ABSTRACT
This chapter illustrates the interaction between an international company and powerful host country nationals concerning arrangements for modern office space for the company. It shows that affiliation with powerful local interest is a double-edged sword which can be used both in favor of and against an international company. The chapter discusses similarities and differences in the negotiating styles of International Resources Corporation and Mr. Mansour. It considers the reasons for these differences and how Hogan can determine the real reasons for a lack of a response from the appropriate government official and whether Mansour's assistance should be sought. International Resources Corporation (IRC) maintained a branch operation in an oil-producing Middle Eastern country from the late 1960s. The search for a new site had proceeded on the assumption that a parcel of land would be purchased and a building constructed on it for the sole use of IRC.
