IBM Arteveldeh TMD2 Assignment

1. 5/2/2018
Seminar
Slide
cast
Daether
Jackson
Mulbah
201485619
ARTEVELDEH

2. 1
Table
of
Contents
When
digital
becomes
human
.....................................................................................................................
2
Over
view
of
slide
cast
.................................................................................................................................
2
Modern
customer
relationship
........................................................................................................................
2
Changes,
are
we
mindful
of
effects?
.................................................................................................................
3
Will
you
manage
machines
or
be
managed
by
same?
.......................................................................................
4
North
Sea
Port
in
an
International
business
perspective
..............................................................................
5
Ghent
Sea
Port
History
.....................................................................................................................................
5
The
merger
between
Zealand
and
Ghent
Sea
Port
...........................................................................................
5
Moving
the
administrative
seat
to
the
Netherlands.
........................................................................................
6
Advantages
for
cross
broader
region
................................................................................................................
6
The
Strategy
....................................................................................................................................................
6
International
Sales
in
Practice
by
Ellen
Blancchaert
.....................................................................................
7
Sales
of
chocolates
...........................................................................................................................................
7
Launching
a
new
product
.................................................................................................................................
7
The
4
Ps
in
marketing
.......................................................................................................................................
7
Reaching
out
to
new
markets
..............................................................................................................................
8
Finding
the
rules
..................................................................................................................................................
8
Throwing
the
bait
............................................................................................................................................
9
Preparation
..........................................................................................................................................................
9
Sustainable
results
...............................................................................................................................................
9
Diversity
and
the
USP
of
business
..............................................................................................................
10
The
Real
Definition
of
a
Unique
Selling
Proposition
........................................................................................
11
What
Will
Your
Business
Stand
For?
...............................................................................................................
11
Blending
Technology
with
Tradition:
the
cultural
context
of
doing
business
in
India
..................................
12
Learning
technology
with
tradition
................................................................................................................
12
India.
.............................................................................................................................................................
12
Location
and
Geography.
...............................................................................................................................
12
Demography.
.....................................................................................................................................................
12
Linguistic
Affiliations.
.........................................................................................................................................
12
Symbolism.
....................................................................................................................................................
13
Types
of
business
...........................................................................................................................................
13
The
people
of
India
........................................................................................................................................
13
They
adopt
technology
but
maintain
their
tradition.
........................................................................................
14
Jugaad
of
India
...............................................................................................................................................
14
Negotiation
tips
.............................................................................................................................................
15
The
Indian
nod
...............................................................................................................................................
15
Understanding
the
Wobble
...............................................................................................................................
15
Gender
...........................................................................................................................................................
16
New
wave
......................................................................................................................................................
16
Political
Risk
and
Risk
Management
..........................................................................................................
17
Risk
specification
...........................................................................................................................................
17
Why
political
risk?
.........................................................................................................................................
18
The
government
............................................................................................................................................
18
rent-­‐seeking
.......................................................................................................................................................
18
Insuring
Against
Political
Risks
.......................................................................................................................
19
Bibliography
..............................................................................................................................................
19

3. 2
Over
view
of
slide
cast
When
digital
becomes
human
North
Sea
Port
in
an
International
business
perspective
International
Sales
in
Practice
by
Ellen
Blancchaert
Diversity
and
the
USP
of
business
Blending
Technology
with
Tradition:
the
cultural
context
of
doing
business
in
India
Political
Risk
and
Risk
Management
Bibliography
When
digital
becomes
human.
Speaker:
S.
Van
Belleghem
December
19,
2017
-­‐Arteveldeh
Modern
customer
relationship
The
improvement
with
technology
is
growing
faster
than
you
can
ever
imagine.
From
google
car
to
Facebook,
to
robots.
By
2019
the
Chinese
said
they
will
build
a
119
camera
that
will
detect
the
behavior
of
an
individual
they
are
almost
achieving
that
now.
The
behavior
of
a
child
will
be
determined
before
they
are
even
born.
Data
will
determine
where
your
children
will
go
to
school
and
which
hospital
to
go
to
due
to
their
genetic
characteristics.
In
order
to
satisfy
your
customer
need,
you
have
to
better
understand
the
context
of
your
customer.
segmentation
has
been
replaced
now
by
marketing
that
values
customer
experience.
What
your
customer
likes
is
what
you
do
to
make
them
like
your
product.
Effortless
interphases-­‐
need
for
speed
and
quality
expectations.
Examples:
v Planet
labs-­‐
create
stateless
in
the
form
of
a
shoe
box-­‐
v Over
cost
on
technology
vs
over
cost
of
the
customer
v Conversational
interphases.
v User
interphase
In
2017
there
was
a
murder
trial
where
the
key
witness
was
a
machine
that
was
fortunate
for
the
accused.
Let
us
say
robots
are
now
designed
to
do
mundane
tasks
which
involves
precision,
hazardous
environment,
intense
labor,
repetitive
work,
simple
interaction.
They
are
designed
with
the
intelligence
to
perform
those
task
that
human
don’t
like
to
do.
Has
it
occurred
to
humans
what
the
disadvantages
we
have
on
having
programmed
machines?
While
we
program
it
for
our
good,
we
might
be
interfered
by
outside
technology
that
might
reverse
the
situation
against
us.
Just
imagine
what
the
world
will
be
like
with
millions
of
rebellious
armies
of
robots?
Imagine
knowing
that
your
robot
is
trained
to
take
orders
and
before
you
know
it,
they
decides
not
to
take
your
orders
again?

