Within the past decade, Ray Cisneros had worked hard to become the top salesperson for the entire West Coast district of his company that manufactures and distributes vinyl floor coverings. When his company received an invitation to make a marketing presentation to a large distribution firm in Santiago, Chile, Ray$$s Hispanic background, fluency in Spanish, and excellent sales ability all made him the logical choice for the assignment. Ray had set up an appointment to make his presentation the day after he arrived since it would take about $13$ hours $($with a brief layover$)$ to get there from Los Angeles. But upon arrival, the marketing representative of the host firm, who met him at the airport, told him that the meeting had been arranged for two days later so that Ray could rest after the long trip and have a chance to see some of the local sights and enjoy their hospitality. Ray tried to assure his host that he felt fine and was prepared to make the presentation that day. Ray could see no good reason not to get on with the business at hand. Eventually, the marketing representative $($somewhat reluctantly$)$ intervened on Ray$$s behalf, and the meeting was reset for Ray$$s original appointment time. But once the meeting began, Ray noticed that the Chilean executives never really got beyond the exchange of pleasantries. Finally, the vice president in charge suggested that they meet again the next afternoon. Ray was feeling increasingly frustrated with the excruciatingly slow pace of the negotiations.