Reference no: EM133221447

Ben Schmidt, a retired military attaché with considerable experience in the Middle East, was hired by a large German computer software company to represent it in a number of Persian Gulf countries. Having received an introduction from a mutual acquaintance, Ben arranged to meet with Mr. Saade, a wealthy Lebanese industrialist, to discuss the prospects of a joint venture between their companies. Having spent many years in the Middle East, Ben knew that they would have to engage in considerable small talk before they would get down to business. They talked about the weather, Ben's flight from Berlin, and their golf games. Then Saade inquired about the health of Ben's elderly father. Without missing a beat, Ben responded that his father was doing fine, but that the last time he saw his father at the nursing home several months ago he had lost a little weight. From that point on, Saade's demeanor changed abruptly from warm and gracious to cool and aloof. Though the rest of the meeting was cordial enough, the meeting only lasted another two hours, and Ben was never invited back for further discussions on the joint venture.

1. Where did Ben go wrong?

2. How could you help Ben better understand this cross-cultural problem?

3. Use intercultural theories to explain it and support your discussion.

4. What would be your advice to Ben?