Case study:

BRIBERY

A MATTER OF NATIONAL PERSPECTIVE

U. S. executives may feel unsure, for example, of how to cope with foreign payoffs, especially when

requests for "gifts" take on a form that most Americans consider bribes. Although payoffs obviously exist

in the United States, they are detested in our culture. In consequence, this type of solicitation may suggest

to even the most overseas-oriented executives that U. S. business values are morally superior to those used

abroad.

This conviction, if sensed by foreign colleagues, can shatter the most carefully planned commercial

venture. My own initial experience with Third World forms of bribery may serve as an example. It

occurred in East Africa during the 1970s and began with this request : "Oh, and, Bwana, I would like [a

sum of currency was specified] as Zawadi, my gift. And, as we are now friends, for Chai, my tea, an eight

band radio, to bring to my home when you visit."

Both Chai (tea) and Zawadi (gift) can be Swahili terms for "bribe". These particular suggestions

were delivered in tones of respect. They came almost as an afterthought, at the conclusion of negotiations

in which details of a projected business venture had been settled one by one. I had looked forward to

buying my counterpart a final drink, to symbolically complete the deal in American fashion. Instead, after

every commercial aspect had been settled, he expected moneyThe amount he suggested seemed huge at the time, but it was his specific request for a radio that

angered me. Somehow, it added insult to my injury. Outwardly, I simply kept smiling. Inside, my stomach

boiled. I was being asked for a bribe, a request my own culture would condemn. I didn't do it and didn't

expect it of others. Beyond that, like most Americans, I expect all monetary discussion to precede the

signing of contracts. In this instance, although negotiations were complete, I had been asked to pay once

more ? Once ? How often ? What were the rules ? Where would it stop ? My reaction took only moments

to formulate. "I'm American," I declared. "I don't pay bribes." Then, I walked away.

That walk was not the longest in my life. It was, however, one of the least commercially productive.

For in deciding to conduct international business by American rules, I terminated more than a commercial

venture. I also closed a gate that opened into a foreign culture. Beyond it lay the opportunity to do

business in a wholly local fashion, as well as interpersonal relationship that could have anchored my

commercial prospects in that region for years to come.

Questions :

1. Do you agree with the author's rejection of the request for "gifts" ?

2. If you were in a similar situation, how would you handle the situation while considering your own

business needs ?