Wednesday, March 28, 2012

Briefing 6: Conducting Business In (Your Country)

In Briefing 5, you explored the cultural essentials relative to the country you've been studying. Briefing 6 (see example) is an extension of the cultural topic, but emphasizes how culture relates to conducting business in the country. Use at least three sources to prepare this briefing, which should not exceed 4 pages.


Culture Impacts Business 
Culture dictates behavior in a country, and anyone who wishes to conduct business in a country must be aware of what the locals expect culturally. In South Korea, for example, if you want to meet with a business executive to discuss trade, you should make an appointment at least several weeks in advance. And then, don't expect to finalize business at that first meeting. Culturally, Koreans want an opportunity to get to know you before striking a business agreement. At the first meeting you may explore the host's needs and challenges as they relate to your product or service, but you would probably not discuss terms of a deal. That would occur at a future meeting. If you go to the first meeting with a contract, expecting your host to sign it, you may be politely ushered out of the meeting and eventually out of the country. Even though you are from another country, you are expected to know how business is conducted in your host's country. Ignorance of culture is often interrupted as rudeness.

What to Discuss
Cover these and other topics in your briefing:
  • Business Relationships
  • Business Communications
  • Business Etiquette
  • Dress
  • Business Cards
  • Appropriate socializing customs
  • Manners
  • Gift Giving
Deadline
Email Briefing 6 to me no later than 7 p.m. (Kuwait Time) Wednesday 11 April. Bring 8 copies of your briefing to class on Thursday 12 April and be prepared to discuss it.

Thursday, March 22, 2012

Best of Kuwait Set for 22 May at GUST


Best of Kuwait Fact Sheet

DATE:                                   
Tuesday 22 May 2012

LOCATION:                         
Gulf University for Science & Technology Conference Center

TIME:                                    
6 p.m.   

WHO'S INVITED:               
The public is encouraged to attend! GUST students, faculty, staff, MBAs, family and friends, are encouraged to attend. Local business owners will be invited, including winners of the Best of Kuwait.

The Event

GUST MBA students enrolled in Managerial Communications will reveal the best businesses in Kuwait in the following industries: 
  • Diet Centers
  • Nail Spas
  • Universities
  • Kuwaiti Restaurants
  • Hotels
  • German Auto Companies
  • Hospitals
  • Airlines
  • Arabic Newspapers
Teams of students will have spent weeks researching each niche. Through various research methodologies, including interviewing and surveying, each team will present the top three businesses in these nine categories. The MBAs will reveal the results during formal presentations at the Best of Kuwait.


Wednesday, March 21, 2012

Briefing 5: Cultural Essentials

An international trader can make dramatic and costly blunders if she's unaware of a country's cultural issues. In Briefing 5 (see example) you will explore the cultural issues that impact trade in your country of choice. This briefing is limited to 3 pages including sources.

Begin with an Overview of the country's cultural essentials. What would you or your company need to know about the culture of your targeted country to successfully trade with that country?

Here are key topics to include in your report:
  • Language
  • Religion
  • Values
  • Education
  • Traditions
Deadline
Email Briefing 5 to me no later than 7 p.m. (Kuwait time) Wednesday 28 March. Bring 8 copies of your briefing to class on Thursday 29 March and be prepared to discuss it. 

Sunday, March 18, 2012

Quiz 3: Chapters 5 and 6

Be prepared for Quiz 3 on Tuesday 20 March. The quiz covers terms from Chapters 5 and 6.

Briefing 4 is due Wednesday 21 March . . . an update about Briefing 5 will be posted that same day. Briefings are due weekly, so watch the blog! 

Final Assessment: Get The Details

Final Assessment details can be downloaded here. Please ask for clarifications if necessary. And be sure to get started early!

Thursday, March 15, 2012

Please Observe Class Requirements

1.  Due to the late arrivals, I will now begin closing the door at 5 minutes after 3. If the door is closed, please do not knock because you are late and will not be admitted. Come earlier next time!

2.  Briefings are due as explained on the blog. Partners need to be present to discuss their briefings. If a partner is not present then the attending partner must be fully prepared to present. If you read from your briefing you are not prepared.

Please take these matters seriously, especially if you care about your grade. 

Wednesday, March 14, 2012

Briefing 4: Economic Essentials

Here's an example of Briefing 4 which covers the economy of your country of choice. This briefing is limited to 3 pages, including sources.

The briefing explores the country's economic issues, especially as they impact trading. Be sure to include these topics:
  • Stage of Development
  • Demographics
  • Consumer Confidence
  • Income and Wealth Distribution
  • Composition of Gross Domestic Product
Add other relevant topics of your choice. In the Overview, explain how the economy is dependent (or not) on international trade. How does trade impact the country's economy?

Deadline
Email your briefing to me no later than 7 p.m. (Kuwait time) Wednesday 21 March. Bring 8 copies of your briefing to class on Thursday 22 March and be prepared to discuss it. 

Thursday, March 8, 2012

Briefing 3: Political, Legal & Trade Issues

As you continue to explore your country of choice, the 3rd briefing covers political, legal and trade essentials. The brief is limited to two pages including the sources. See the example.

