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Aug 26, 2020 Letters

DEAR EDITOR,

It occurred to me that every Guyanese who intends to deal with certain multinational companies, should read the article. “ExxonMobil: Prejudiced Corporate Hypocrite (August 18) in KN. It’s a must read roadmap for doing business with large American companies. Could be a blueprint for any UG student who intends to study international relations.
Key take away points are:
(1) They dealt with us as inferior third world natives.
(2) A contract that is discriminatory.
(3) Exxon would not have done the same to a group of their perceived “equals”.
(4) …beneath them.
These multinational companies are masters at negotiations. Before they sign a contract with anyone (Big or Small), they’ve done their “opposition research”. They already know personal details of negotiators, for instance, if they are competent on the topic of discussion, which university they attended, personal weakness that they can exploit, any perverted behaviour conducted on US soil! First though, they’ll check for any cash/property and other assets specifically in the US and elsewhere if they can, and can easily tell if it’s genuinely yours or pilfered from your country. They may use this to their advantage, and may just drop a subtle hint (of whatever) to get you to back down from any of your demands.
For some people, they will wine and dine them, (book them in a presidential suite, USD$1000 bottle of champagne, a ride in the corporate jet, etc.) and if one is not accustomed to this sort of thing (which is normal practice in the US), you may unwittingly end up selling off your entire home country at a huge discount.
Negotiating with them is not for the weak/incompetent or unprepared. These businesses don’t do anything unless it’s in their best interest. I am sure that the CEO of the oil company knew of this flawed discriminatory contract. He or she probably “ok’d” the terms before anyone from the previous regime even saw the documents to sign.
This is a ruthless business. Doubt if the CEO will turn around and save us!
Ok, so Guyana is going to review the contract, etc, etc. Soon after, I hope the government acts boldly and confidently to get Exxon back to the renegotiating table, if they are really serious. No more civil, nicey, nicey speeches. The way to put some traction is to take this problem to the American battlefield. It matters if Exxon’s contempt (via the contracts) towards us is made public on their turf, via their print media. This is a winning strategy when dealing with these companies, otherwise it will just be endless talk in circles.
Guyana does not have that time to wait.

Yours truly
Chi Kansi

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