1. Spain – Morocco Cross-Cultural Meeting Disclaimer: Pictures in this presentation are for representation purposes, the story and characters are fictitious.

2. Context A Spanish Learning Service Company in its strategy to go global, after a successful implementation in South America, is seeking new markets in Morocco and specifically in the North of Morocco. It is known that the citizens of the north of Morocco speak fluently Spanish and the Moroccan Government is promoting many socio-economic development projects in the region thus an important potential of skills development is present. The Spanish Learning Provider has approached a local Moroccan training provider based in Casablanca, leader in the market. Different discussions over the phone have taken place during last two months with the following outcomes: Many complementary competences are in place in the two companies The project of collaboration is an excellent one and many opportunities are in the Moroccan Market As the pace of development is quite rapid, it is crucial to start as soon as possible to deliver services in Morocco under a common structure A kick-off meeting has to take place as soon as possible in order to discuss the organisation of the project team and the way-forward The meeting was set at 10:00 in the Moroccan Company Offices

3. Dealing with Time 10:00 Meeting 10:15 Arrival of the Spanish Team 10:20 Meeting with less senior hosts 10:30 Meeting with the CEO Dealing with Time and Seniority

4. Two different team self- presentations Spanish Team PresentationMoroccan Team Presentation CEO at the Center Export Manager Technical Support Team at the Periphery Marketing Manager Operations Manager

5. Trust versus Perceived Seniority What a rude entry into the subject? Nothing has been decided yet? Ok let’s see what they want to propose! Let’s go into the business, OK? You have received the agenda I suppose, so I suggest to start discussing the points one by one. So, how do you see the complementarities between our companies? Yes, as discussed in my last phone call with your boss we could definitely complement each other. Indeed....... would you like to have a coffee first? Why is he talking about my boss? I’m the owner of this project!

6. Boss or Grand-Father? Would you please check if we can get some coffee here please! Yes, Sir! I’ll do. This guy definitely shows no respect to his colleagues. He’s definitely of an authoritarian type!

7. Team Work: Hierarchy VS Centrality We need to specify the structure of a project team. I’m sure that this would help us go smoothly in the project delivery. What do you think? Yes good idea, I have no problem if my colleagues join the team. However, as far as decisons are concerned, I prefer these will be managed in separate top management meetings; You know kind a steering committee. See! Proof of excessive authority! I’m sure this process will take months! Project Team ! Oh Risky ! (My team has not sufficient knowledge to take appropriate decisions

8. Different paths to manage risk Why don’t we just start defining roles and responsibilities of every one and draft a first cooperation agreement? These are indeed of a great importance in the project. Let’s have a tour at our company first: I want to show you my staff, Afterwards, we’ll have a lunch at a typical Moroccan restaurant.

9. The End