Case study
Women and the Workplace
The role of women in the workplace is changing every year. In many countries such as the United States, women are entering occupations that were traditionally filled only by men and are becoming more visible at managerial and decision-making levels. Many other countries, however, remain male dominated and not receptive to the presence of women in such positions. Although the business world is changing, some experts still advise against sending a woman as a negotiator not receptive to women decision makers. If a woman is sent to such a country, they say she should go as a member of a team. Therefore, sending a woman who is successful in her home country to negotiate overseas is not always a simple or easy decision.
The following story describes one female K-Mart executive's successful experience negotiating in Saudi Arabia, a country known for not accepting women in its business world.
A Saudi Arabian - American Encounter
I went with another gentleman of our company who has a lesser position than I do. We met with a group of Saudis who epitomized the feelings of men in that country toward women. We were in office of chairman of the Saudi firm, and for the first hour he continually addressed my associate, ignoring me, because he would not accept my presence as a woman. Finally I turned to him and said: " Mr. X, you are directing your questions and answers to my associate. If you are seriously interested in doing business with our company, I suggest you direct them to me, because it is me with whom you will have to negotiate." I think he respected my approach. I didn't feel indignant or slighted as a woman. It was a matter of who it is that a person wants to seek out. I had no problems after that.
Discussion
Answer the following questions:
- Why do you think the woman spoke as she did to the chairman? What persuasive style did she use and why?
- Once she spoke, why do you think the chairman responded to her as he did?
- In your country, are foreign businesswoman treated differently form national businesswomen? If so, how?
- What advice would you give to a foreign businesswoman in a similar position sent to your country to negotiate?