A company produces quality products and enjoys a good reputation. The company is currently negotiating a very good contract for the installation of electronic equipment in Saudi Arabia. The main problem is who to go and negotiate the contract and return with it signed. There are 2 people likely to represent the company: (1)Mark Allen - supported by John Anderson, head of sales - and (2)Rachel Bell - supported by Georgia Butler, head of export-import. Rachel Bell has a degree in International Economic Relations and has been with the company for 7 years. She has negotiated 2 major company contracts in Norway and Finland. Mark Allen has been working in the marketing-sales department for 6 years. He has a good reputation, knowing the company's product range in detail, as does Mrs Bell. His only international experience was accompanying 2 company managers 2 years ago to help them negotiate a major sale in South Korea. His contribution was considered decisive in closing the deal. He would be happy to go to Saudi Arabia, but won't be upset if he doesn't go. At this point, the two heads of department are not sure who they will send to the negotiations. They agree that Ms Bell has more experience and that wherever in the world she is sent, she could be appointed head of the negotiating team. Although she has always worked as part of a team, both heads of department agree that she will feel that if she is not sent it is because of their lack of confidence in her. Here are the positions of the two heads of department: John Anderson: I think Mr. Mark Allen should go for negotiations. Although Ms. Bell has a higher qualification in international affairs, the fact that she is a woman could affect the negotiations. This is the biggest sale we could make and, to our knowledge, we would have priority. I think we will get the contract if we make a competent and professional presentation of the offer. Mr. Allen, although he doesn't have Ms. Bell's experience, will make a competent and professional presentation and get the contract signed. I believe that Ms Bell's presence at the negotiations will leave a questionable impression on our Saudi partners. I know she is a good negotiator, but because she is a woman, I am not sure she will be seen as a negotiating ace by the Arabs. I propose that Mr Allen be sent to Saudi Arabia and that we consider Ms Bell for further negotiations in countries more receptive to women's involvement in business. Georgia Butler: I think the most capable person should be sent, which in this case is Ms Bell. It is true that women in Saudi Arabia are not treated the same as men, but that is only true for women in Saudi Arabia and not for foreign women doing business here. When working abroad, a woman is treated first as a business partner, and then as a woman. I think Saudi partners are professional enough not to discriminate in this regard. Studies show that women outperform men for the following reasons: they tend to be more motivated than men; they are more able to reach consensus within the group; many consider a woman representing a firm abroad to be very capable, as the firm would not risk sending her if she were not also the best. The two heads of department cannot agree on who will be sent to Saudi Arabia, so they ask you to help them make the choice. 1. How eligible are the positions that the 2 candidates have? 2. What are the advantages and disadvantages of sending Mr Allen and Ms Bell? 3. What is your decision and how have you reached your decision? 4. How do you think you could help the Head of Department who supports the same person as you to negotiate his position with the other Head of Department?

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1 Eligibility of the Candidates Mark Allen Mark Allen has 6 years of experience in the marketingsales department He has previously accompanied company managers to negotiate a major sale in South Korea ... View the full answer