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Cultural Intelligence, 3rd Edition by Kerr C. Inkson, David C. Thomas

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CHAPTER 4

Making Decisions across Cultures

WHO DESERVES THE BONUS?

Santoso, an Indonesian, and Alice, an Australian, are friends and business partners, working tough road-building projects in Indonesia, where Alice’s civil engineering background and Santoso’s local knowledge and financial skills have complemented each other. Now they find they have a major disagreement.

Two years ago, Adi Perkasa, a senior manager in the company who is independently wealthy, used his high status and connections in the area to secure for the company a major road-building project. Santoso and Alice saw the project as a godsend because they had been facing an uncertain period with few contracts. Moreover, due to the hard work and skill of certain staff, the project ...

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