ABSTRACT
This case presents a number of difficult situations encountered by a contract negotiating team in a West African country. The cultural differences between doing business in West Africa and Peter Janes’ expectations are explored. In addition, the situation leads Mr. Janes to question his basic values and presuppositions about his identity and integrity, through a rather bizarre incident. Finally, the question of the effectiveness of company policy is raised, particularly in relation to the structure of the negotiating teams and the relationship between headquarters and the team.
