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Evaluate why power is important to negotiators, and how to best deal with negotiators who have more power.
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- Refer to Case 18: Managing the Risks of Global Bribery in Business Your organization has expanded into several countries, but not the United Kingdom. Your manager believes the United Kingdom offers a number of possibilities for expansion, but you know that the company will be subject to the U.K. Bribery Act. What changes might your company have to make to its ethics and compliance program to adhere to this more stringent law? Be sure to address: The differences between the provisions of the United States Foreign Corrupt Practices Act and the United Kingdom Bribery Act The effects of bribery in corporate cultureInfinitus Global manufactures and sells herbal health, skin, and beauty products. This Utah-based company has hundreds of employees, but these employees do not engage in selling the product to end consumers. Instead, individuals not directly employed by Infinitus purchase products from the firm and then resell them to end consumers. Those individuals who are most successful are adept at forming relationships with end consumers, usually through face-to-face interactions. Infinitus receives money from the sales of its products, and the individual receives a commission. Infinitus is most likely a. telemarketer b. franchise c. direct selling firm d. direct marketer wholesalerInfinitus Global manufactures and sells herbal health, skin, and beauty products. This Utah-based company has hundreds of employees, but these employees do not engage in selling the product to end consumers. Instead, individuals not directly employed by Infinitus purchase products from the firm and then resell them to end consumers. Those individuals who are most successful are adept at forming relationships with end consumers, usually through face-to-face interactions. Infinitus receives money from the sales of its products, and the individual receives a commission. Infinitus is most likely a. telemarketer. b. franchise c. direct selling firm. d. direct marketer e. wholesaler.
- A key criticism of Porter's Five Forces is: a. the threat of entry is overly minimized b. the government might usefully constitute a sixth force c. the approach is too rigid d. it doesn't account for the external environmentBriefly explain each of the three main methods companies use to manage political risk.You would like to get your company's product into North Korea to sell to its residents. Before you can do that, however, you need the approval of North Korean customs officials. You have learned through the grapevine that North Korean customs officials expect a direct payment from you to them to get approval. This would be an illegal bribe if it were made to a U.S. customs official, but suppose such a transaction is commonplace in North Korea. Do you make the payment? If your boss says to pay the money, should you do it? What potential legal problems are presented by these payments?
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