ABSTRACT
Peter Janes, a young member of Eurojet’s Contracts Department, was on his way to Saheli in French-speaking West Africa to work on the complicated negotiations involved in selling a jet airliner to the Saheli government. He was not altogether thrilled with the assignment, and hoped it would be a quick deal, since financing seemed to be available for it. He had experience in contract negotiation in India, the Philippines, and Saudi Arabia, and most recently, Australia. At 27, he was one of the younger members of the department, but was seen as trustworthy with a high degree of motivation. If he succeeded, it would be the first deal he brought to closure on his own. But he had serious doubts about the project’s feasibility or desirability. In addition, he had left behind what seemed to be the beginning of a great relationship in Australia, and he wanted to get back to his girlfriend. Furthermore, Janes had no desire to become a Francophone Africa expert within the company.