4. 3
https://qz.com/559432/robots-­‐are-­‐learning-­‐to-­‐say-­‐no-­‐to-­‐human-­‐orders-­‐and-­‐your-­‐life-­‐may-­‐
depend-­‐on-­‐it/.
Changes,
are
we
mindful
of
effects?
Yes,
we
all
love
changes
and
want
to
be
ahead
in
technology.
The
world
is
becoming
fascinating
with
all
these
gadgets.
But
have
we
thought
for
once
some
of
the
negative
effects
this
will
mean
to
our
existence
as
human?
Have
we
thought
of
the
time
where
you
will
have
nothing
to
do?
Can
anyone
tell
me
what
they
will
do
if
they
have
nothing
to
do?
Do
you
want
to
be
on
holiday
forever?
How
will
you
survive?
Are
we
not
going
to
be
bored?
Something
else
Expand
diverse
technology
offers
is
called
Active
Knowledge.
Could
we
surpass
the
physical
world’s
limits
on
our
personal
futures?
What
if
the
best
knowledge,
tools,
resources
and
opportunities
to
succeed
could
be
delivered
as
part
of
what
we
do
every
day,
as
we
use
our
screens?
Herbicides
and
insecticides
raised
agricultural
yields
but
turned
out
to
accumulate
in
food
chains
and
therefore
threatened
wildlife.
Chlorofluorocarbons
made
refrigerators
much
safer
but
turned
out
to
deplete
the
ozone
layer
that
protects
life
from
solar
UV
radiation.
These
technologies
created
catastrophic
side
effects.
A
different
category
of
effects
is
much
harder
to
assess:
the
effects
that
are
not
directly
caused
by
a
new
technology
itself,
but
by
the
changes
in
human
behavior
that
it
provokes.
Cars
did
not
just
replace
horses
and
carriages,
but
created
a
new
freedom
of
movement.
One
of
the
effects
of
this
new
freedom
was
commuting.
Another
was
the
transfer
of
downtown
shopping
areas
to
outskirt
shopping
malls.
Sometimes,
new
technologies
create
new
issues
for
which
society
has
no
widely
accepted
ethical
standards.
Therefore,
not
only
impacts
should
be
assessed
but
also
new
normative
standards
should
be
developed.
The
involvement
of
stakeholders
in
this
process
is
crucial.
Genetic
modification
introduced
the
issue
of
manipulation
of
life;
nuclear
reactors
introduced
the
issue
of
global
scale
accidents
and
the
Internet
confronted
society
with
loss
of
privacy
and
cyber-­‐crime.
(AG.,
2017)
Everyone
could
become
able
to
perform
as
well
as
the
best
in
the
world.
Is
it
time
to
Expand
today’s
limited
devices,
and
Expand
today’s
limited
world?
Should
we
begin
the
journey
into
a
digital
world
where
everyone
could
choose
to
be
their
best,
where
greatness
could
be
normal?
It’s
a
road
with
a
destination
beyond
buying
the
newest
cool
device,
then
straining
against
its
limits.
(Wired,
2018)

5. 4
Will
you
manage
machines
or
be
managed
by
same?
What
will
you
do
if
you
don’t
have
a
job
to
do?
Please
don’t
get
me
wrong,
but
technology
is
growing
too
fast
and
people
been
too
freaky
about
the
needs,
wants,
convenience
and
effortless
of
things,
before
you
know
it
those
very
things
will
take
over
from
you.
For
those
of
us
studying
management
are
we
going
to
be
managing
machines
or
will
we
be
managed
by
machines?
How
are
we
realizing
global
warming
today?
Is
it
not
from
what
we
humans
have
been
doing
to
our
world?
Today’s
carbon
pollution
will
leave
a
legacy
of
climate
change
consequences
that
future
generations
may
struggle
with
for
the
next
thousand
years.
Five
years
ago,
the
Australian
government
established
a
Climate
Commission,
which
published
a
report
discussing
why
we’re
in
the
midst
of
the
‘critical
decade’
on
climate
change:
The
risks
of
future
climate
change
–
to
our
economy,
society
and
environment
–
are
serious,
and
grow
rapidly
with
each
degree
of
further
temperature
rise.
Minimizing
these
risks
requires
rapid,
deep
and
ongoing
reductions
to
global
greenhouse
gas
emissions.
We
must
begin
now
if
we
are
to
decarbonize
our
economy
and
move
to
clean
energy
sources
by
2050.
This
decade
is
the
critical
decade.
Our
is
the
first
generation
to
understand
the
problems
our
carbon
pollution
is
causing,
and
the
last
that
can
take
the
necessary
action
to
prevent
them
from
causing
a
climate
destabilization.
In
addition
to
the
Australian
Climate
Commission,
31
major
scientific
organizations
recently
warned
policymakersthat:
To
reduce
the
risk
of
the
most
severe
impacts
of
climate
change,
greenhouse
gas
emissions
must
be
substantially
reduced.
(news,
2018)

