How valid are the two postiions taken by Robert and Jeanelle?

WHO GOES TO SAUDI ARABIA-BILL OR JANE? Two senior vice presidents, Robert Donner. Vr of International Ai this point, the two vice presidents are not certain who Sales, and Jeancite Falcon, VP of Personnel, disagree on when to should represent CCC. The vice presidents agree that Janc has the send to Saudi Arabia to negotiate the sale of two major computer most experience and that, in almost any other part of the world, installations worth approximately $35 million. Colorado Comput they could send her as the chicl ncgotiator. Even though Janc has ing Company (CCC) has an excellent product and enjoys a good always been a team player, both VP's agree that Janc could con- reputation in the arca. With effective negotiations they are certain sider that management has a lack of confidence in her if she is not they can make a profitable sale. There are two candidates for the picked. The positions of the two VPs are: job, Jane Adams and Bill Smith. As soon as Jane heard about the Robert Donner: I feel this position must be given to Bil possible sale in Saudi Arabia, she asked scnior management to Smith. Although Jane is more qualified in international busic.css, 1 send her. fccl her gender could possibly affect the negotiations. Jane has an MBA in international business and six years' expe This is the largest international sale we fiave ever negotiated rience with CCC, and she has negotiated two major sales to firms and, according 10 our sources, we are the front-runners. We are in Norway and Sweden. Bill Smith has been in the market confident that we will be awarded ihe coac vil a competent ing/sales department with CCC for five years. He has an exceliint and professional presentation. Bill, who may not have the experi- reputation and he has a broad understanding of the product line, as ence that Janc has, will do a professional and competent presenta- does Jane. His only international experience was two years ago tion and he should bring home a signed contract. I feel that Jane's when he accompanied a senior executive to Japan to help negoti- presence in negotiations will leave questionable imaisusions on ate a major sale. Bill's assistance was considered crucial in mak our Arab counterparts. We know her work is excellent, but, be- ing the sale. Bill would be happy to go to Saudi Arabia but, if he cause she is a woman, we are not sure she will be seen as a "heavy isn't sent, he won't be upset. hitler" by the Saudis. 1 suggest we send Bill to Saudi Arabia and consider Jane for upcoming negotiations in countries more recep- tive to businesswomen. Case material was developed by Robert Donziger, Jennifer Falconer, Grant Jeanette Falcon: I believe the position should be awarded to Hickman, and Penny Smith. the most capable person, who is Jane Adams. It is true that women 633 Cases 2 The Cultural Environment of Global Marketing Jeanette and Bill cannot agree so they have asl:cd you, res dent of CCC, to make the choice. Questions in Saudi Arabia are treated uncqually, but this pertains to local women and not to foreigners working in Saudi Arabia. When working abroad, a woman is treated first as a business associate and then as a woman. I believe the Saudi government officials are profcssional enough not to discriminate against Janc, Studics have shown that women often have advantages over men in some situations: (1) Women tend to be more motivated than men. (2) Women are better able to draw a consensus among groups. (3) Many will consider a woman tepresenting a company in a foreign assignment as outstanding since a company wouldn't risk sending a woman if she wasn't the best. 1. How valid are the Iwo positions taken by Rober: and Jcanelle