In this brief, examine and then outline the political structure of the country. How is the country governed? Who has the power and authority? How are political issues decided and resolved?

Topics to Cover
Examine and outline the country's legal system. How are disputes resolved with foreign entities? Who has rights and what are they? 

Examine and outline the country's trade barriers and prohibitions. Is free trade encouraged? Why do certain barriers exist? What has been the country's experience with trade through the years?

Keep in mind that the above questions are merely suggestions and are not required for you to ask and answer. You may decide to ask/answer these questions, but you should include others as well.

Once again, this assignment is valuable not only because it supports several of the Learning Outcomes for this course as described in the syllabus, but also because it gives you an opportunity to look at a larger issue and reduce it to a brief report. Good marketers are skillful at explaining complex situations. The assignment is also valuable because it helps you learn about issues relevant to a foreign country, and that's important because if you work as a marketer in Kuwait you will almost always deal with international issues.

Deadline
Bring 8 copies of your brief to class on Thursday 15 March and be prepared to discuss it with your classmates . . . email your brief to me no later than 7 p.m. Wednesday 14 March. 

Saturday, March 3, 2012

When Wasta Meets Wasta, Who Gets The Job?



I cannot use his name, or company name, except to say that he’s a Kuwaiti executive in a local  petroleum company. When he visited me at GUST we discussed education, students, and skills. I told him that several of my current students are employed at his company.

            “I know that,” he said, which led me to believe that he was either checking up on me, or – them! I found his subsequent comments both enlightening and encouraging, and I thought you might be interested in them, too.

            Certain of his comments echoed the opinions of other Arab executives concerned about the absence of skills among college graduates in the Gulf region. In an Al Watan Daily Op Ed article in 2011, I had quoted Masood Ahmed, from the International Monetary Fund, who said, “Many people have degrees, but they do not have the skill set.” I also had quoted Kuwaiti businessman Omar Alghanim, who said, “The scarce resource (among local college graduates) is talent.”

            My visitor expressed his dismay when he said, “Too many of the students do not want to work and learn. They just want the certificate. Unfortunately, they have been led to believe they deserve this. It is their right to have a certificate even if they cannot do much, or do it well.”

            “At your company,” I inquired, “are you looking to hire people with skills?”

            The expression he shot at me suggested I had insulted him, or his company. What company doesn’t seek to hire skilled people? I didn’t mean to denigrate his company. Clearly, I still must work on my own communication skills!

            “Of course we want skilled people,” he said. “But it is difficult . . . “ and he didn’t finish the statement. “Many graduates do not have the skills, but they need the job.”

            “How important is English?”

            “Very much,” he said. “But as you know it is a struggle. I am sure they tell you it is their second language?”

            “Yes,” I said, “I’ve heard that a time or two.”

            “And what do you tell them?” (Was he testing me now?)

            “I tell them that I can teach them valuable skills, but they’ll need to know English. Just as the engineering professor expects them to know calculus, I expect them to know English. Otherwise, how do I teach them to communicate?”

            “We need them to think and speak clearly in English,” he said.

            “I understand.”

            “Too many students are either lazy, or they use excuses. They expect the certificate, but they do not have skills, and they do not think they need to achieve the skills. Then they come to us and sometimes we hire them,” he explained.

            “How does that happen? Why hire them if they don’t have the skills?”
           
            He paused and looked at me. . . . “You think it is wasta?”

            “I would presume so,” I said.

            “It is not so much today. Wasta is widespread. Everyone has it.” Therefore, he explained, wasta is not always as effective as it used to be. “Two people might have equal wasta. When that happens, they call a draw. Now a man will argue, ‘Why should your son or nephew get this position instead of mine? Let us test them and see which one deserves the position more’.”

            “And English is part of the test?” I asked.

            “Somewhat it is, but moreso work ethic, and problem solving, and ability to communicate. We look for many skills. So do your best to teach them,” he concluded with a smile.

            “I will,” I said, and I offered him some encouraging news. “In a survey that I gave to 32 MBA students, 59% of them said they expect me to grade their use of English because they want to improve their skills. That's the group I can help. Of course, 38% said I should overlook their English because it’s their second language.”

            “Don’t do that,” he said. “Help Kuwait! We need graduates with skills.”

            As he left my office he said he would call soon to meet for coffee. Now I was sure that he’s checking up on me. Good thing I use a Basic English Grading Rubric. Next time I’m going to share it with him.
             
#

Copyright, 2012, John P. Hayes

Thursday, March 1, 2012

Chapter Reading Assignments . . . Please Read Ahead!


Using the Key Terms and Concepts list, find the information that you are required to know from each textbook chapter.

In advance of the class discussion about the specified information, make certain that you have read about those key terms and concepts in the textbook. Using the list, find the terms and concepts, the find the appropriate textbook pages (you can use the textbook's Subject Index beginning on peg 695) and read the relevant material.

Come to class prepared to immediately take a quiz on that day's terms.

At the beginning of each week, I will tell you (to the best of my abilities because schedules change) which day we'll discuss which chapter, so you can be prepared. However, it's a good idea to read ahead!