6. 5
North
Sea
Port
in
an
International
business
perspective
Ghent
Sea
Port
History
1860-­‐
a
canal
in
Ghent
was
made
to
connect
gent
to
the
sea
in
the
north.
And
now
with
the
Netherlands
Belgium
1830
Belgium
became
independent-­‐
there
is
a
difference
of
9
years
because
they
wanted
to
disengage
from
the
Netherlands
and
they
needed
the
treaty
of
1839.
Specialized
business
input
raw
materials
for
steel
industry,
car
industry,
and
these
raw
materials
come
from
the
US,
Canada,
UK,
and
Ukraine,
Russia
before.
The
boycott
which
was
a
Geopolitical
conflict
influence
the
business
60%
of
Russia
import.
The
boycott
never
had
any
impact
on
the
port
because
their
business
is
to
transport
raw
materials
for
the
industries
in
Europe.
The
merger
between
Zealand
and
Ghent
Sea
Port
Zeeland
Sea
ports
and
Ghent
Port
Company
signed
a
merger
agreement
on
Friday,
8
December,
after
all
eight
shareholders
of
both
ports
agreed
with
the
merger
in
recent
weeks.
The
name
of
the
cross-­‐border
merger
port
will
be
North
Sea
Port.
(offshordwind,
2017)
The
merger
is
to
promote
business
in
the
region.
The
two
companies
merged
not
because
of
a
situation
of
threat
but
because
they
want
to
enlarge
the
geographic
span
of
the
port.
They
also
had
to
do
it
because
an
investor
will
be
happy
to
invest
in
the
number
10
position
port
in
Europe
instead
of
investing
in
the
33rd
port
of
Ghent
or
25th
port
of
Zeeland.
The
North
Sea
Port
is
concentrated
on
specialized
goods
(raw
materials)
for
the
industry
in
Europe.
For
example,
according
to
statistics,
10
million
tons
of
steel
product
is
to
be
in
stock
to
keep
up
with
steel
consumption
in
Europe.
The
port
of
Ghent
and
The
Zeeland
Port
of
the
Netherlands
have
joined
hands
in
order
buttress
that
need.
Europe
is
blessed
with
about
600
sea
ports.
North
Sea
Port
has
the
number
10th
position
in
Europe.
Amongst
the
ports
of
Europe,
Antwerp’s
Sea
port
is
involved
primarily
with
chemicals
and
other
mix
products.
Rotterdam
Sea
Port
also
with
Petro
chemical.
Before
the
merger,
the
port
accepted
12.5
meters
width
of
ship
but
now
after
the
merger,
they
can
accept
17
meters
width
of
vessels
which
has
made
them
number
3
in
area.
Added
value
and
jobs,
North
Sea
port
is
Number
3
port
in
Europe.
They
have
8700
sea
going
vessels,
and
3600
inland
vessels
yearly
The
North
Sea
Port
is
in
the
number
one
dry
bulk
number
port
for
dry
bulk
activities.
Liquid
bulk-­‐
oil
waste
materials
from
Brazil
Break
bulk
number
in
Europe-­‐loose
steel

7. 6
Rolling
stock
and
automotive
product
They
want
to
make
transport
from
gent
to
china
three
times
a
week.
They
believe
that
multi-­‐modality
port
is
the
answer
to
sustainability.
Record
sea
borne
cargo
traffic
66.6
million
tones-­‐
The
merger
consists
of
eight
shareholders.
They
now
have
succeeded
and
their
consistency
has
made
them
economically
upright
in
their
business.
They
have
been
joined
by
Evegem
and
zelzelta.
They
are
also
shareholders
their
main
objective
is
to
develop
port
area
of
the
region
especially
with
the
inland
port
system.
Moving
the
administrative
seat
to
the
Netherlands.
values
They
value
the
relationship
both
countries
had
before.
Belgium
and
the
Netherlands
were
one
state
and
coming
together
through
trade
is
history
repeating
itself.
It
is
also
for
reducing
tax
levy
meanwhile
using
one
country
as
tax
heaven.
Port
of
Ghent
paid
29%
tax
and
due
to
that
they
had
to
remove
the
headquarters
from
Gent
to
the
Netherlands.
Netherlands
now
serve
as
a
tax
heaven
for
the
company.
In
Netherlands
tax,
paid
is
20%
which
has
been
in
favor
of
the
company.
Advantages
for
cross
broader
region
The
two
ports
were
politically
run
before
the
merger.
From
17
politicians
to
2
on
the
Ghent
side
of
the
board.
Overall
turnover
is
eighteen
million
euros
and
a
profit
of
about
10m
of
operational
cost.
It
is
a
Mergers
of
equals,
That
concentrates
on
added
value
and
innovation
on
jobs.
The
Strategy
The
Idea
of
operating
a
port
on
a
specialized
business
context
is
a
good
strategy.
Doing
business
in
this
context
has
the
tendency
of
high
yield.
This
is
due
to
the
fact
that
their
expertise
is
concentrated
only
on
one
model
which
has
a
low
organizing
capacity.
It
is
a
wonderful
way
of
transporting
large
cargo
to
the
inland.
The
economy
will
grow
because
some
countries
find
it
difficult
to
transport
their
products
inland;
the
last
mile.
This
can
sometimes
be
expensive
there
by
increasing
the
cost
of
goods
sold
making
profit
low.
The
idea
of
merging
so
that
they
can
be
big
to
attract
new
investors
is
also
a
good
strategy.

8. 7
International
Sales
in
Practice
by
Ellen
Blancchaert
Sales
of
chocolates
They
are
a
production
company
that
produces
organic
fair-­‐trade
chocolates
and
no
sugar
added
chocolates
since
1995
about
22
years
ago.
The
company
consists
of
26
persons.
They
possess
the
BRC
certificate
is
a
standard
certificate
that
enables
you
to
supply
the
product
to
retailers.
They
are
located
in
Evegem
and
supply
44
countries.
Who
sells
42%
own
labeled
chocolates.
At
one
point,
the
turnover
of
one
customer
was
of
50%
so
it
is
important
that
when
you
first
meet
a
potential
customer
during
marketing
of
your
product,
it
is
very
important
to
treat
them
with
diligence
because
they
might
be
your
trump
card.
Launching
a
new
product
It
is
important
to
check
the
cost
of
all
operations
before
launching
the
product.
That
is
packaging,
launching,
logistics,
you
can
check
the
competition,
take
pictures
of
their
products,
your
staff
and
salary
structure
because
they
will
count
when
putting
a
price
on
your
product.
In
2006,
they
had
to
change
the
packaging
from
horizontal
to
vertical
packaging
due
to
retailer
shelf
space.
A
traditional
marketing
measure
that
describes
the
number
of
inches
of
store
shelf
space
devoted
to
the
display
of
a
given
product.
Over
time,
this
expression
has
been
broadened
to
loosely
describe
any
measure
of
how
much
mindshare,
display
space,
sales
effort,
or
other
proportion
of
a
selling
resource
is
assigned
to
one
product
over
another.
(Limited.,
2018)
It
is
also
important
to
include
different
languages
on
the
packaging
and
the
ingredients
should
be
mentioned
on
the
packaging.
You
have
to
include
all
the
languages
for
the
countries
you
sell
to.
The
4
Ps
in
marketing
Marketing
is
simplistically
defined
as
‘putting
the
right
product
in
the
right
place,
at
the
right
price,
at
the
right
time.’
Though
this
sounds
like
an
easy
enough
proposition,
a
lot
of
hard
work
and
research
needs
to
go
into
setting
this
simple
definition
up.
And
if
even
one
element
is
off
the
mark,
a
promising
product
or
service
can
fail
completely
and
end
up
costing
the
company
substantially.
The
use
of
a
marketing
mix
is
an
excellent
way
to
help
ensure
that
‘putting
the
right
product
in
the
right
place,…’
will
happen.
The
marketing
mix
is
a
crucial
tool
to
help
understand
what
the
product
or
service
can
offer
and
how
to
plan
for
a
successful
product
offering.
The
marketing
mix
is
most
commonly
executed
through
the
4
P’s
of
marketing:
Price,
Product,
Promotion,
and
Place.
(Cleverism,
2018)

