International Business Protocol, Bribery, Localization

1
International Business Protocol,
Bribery, Localization

• by
• Sigrid Brevik Wangsness
• 25 January 2012

2
International Business Protocol

• Why is it important to follow local business
  protocol and etiquette? In which category of
  cultures is it crucial?
• What do you think is more important, to follow
  the local dress code or to get the verbal and
  nonverbal greetings right? Why?
• Explain the ritual of the meishi.
• Give some examples of the complexity of
  exchanging gifts across cultures.

3
Culture, corruption and bribery

• Is the question of paying bribes (facilitation
  payments, special expenses, consultancy
  fees) more complex than it may seem on the
  surface? Is Statoil / Hydros experience unique?
• Which countries are listed as corrupt by TI? What
  are Gestelands characteristics?
• How does the USA treat companies that bribe
  overseas officials?

4
Culture, corruption and bribery

• How, according to Mr. Gesteland, is it possible
  for multinational companies to avoid the bribery
  trap?
• What is your opinion/ evaluation of his five
  rules for avoiding bribes? How ingrained is
  corruption in a culture?

5
Globalization and Localization Selling
across Cultures

• Give examples of how a company can localize a
  global advertising campaign.
• Give examples of how cultural differences create
  invisible barriers to trade.
• Give examples of how cultural differences create
  new market opportunities.