good understanding of the product line Great opportunity for him to showcase his abilities He already negotiated a sale in Asia (Japan)

 Its a confidence booster for him

Though he has less experience but thats

enough to go for another international sale in Asian market

Bills edge over Jane

Saudi Arabia is a male dominant country
He can easily and comfortably move and communicate

in the country No unwanted attention No driving issues Can easily explore the country as well