9. 8
the
place
where
the
product
should
be
present
at
a
place
where
customers
can
find
easily.
Examples
of
what
you
do
for
promotion:
Create
Facebook
page,
instant
gram,
website.
It
is
very
important
to
be
online.
Create
the
awareness
of
good
product.
Reaching
out
to
new
markets
Desk
research
and
field
research
is
important
to
know
about
the
country
and
to
know
the
number
of
people
in
that
country
and
what
effect
your
product
may
have
on
them
as
in
the
case
of
the
chocolate
whether
they
are
diabetic.
Finding
the
rules
There
are
multiple
ways
to
find
out
what
the
rules
exactly
are.
There
are
only
a
few
places
we
actually
recommend
you
look.
• Your
network.
• Official
websites
• Lawyers.
There
are
many
people
online
on
blogs
and
forums
that
try
to
tell
you
what
you
do
and
how.
These,
however,
are
not
very
trustworthy
in
most
cases.
Only
look
for
friends
and
people
in
your
network
you
know
that
do
business
in
these
countries
and
therefore
know
the
rules.
You
can
also
ask
them
for
tips
while
you’re
at
it.
Official
websites
are
a
great
place
as
these
are
owned
by
the
government
and
therefore
display
accurate
and
complete
information.
(Rithos,
2016)
In
reaching
out
you
will
have
to
know
a
lot
about
that
country;
their
culture
of
doing
business.
Do
a
desk
research
on
that
country.
Call
or
email
potential
customers.
Calls
usually
give
good
outcome
and
mails
are
sometimes
ignored.
In
order
to
be
successful,
find
out
which
companies
have
opted
out
(that
they
don’t
want
to
receive
mails
or
calls
from
business),
you
check
to
find
out
which
companies
are
not
interested.
You
need
to
call
in
the
language
of
the
country.
Research
on
whether
the
competition
is
already
in
the
country
you
want
to
go
to.
The
Flanders
Investment
can
help
with
information
on
companies
in
that
country
and
they
will
have
representative
who
live
in
that
country
where
they
can
guide
you
to
establish
your
business.

10. 9
Throwing
the
bait
Exhibitions.
Organize
an
exhibition
where
you
may
have
the
chance
to
meet
with
new
customers.
You
have
to
prepare
well
in
advance
what
you
will
need
for
the
exhibition.
Preparation
At
the
booth
plan
and
prepare
so
be
at
your
best
and
smile
a
lot
because
there
is
a
high
possibility
for
you
to
meet
a
very
good
customer.
Get
paper
to
take
notes
from
conversation
with
your
customers
because
they
expect
you
to
make
a
follow
up
on
them.
Distribute
brochures
and
put
everything
in
it
as
to
how
to
find
you.
The
follow
up-­‐
Invite
the
customer
to
visit
your
company
to
see
what
you
are
doing.
Present
your
new
customer
to
your
old
customer.
Make
sure
to
encourage
new
customer
and
also
encourage
old
customer.
Networking-­‐
keep
your
eyes
and
ears
opened.
You
can
say
you
have
a
good
and
new
customer
when
you
have
his
money
on
your
account,
Sales
meeting
regularly
is
important
to
follow-­‐up
your
business.
Sustainable
results
It
is
very
important
to
research
a
country
you
are
going
to
in
order
to
know
their
way
of
life.
Doing
international
business
is
transacting
with
people
from
different
cultures.
Know
your
customer
well
in
advance.
Japanese
are
mostly
concerned
with
quality.
They
tell
you
well
in
advance
what
will
happen
in
the
transaction
In
Germany,
they
always
like
you
to
be
addressed
with
their
last
name.
They
always
write
in
German
and
expect
you
to
reply
in
German.
In
the
UK,
it
is
important
that
you
don’t
discuss
with
them
about
Brexit
because
they
don’t
like
to
discuss
it.
To
expand
business
internationally,
there
are
several
factors
you
need
to
take
into
consideration.

