Finding and Paying in Valued Currencies; Overcoming Skepticism in Country Offices about Headquarters and Marketing People

Miguel (Mike) Garcia is a member of the marketing team for software in Latin America at a Fortune 500 computer company. As a member of a headquarters function, he has to gain cooperation from country managers and others who resist anything that comes from the central office and who have their own ideas about what might be valuable to them.  He invests considerable energy in making relationships with the country managers, listening to their concerns, treating his counterparts as partners, and framing his requests in terms of currencies they value.

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