Unit 6.2

THE INTERNATIONAL BUSINESSPERSON ACROSS CULTURES

Pre-reading tasks

1. Warm-up

To be successful in the international business world, businesspeople need to have the skills or abilities listed below. You also use these skills when you are with people from other nationalities in the workplace and even outside the workplace.

Think of some examples of where you have used the following skills from your office, in your classroom, during international travel, and at a restaurant. Share your examples with your classmates.

II. Revise some important skills which are necessary for a businessperson and answer the questions:

1. Communication skills: skills in listening, speaking, and writing to others in order to exchange information effectively

2. Interpersonal skills: skills in dealing with people, cooperating with them, and being sensitive to people's needs

3. Cross-cultural skills: skills in relating to people of different nationalities and cultures, especially by understanding their beliefs and values.

4. What other skills do you think international businesspeople need? Where and how do people acquire the skills mentioned? What can people do to improve their skills?

Whom should we hire?

Read the text to fulfil the tasks

Agro World Inc. is a multinational company that produces agricultural products. Its main products are pesticides. Agro World has its headquarters in London and has plants in various parts of the world.

Agro World was founded in 1950. For a long time, it was one of the fastest growing, most reputable companies in the industry. Then, in 1973, disaster struck at its Mexico City plant. Highly toxic chemical waste from the plant leaked into the surrounding farmlands.

The leakage destroyed the farmlands and killed many farm animals. The Mexican government forced AgroWorld to split down the plant. AgroWorld left Mexico in shame after paying millions of dollars to the community to compensate for the damages. The story was covered world wide, and raised anger and concern across Latin America.

Since 1973, Agro World has not had any problems. As part of its expansion arid globalization plan for the 1990s, it is opening a plant outside of Quito, Ecuador. The plant will employ over 700 people and incorporate the newest technology in the industry. This technology is designed to prevent any leakage such as that in Mexico. The company is very aware of the community's sensitivity to the Mexico disaster and is trying to do everything possible to become a welcome member of the community. The company is now in the process of hiring a public relations (PR) person. This person will act as a bridge, between the company and the world and, especially, between the company and the local community. The position is a challenging one because the community is divided over the building of the plant Some people want the plant because it will provide job opportunities and attract other industry to the area. Others argue that the plant could cause serious damage to the community's health and farmlands as it did in Mexico. These people are especially concerned about the new technology because it has never been used before. In order to convince them that they are wrong, the PR person must promote and explain the company's new technology. Promotion is done through damage in the international, national, and local newspapers as well as through visits and lectures to local schools and businesses. The PR person has many other responsibilities as well. He or she must report back to top management at headquarters in London. Moreover, Agro World would like to build goodwill locally by donating money to be used for a health clinic, sports center, or community center. These projects can be successful in building goodwill only if the PR person has been able to develop strong relationships with the staff and customers and win the trust of the community.