11. 10
Diversity
and
the
USP
of
business
Diversity
is
understanding
that
everyone
is
unique,
and
recognizing
our
individual
differences.
The
exploration
of
these
differences
in
a
safe,
positive,
and
nurturing
environment.
It
is
about
understanding
each
other
and
moving
beyond
e
dimensions
of
race,
ethnicity,
gender,
sexual
orientation,
socio-­‐economic
status,
age,
physical
etc.
It
is
about
understanding
your
consumer
and
moving
beyond
celebrating
the
rich
diversity
of
each
individual
but
to
goods
and
services
that
will
fit
their
unique
diversity
dimension.
Many
organizations
are
engaging
in
activities
to
manage
their
employees
of
different
genders,
ages,
race,
sexual
orientations,
etc.
When
demographic
diversity
is
valued,
all
employees,
even
the
non-­‐
traditional
(i.e.,
other
than
white
males),
are
encouraged
to
participate
fully
and
develop
their
unique
skills
and
perspectives.
Diversity
in
workforce
is
growing
in
all
countries
special
USA,
Canada
and
Europe.
With
having
more
diverse
work
environment
organization
can
produce
better
performance.
It
is
important
for
the
companies
to
know
diversity
and
how
to
handle
the
issues
relating
to
it.
The
need
of
the
diverse
workforce
is
getting
more
not
only
because
there
are
different
people
but
also
because
they
can
produce
better
results
with
having
different
types
of
people
working.
Leaders
in
the
organizations
should
learn
diversity
(differences
of
gender,
age,
sex
and
religion
in
their
work
environment
and
also
to
communicate
will
between
them)
and
how
to
manage
it
effectively.
(Essays,
2018)
What
a
Unique
Selling
Proposition
Really
Means
&
Why
Your
Business
MUST
Have
One
If
you’re
interested
in
business
and
marketing,
at
some
point
you’ll
learn
about
the
need
to
have
a
unique
selling
proposition.
https://youtu.be/GVP6QW58Ug4
The
Entrepreneur.com
encyclopedia
defines
a
unique
selling
proposition
as
follows:
The
factor
or
consideration
presented
by
a
seller
as
the
reason
that
one
product
or
service
is
different
from
and
better
than
that
of
the
competition.
But
what
does
that
mean?
How
will
a
unique
selling
proposition
help
your
business?
The
problem
with
book
definitions
is
that
they
rarely
help
with
understanding
what
a
term
like
this
means.
You
can
read
textbook
definition
after
textbook
definition
and
never
truly
understand
the
core
meaning.
So
what
exactly
is
a
unique
selling
proposition,
and
how
will
having
one
help
your
business
to
succeed?
(Kissmetrics,
2018)

12. 11
The
Real
Definition
of
a
Unique
Selling
Proposition
A
unique
selling
proposition
is
what
your
business
stands
for.
It’s
what
sets
your
business
apart
from
others
because
of
what
your
business
makes
a
stand
about.
Instead
of
attempting
to
be
known
for
everything,
businesses
with
a
unique
selling
proposition
stand
for
something
specific,
and
it
becomes
what
you’re
known
for.
Let
me
explain.
Many
businesses
make
the
mistake
of
attempting
to
stand
for
everything
when
they
first
get
started.
They
want
to
do
everything
well,
and
they
want
to
be
all
things
to
all
people.
They
want
to
be
known
for
having
the
highest
quality
products
AND
the
lowest
prices.
They
want
to
have
the
best
food
AND
the
cheapest
prices.
They
want
to
be
known
for
the
best
burgers
AND
the
most
delicious
salads
AND
the
juiciest
steaks
and
ribs.
The
problem
is
this:
When
you
attempt
to
be
known
for
everything,
you
don’t
become
known
for
anything.
What
Will
Your
Business
Stand
For?
https://youtu.be/2dItmvLHeOs
In
order
to
have
a
unique
selling
proposition,
you
can’t
attempt
to
be
known
for
everything.
You
have
to
make
a
stand
for
something.
You
have
to
choose
what
your
business
will
stand
for
and
what
you’ll
be
known
for.
By
making
a
stand
and
choosing
something
that
makes
your
business
unique,
you’ll
become
known
for
that
unique
quality
and
stand
out
from
the
crowd.
So
what
will
your
business
make
a
stand
for?
What
will
you
be
known
for?
Or
what
makes
your
current
business
unique?
Every
business
needs
to
have
a
USP
that
will
make
them
stand
out
from
the
competition.

13. 12
Blending
Technology
with
Tradition:
the
cultural
context
of
doing
business
in
India
Speaker-­‐
Madhusri
Shrivastava
Learning
technology
with
tradition
https://youtu.be/mgJgzdsvR8Q
There
are
differences
in
which
people
live
in
every
country.
You
have
to
know
and
study
the
way
people
live
in
order
to
provide
their
needs.
For
instance,
In
India
there
are
lots
of
people
on
the
street
in
the
evening
while
Gent
has
empty
streets.
“whatever
you
say
about
a
country,
the
opposite
is
also
true
says
Cambridge
economist
Joan
Robinson”
Television
advertisement
is
a
better
reflection
of
the
truth
about
the
way
people
live
in
a
country.
It
reflects
the
culture
of
that
country.
India.
India
constitutes
the
largest
part
of
the
subcontinental
land
mass
of
South
Asia,
an
area
it
shares
with
six
other
countries,
including
Nepal,
Pakistan,
and
Bangladesh.
It
has
highly
variable
landforms,
that
range
from
torrid
plains,
tropical
islands,
and
a
parched
desert
to
the
highest
mountain
range
in
the
world.
Location
and
Geography.
India,
on
the
southern
subcontinent
of
Asia,
is
bounded
on
the
northwest
by
Pakistan;
on
the
north
by
China
and
Tibet,
Nepal
and
Bhutan;
on
the
northeast
by
Bangladesh
and
Burma
(Myanmar);
and
on
the
southwest
and
southeast
by
the
Indian
Ocean,
with
the
island
republics
of
Sri
Lanka
and
the
Maldives
to
the
south.
Excluding
small
parts
of
the
country
that
are
currently
occupied
by
Chinese
or
Pakistani
military
forces,
the
area
of
the
Republic
of
India
is
1,222,237
square
miles
(3,165,596
square
kilometers).
Demography.
The
1991
census
enumerated
846,302,688
residents,
including
407,072,230
women,
and
217
million
people
defined
as
urban
dwellers.
However,
with
a
population
growth
rate
estimated
at
17
per
one
thousand
in
1998,
by
May
2000
the
national
figure
reached
one
billion.
Life
expectancy
in
the
1991
census
was
sixty
years,
and
in
1997
it
was
estimated
that
almost
5
percent
of
the
population
was
age
65
or
older.
The
population
is
still
primarily
rural,
with
73
percent
of
the
population
in
1997
living
outside
the
cities
and
towns.
In
1991,
the
largest
urban
centers
were
Bombay
or
Mumbai
(12,596,243),
Calcutta
or
Kolkata
(11,021,915),
Delhi
(8,419,084),
Madras
or
Chennai
(5,421,985),
Hyderabad
(4,253,759),
and
Bangalore
(4,130,288).
Linguistic
Affiliations.
There
are
four
major
language
families,
each
with
numerous
languages.
Indo-­‐Aryan,
a
branch
of
Indo-­‐European,
covers
the
northern
half
of
the
country,
and
the
Dravidian
family
covers
the

