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Getting connected in Columbia

A bank, in Bogota, Colombia decided to improve its computer communication system. The top sales manager of a young but successful communications company in the United States wanted to get the Colombian account. The sales manager, Peter Knolls, was a young man with an excellent background in computers and U.S. sales. He had been one of the original partners in this small communications company.

From his office in Chicago, he started to look for the right person to contact. He called several people in the Colombian bank but wasn’t able to get ahold of the person in charge of the account. He decided to call the Colombian Association of Banks. The association coordinates bank business and encourages foreign investment. It also acts as a third party to introduce foreign contacts. An agent of the association named Roberto Coronas as the key contact of the Colombian bank for the account. The agent then suggested they all meet together in Colombia. Knolls, wanting to be certain that a trip to Colombia would be worthwhile, asked the agent for Coronas’s phone number and called him immediately. He introduced himself to Coronas and began to explain how his company could develop the best computer system for the bank. Coronas suggested they meet other in person to talk further.

Before leaving for Colombia, Knolls sent a brief letter to Coronas describing his company and its interest in doing business with the bank. He also sent his company’s credentials. These included a profile of his company with all the necessary financial information from the past two years and some references from satisfied clients. This information would show what a good reputation the business enjoyed in the United States.

Knolls went with the agent to meet Coronas in person. After a brief introduction, Coronas suggested that the two men have dinner together that evening. At the dinner the sales manager was ready to talk about business, but Coronas wanted to talk about general topics, such as business friends and Colombia’s literary and cultural history instead. Knolls said his interest was business, not in the arts. The young man explained how he had independently developed a successful communications business without any special help or connections. He did not make a good impression on Coronas.

At the end of the evening, Coronas said they should stay in touch, but he never contacted Knolls again.

Answer the following questions and share your answers in groups.

1. Why do you think it was difficult for Knolls to contact the right people over the phone?

2. Why do you think Knolls sent information about his company before the first meeting?

3. Why do you think Coronas invited Knolls to dinner?

4. What was the purpose of the dinner for Knolls?

5. Why didn’t Knolls make a good impression on Coronas?

Case study

1. What would you do if:

– a friend of yours who worked in your department gave a very poor presentation and then asked you: “How did I do?”

– you must write a thank-you note to a friend at work who gave you an awful gift at a holiday party. How do you express your thanks?

2. Which 3 aspects do you think are most important for your culture? Do different cultures emphasize different aspects?

3. What is your intercultural IQ? To get an idea, name:

– at least 3 holidays that take place in December (besides New Year’s Eve);

– at least one of the native American tribes that inhabit most of the states now;

– at least 2 religions that prohibit the consumption of alcohol.

4. Which movies you’ve seen have been a place for the audience to experience and learn about another culture?

5. Why do you think one of the most common pieces of advice people get when learning a foreign language is that they should live in another country for a while?