Read the case study below, which is based on the authors experience in Lebanon. Answer the questions listed below.

The taxi arrived at the impressive mansion in Faqra and I made my way through the blistering sun towards the entrance. I was met by two servants and directed me to Mr.Haiders room. He had faxed me a contract, the terms of which were ridiculously low, and I was determined to get a better deal for my Client.

A peek at my watch revealed it was 11:30. I had arrived just in time, despite the flight delays at Frankfurt and the line ups at the Beirut airport. In front of Mr. Haiders door, I cleared my throat, straightened my tie, gathered all my courage, and entered the room. Mr. Haider, I am delighted to meet you, I said rather too exuberantly. Ahlan Wilhelm, welcome my friend, said Haider. I just have to say goodbye to my important visitors. Please make yourself at home while you are waiting.

A servant led me to a large room where there two men and, in a far corner, a beautiful oriental woman. I sat in a chair and waited for Mr. Haider. An elaborate clock chimed twelve, but there was no sign of him. By now the other three were thoroughly enjoying their lunch, which I had refused out of politeness. To keep my nerves steady I had only accepted a glass of arak. By 12:15 my patience had started to desert me. I was going to be late for my next meeting. How could I trust Mr. Haider is he was late for our meeting?

Eventually, at 12:30, Mr. Haider entered the room. He looked extremely relaxed in his traditional dress and I jumped up to greet him. Before approaching me, he kissed both men and had a brief conversation with the woman. I had prepared myself well for this moment. I gave him a firm handshake and seated myself.Ahlan Wilhelm, welcome to Lebanon, he said. Looking at the table, he added I hope you enjoyed your delicious lunch with my beloved sons, Alain and Elie, and of course my Habibi, Charlotte.

Mr. Haider, I replied. Thank you for your warm reception, but I ate on the plane. My client is extremely pleased about your interest, and he is looking forward to playing for such an illustrious club as Al Ansar. Shall we come to terms as quickly as possible so we can finalize this matter in the best interest of both parties?

Shouf Wilhelm, he retorted. Please call me Hashem. But why the rush? We have time for business until the sun walks out on us! When will your client arrive?

I told him that my client, a goalkeeper who played for German, Italian and British teams, as well as for his home country, Denmark, would be unable to attend the negotiations. The thing is.( I hesitated: how could I call him by his first name and show my respect?) Its usual for a player to leave such dealings to his agent.

Mr. Haider seemed disgruntled, but agreed to talk. He called his two sons over while his wife left quietly. As she passed by, I respectfully looked her in the eye and wished her a pleasant day.

The bargaining process began and, quite disconcertingly, Mr. Haiders sons joined in. Was he hoping to get the upper hand through force of numbers? Could I trust his sons to honour the confidentiality aspect of the negotiation? I was concerned details would leak out to the predators from the international press. After an hour we reached an impasse, but I couldnt really understand why. Mr. Haider refused to provide me

with a bank guarantee with respect to my clients salary and signing fee. In fact, Mr. Haider persistently refused to discuss financial matters. This could be discussed the next day, he insisted, since that would not be a problem as far as he was concerned.

But for me this was a problem. And that is why we reached a stalemate.

1. How can you describe the contrast between Wilhelm and Haider?

2. What do you think led to the stalemate? Refer to specific cultural values that had an impact on the way Wilhelm handled his encounter with Mr. Haider.

3. Using the Model of Culture , identify 4 differences between Lebanon and Denmark. eg. What time, space, action, structure, time orientation,power, communication,competition does each country have. Defend your answer using examples from the case. ( 8 marks) Choose 4 out of the 8.