14. 13
southern
third.
In
the
middle
regions,
a
number
of
tribal
languages
of
the
Munda
or
Austroasiatic
family
are
spoken.
In
the
northeastern
hills,
numerous
Tibeto-­‐Burman
languages
are
spoken.
Symbolism.
The
national
flag,
which
was
adopted
in
1947,
is
a
tricolor
of
deep
saffron,
white,
and
green,
in
horizontal
bands
(with
green
at
the
bottom).
In
the
center
of
the
white
band
is
a
blue
wheel,
the
chakra,
which
also
appears
on
the
lion
column-­‐capital
of
the
Emperor
Asokaat
Sarnath.
This
carving,
which
is
over
2,200
years
old,
is
also
a
national
emblem
that
is
preserved
in
the
Sarnath
Museum.
The
sandstone
carving
features
four
lions
back
to
back,
separated
by
wheels
(chakra,
the
wheel
of
law),
standing
over
a
bell-­‐shaped
lotus.
The
whole
carving
once
was
surmounted
by
the
wheel
of
law.
The
national
anthem
is
a
song
composed
by
Rabindranath
Tagorein
1911
entitled
Jana-­‐
gana
mana.
The
nearly
useless
Saka-­‐era
calendar
also
may
be
considered
a
national
symbol,
adopted
in
1957
and
still
often
used
officially
alongside
the
Gregorian
calendar.
(Advameg,
2018)
According
to
statistics,65
%
of
Indians
are
below
35
yrs.
Most
young
people
in
India
loves
to
be
entrepreneurs
instead
of
going
to
work
in
large
companies.
The
business
establishment
process
in
India
was
difficult
previously
as
compared
to
starting
a
business
in
India
now.
This
is
due
to
the
desire
to
give
more
opportunity
to
startup
new
business
promoting
the
open
economy.
Startups
are
growing
faster
in
India.
Probably
because
many
young
people
made
lot
of
money
through
ecommerce
Amazon
and
because
they
enjoy
having
their
own
money,
they
want
to
be
their
own
boss.
Types
of
business
85%
of
Indian
business
is
a
Family
business.
Most
young
people
start
from
Call
centers
because
India
was
colonized
by
Great
Britain
and
due
to
that
they
have
learned
to
speak
good
English.
Many
companies
use
their
services
for
such
call
centers
because
of
cheap
labor
rate.
They
are
mostly
technology
providers,
Engineers-­‐outsourcing
centers,
Cyber
collies
It,
ITES,
industries
due
to
their
labors
rate
which
are
very
low.
Outsourcing
is
very
high
in
India.
The
people
of
India
People
from
the
North
of
India
are
more
fair
skin.
And
those
from
in
south
are
darker
in
complexion.
“I
am
because
I
believe”
Indians
are
extremely
religious
minded
and
it
is
embedded
in
daily
life

15. 14
Hierarchies-­‐high
the
boss
is
highly
respected.
They
build
their
businesses
on
relationship.
They
always
involve
the
family
with
business
decision
making.
Conceptuality-­‐They
have
a
concept
that
there
is
no
right
or
wrong
They
have
about
33
million
gods
for
example,
she
gave
a
story
of
a
family
washing
their
working
tools
with
milk.
They
have
the
concept
of
worshipping
machines
(tools)
that
they
work
with
on
their
farms
as
their
god.
They
adopt
technology
but
maintain
their
tradition.
https://youtu.be/Yg2WIAzXa_8
They
have
a
stratified
society
that
are
divided
by
class,
family
important-­‐politicians
They
employ
people
of
the
same
class.
In
the
rural
area,
business
has
the
tendency
to
yield
profit.
In
any
case,
never
forget
their
tradition.
They
have
a
straight
like
separating
the
economic
standard
of
each
class.
Separate
chambers
of
commerce
who
belongs
to
a
specific
class.
Their
hierarchy
is
not
flat.
The
boss
is
not
questioned.
They
believe
in
saving
face.
Unquestioning
loyalty-­‐do
not
challenge
the
boss
because
he
is
the
boss.
Jugaad
of
India
As
the
global
economic
squeeze
continues,
major
corporations
are
looking
East
—
not
just
for
new
markets,
but
new
inspiration.
Enter
jugaad:
A
'frugal'
form
of
innovation
developed
in
India
that
is
beginning
to
make
its
mark
in
companies
like
Philips
and
GE.
We've
extracted
the
core
lessons
every
marketer
should
know.
The
Hindi
word
'Jugaad'
describes
an
improvised
or
makeshift
solution
using
scarce
resources.
It's
a
way
of
life
in
India,
where
washing
machines
are
used
for
whipping
up
yogurt
drinks,
but
it's
also
an
innovation
theory
that's
proving
to
be
increasingly
influential
in
the
marketing
departments
of
Western
corporations.
In
a
business
context,
jugaad
is
a
"frugal,
flexible,
and
inclusive
approach
to
problem
solving
and
innovation."
So
says
Professor
Jaideep
Prabhu,
author
of
Jugaad
Innovation:
Think
Frugal,
Be
Flexible,
Generate
Breakthrough
Growth.
(Wylie,
2012)

