Imagine you are the global business development director for a large American ai

Question

Imagine you are the global business development director for a large American aircraft parts manufacturing firm. You want to make a big sale to an overseas government client. How would you handle a situation where you are doing business with a person from this culture in which gift giving is a routine part of traditional business life? Imagine that your competitors are from other countries, some of which are less concerned about the ethics of gift giving as this book defines it. Discuss if and how you can still win business in such a situation. How would you advise your senior management?

Explanation / Answer

Doing business with overseas Clients is not only about business but also knowing about their traditional, way of doing business and values. If you aren't concerned about their way of doing business, they won't care about your business life. Business were relationships are good with each other won't stay long. If you want to continue your business you need to learn about them as much as you can. It shows you value them.

As for the senior management is concerned, if you need to make a big sale you need to understand how cementing the interpersonal relationship is important. They more yoy know about them, the more chances you will get to do business with them.  

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