Who Goes to Saudi Arabia - Bill or Jane? Two Senior Vice Presidents, Robert Donner, VP of International Sales, and Jeanette Falcon, VP of Personnel, disagree on whom to send to Saudi Arabia to negotiate the sale of 2 central Drone Defense installations worth over $50 million. This is the largest single sale for SYR, which has annual sales of $350-400 Million, excellent products, and enjoys a good reputation in the area. With effective negotiations, they can make a huge profitable sale. There are 2 candidates for the Job, Jane Adams, and Bill Smith. As soon as Jane heard about the possible sale in Saudi Arabia, she asked senior management to send her. Jane has an MBA in international business and six years of experience with SYR, and she negotiated two significant sales for SYR in Norway and Switzerland. Bill Smith has been in the marketing department with SYR for eight years. He has a broad understanding of the product line and service offerings, as does Jane. His only international experience was two years ago when he accompanied a senior executive to Japan to negotiate a significant sale. Bill's assistance was considered crucial in making the sale. Bill would be happy to go to Saudi Arabia, but if he is not sent, he will not be upset. At this point, the two vice presidents are unsure who should represent SYR. The VPS agree that Jane has the most experience and that, in almost any other part of the world, they could send her as the chief negotiator. Even though Jane has always been a team player, both VPs agree that Jane could consider that Management has a lack of confidence in her if she is not selected. The 2 positions of the VPs are: Robert Donner: "After conferring with our Saudi agent, I feel the position must be given to Bill Smith. Although Jane is more qualified in international business, I feel her gender could possible affect the negotiations. This is the largest international sale we have ever negotiated and, according to our sources, we are the front-runners. We are confident that we will be awarded the contract with a competent and professional presentation. Bill, who may not have the experience that Jane has, will d o a professional and competent presentation, and he should bring home a signed contract. I feel that Jane's presence in negotiations will leave questionable impressions on our Arab counterparts. We know her work is excellent, but because she is a woman, we are not sure she will be seen as a "heavy hitter" by the Saudis. I suggest that we send Bill to Saudi Arabia and consider Jane for upcoming negotiations in countries more receptive to businesswomen." Jeanette Falcon: "I believe this position should be awarded to the most capable person, who is Jane Adams. It is true that women in Saudi Arabia are treated unequally, but this pertains to local women and not to foreigners working in Saudi Arabia. When working abroad, a woman is treated first as a business associate and then as a woman. I believe the Saudi government officials are professional enough not to discriminate against Jane." According to Jeanette: "Studies has shown that women often have advantages over men in some situations: (1) Women tend to be more motivated than men. (2) Women are better able to draw a consensus among groups. (3) Many will consider woman representing a company in a foreign assignment as outstanding since a company wouldn't risk sending a woman if she wasn't the best. " Jeanette and Bill cannot agree so they have asked you, CEO of SYR, to make the choice. Bill or Jane - both cannot go. Questions: 1. How valid are the two positions taken by Robert & Jeanette? 2. List the pros & cons for Bill going; for Jane going. 3. As the president of the company, think strategically. There is only one seat on the plane. Who will you send and why?