16. 15
Negotiation
tips
The
Indian
negotiation
skill
are
good.
They
are
shrewd
businessmen
and
can
be
bossy
when
you
present
your
price
never
make
the
first
offer
or
accept
one.
If
they
give
you
an
offer,
always
ask
whether
that
is
the
best
offers
they
have
for
you.
Never
be
afraid
to
walk
away.
The
Indian
nod
When
Indians
nod,
nod
you
never
know
if
it
is
a
yes
or
a
no.
You
have
to
look
keenly.
It
sometime
depends
on
the
eye
brows.
Indians
wobbling
their
heads
rapidly
from
side
to
side
during
a
conversation
may
be
perplexing
to
people
who
are
not
familiar
with
Indian
culture;
fortunately,
understanding
how
the
gesture
works
is
not
that
complicated.
While
it
is
universally
understood
that
shaking
the
head
from
side
to
side
means
“no”
and
moving
the
head
up
and
down
means
“yes”,
the
unique
Indian
style
of
nodding
is
something
else
entirely.
With
the
Indian
nod,
a
headshake
may
mean
“Yes”,
“Good”,
“OK”
or
“I
understand,”
depending
on
the
context,
according
to
TripSavvy.
It
further
confuses
foreigners,
as
the
side
to
side
shaking
we
often
attribute
to
convey
the
negative
is
instead
portraying
affirmation.
In
a
sense,
the
nod
can
be
considered
as
the
non-­‐verbal
equivalent
of
the
versatile
Hindi
word
achha,
which
also
varies
in
meaning
based
on
the
context
it
is
used.
Depending
on
how
it
is
spoken,
achha
could
also
mean
“Yes”,
“Good”,
“OK”
or
“I
understand.”
With
over
20
official
languages
and
several
hundred
more
dialects
in
India,
nonverbal
communication
such
as
hand
gestures
and
head
wobbles
allow
for
easier
communication
between
people
from
different
states.
And
while
heads
are
wobbled
differently
from
one
region
to
another,
what
they
portray
are
essentially
the
same.
Understanding
the
Wobble
Paying
close
attention
is
key
to
understanding
this
non-­‐verbal
communication,
since
almost
every
part
of
the
entire
face
is
involved
in
the
gesture.
Notice
how
the
gesture
is
more
than
just
shaking
side
to
side,
as
the
head
is
also
tilted
in
arcs,
while
the
chin
moves
like
a
pendulum.
To
convey
a
“yes”
or
an
“alright”,
one
might
do
a
quick
wobble
from
side
to
side.
To
show
a
sign
of
friendship
and
respect,
a
person
may
do
a
soft
wobble,
usually
paired
with
a
smile.
A
person
letting
you
know
he
understands
what
you
mean
may
gesture
with
a
fast
and
continuous
head
wobble.
In
some
cases,
a
head
wobble
may
also
be
used
as
an
alternative
to
“thank
you”
or
an
acknowledgement
of
someone’s
presence.

17. 16
Of
course,
not
everyone
showing
agreement
can
be
taken
at
face
value
or
indicate
that
someone
is
just
enjoying
some
beats.
(General,
2018)
https://youtu.be/0RaBxH_MKQI
When
an
Indian
answer,
"I
will
try,"
he
or
she
generally
means
"no."
This
is
considered
a
polite
"no."
Many
Indians
do
not
wear
shoes
inside
a
home.
Follow
your
host.
Make
sure
your
socks
are
clean
and
do
not
have
holes.
Apologize
immediately
if
your
feet
or
shoes
touch
another
person.
Ask
permission
before
smoking.
It
is
considered
rude
to
smoke
in
the
presence
of
elders.
Do
not
show
anger.
Indians
Don’t
discuss
politics
in
business
discussion.
Gender
Gender
has
been
a
knotty
issue
in
corporate
India
and
it
is
altering
the
dynamics
between
the
sexes.
They
do
not
shake
hands
with
women
because
they
say
women
are
honored.
Westerners
may
shake
hands,
however,
greeting
with
'namaste'
(na-­‐mas-­‐TAY)
(placing
both
hands
together
with
a
slight
bow)
is
appreciated
and
shows
respect
for
Indian
customs.
Men
shake
hands
with
men
when
meeting
or
leaving.
Men
do
not
touch
women
when
meeting
or
greeting.
Western
women
may
offer
their
hand
to
a
westernized
Indian
man,
but
not
normally
to
others.
Traditional
Indian
women
may
shake
hands
with
foreign
women
but
not
usually
with
men.
India
is
a
difficult
place
to
do
business,
but
particularly
tough
for
women.
India
is
a
male-­‐
dominated
society.
Western
women
may
be
accepted,
but
must
establish
their
position
and
title
immediately
to
warrant
acceptance.
Women
might
not
be
included
in
social
events
or
conversation.
Western
women
may
invite
an
Indian
man
to
a
business
lunch
and
pay
the
tab
without
embarrassment.
(eDiplomat,
2016)
New
wave
https://youtu.be/OhPOxNgtjr8
Bollywood
films
is
the
pride
of
India;
their
film
industries
is
based
on
modern
but
traditional
concept
Life
in
metro
cities
good
and
lively.
There
is
a
terrible
traffic
congestion
in
India
and
the
country
is
sometimes
cold.
https://youtu.be/4Ftt_sMq3MM

18. 17
Political
Risk
and
Risk
Management
Speaker
Ole
Jakob
Bergfjord
https://youtu.be/PUc6xPE0OHw
Risk
specification
economic.
Risk
is
about
state
out
cost
and
probability.
Risk-­‐we
care
about
the
expected
value
1-­‐carries
high
value
but
with
a
higher
risk
2-­‐
dot
know
for
what
the
outcome
you
get
even
though
you
may
get
a
lot
of
money;
risk
is
about
uncertainty.
Certain
amount
equally
is
higher
or
attracted
to
the
equivalent
value.
If
certainty
=expected
value,
risk
doesn’t
matter
Expect
value
payoff
is
the
average
value
you
get
from
an
uncertainty.
If
Ce=Ev-­‐
willing
to
pay
for
some
extra
excitement
risk
loving
If
Ce<<Ev-­‐
risk
is
negative
is
risk
aversion-­‐common
for
most
of
us
and
with
insurance
companies
If
aversion
reduces
for
the
value
of
the
risk.
v When
developing
a
cure
for
a
disease
v When
planning
which
crops
to
use
v When
introducing
new
product
v When
choosing
b/w
investment
alternatives
Known
amount
of
money
with
unknown
risk
Preferable
than
not
to
know
the
state
probability
and
an
unknown
probability.
Political
risks
are
notoriously
hard
to
quantify
because
there
are
limited
sample
sizes
or
case
studies
when
discussing
an
individual
nation.
Some
political
risks
can
be
insured
against
through
international
agencies
or
other
government
bodies.
The
outcome
of
a
political
risk
could
drag
down
investment
returns
or
even
go
so
far
as
to
remove
the
ability
to
withdraw
capital
from
an
investment.
Types
of
risks
v business
risks-­‐
v operation
(accident
success/
failure
for
project).
v Financial
(exchange
rate,
interest
risks)
v sales
and
uncertain
sales
v organizational
risk
key
employees
leaving,
teams
working
together
political
risk-­‐tax
systems
regulations,
subsidies
etc.

19. 18
Why
political
risk?
Political
risk
is
very
impotent
because
of
the
complex
probability
and
state
outcomes
that
is
typically
unknown
very
difficult
to
manage
as
opposed
to
many
other
types
of
risk.,
Variance
in
a
state
political
risk
factors
with
potentially
large
consequences
vs
factories
with
potentially
smaller
consequences
Just
vs
unjust
risks
expropriation
corruption
vs
normal
regulations.
Political
decisions
can
be
influenced-­‐both
probability
and
state
outcome
can
be
affected
Very
difficult
to
establish
casual
connections
between
various
factors.
Difficult
to
measure
and
manage.
Strategies-­‐do
nothing
suck
risk
management
is
expected
not
obvious
that
it
is
worthwhile
Protection-­‐try
to
reduce
the
exposure
to
the
risk
factor
reduce
the
variability
in
state
outcome
Influence-­‐try
to
change
the
probability-­‐
for
instance
by
traditional
lobbying.
Hedging
try
to
reduce
the
variability
for
instance
by
making
investments
which
pay
off
if
the
wrong
party
wins
the
election
The
government
Political
decisions
essential
for
democracy
Some
uncertainty
might
be
good,
as
this
may
reduce
the
potential
for
rent
seeking.
rent-­‐seeking
Rent-­‐seeking
is
an
attempt
to
obtain
economic
rent
(i.e.,
the
portion
of
income
paid
to
a
factor
of
production
in
excess
of
what
is
needed
to
keep
it
employed
in
its
current
use)
by
manipulating
the
social
or
political
environment
in
which
economic
activities
occur,
rather
than
by
creating
new
wealth.
https://youtu.be/r_3dvZIu5rI
It
is
important
to
eliminate
unjust
risk
take
general
decisions
with
smaller
consequences
is
often
better
than
specifics.
subsidies
are
general
approved
by
politicians
which
actions
is
used
to
manage
political
risks-­‐
lobbying?
An
example
of
rent
seeking
in
a
modern
economy
is
spending
money
on
lobbying
for
government
subsidies
in
order
to
be
given
wealth
that
has
already
been
created,
or
to
impose
regulations
on
competitors,
in
order
to
increase
market
share.

20. 19
Another
example
of
rent-­‐seeking
is
the
limiting
of
access
to
lucrative
occupations,
as
by
medieval
guilds
or
modern
state
certifications
and
licensures.
Taxi
licensing
is
a
textbook
example
of
rent-­‐seeking.
To
the
extent
that
the
issuing
of
licenses
constrains
overall
supply
of
taxi
services
(rather
than
ensuring
competence
or
quality),
forbidding
competition
by
livery
vehicles,
unregulated
taxis
and/or
illegal
taxis
renders
the
(otherwise
consensual)
transaction
of
taxi
service
a
forced
transfer
of
part
of
the
fee,
from
customers
to
taxi
business
proprietors.
The
concept
of
rent-­‐seeking
would
also
apply
to
corruption
of
bureaucrats
who
solicit
and
extract
"bribe"
or
"rent"
for
applying
their
legal
but
discretionary
authority
for
awarding
legitimate
or
illegitimate
benefits
to
clients.
For
example,
tax
officials
may
take
bribes
for
lessening
the
tax
burden
of
the
taxpayers.
(wikipedia,
2018)
Insuring
Against
Political
Risks
Companies
that
operate
internationally,
known
as
multinational
businesses,
can
purchase
political
risk
insurance
to
remove
or
mitigate
certain
political
risks.
This
allows
management
and
investors
to
concentrate
on
the
business
fundamentals
while
knowing
losses
from
political
risks
are
avoided
or
limited.
Typical
actions
covered
include
war
and
terrorism.
(LLC,
2018)
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I.
(2018).
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21. 20
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