Type of Negotiation: Cross Cultural
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Abhas Bussan
Authors: Amol Patel & Jeanne M. Brett
Source: DRRC
Abhas Bussan is a negotiation between a Japanese manufacturer and an Indian distributor. It is designed to be used with Howard Raiffa's description of formal analysis in his book, The Art and Science of Negotiation. See the chapter about quantifying preferences and priorities. You may also have students to use the Okhuysen and Pounds spreadsheet for this exercise.
Preparation: 120 minutes
Negotiation: 60 minutes
Alpha Beta
Author: Thomas Gladwin
Teaching Notes: Jeanne M. Brett
Source: Public Domain (no charge), DRRC version
DRRC's version of Alpha Beta is a cross-cultural, team-on-team negotiation of a potential alliance. The exercise requires the two parties to enact a cultural style during the negotiation.
Preparation: 30 minutes
Negotiation: 60 minutes
Cartoon
Authors: Jeanne M. Brett & Tetsushi Okumura, based on Moms.com by Ann E. Tenbrunsel & Max H. Bazerman
Source: DRRC
Cartoon is a two-party, deal making exercise. It is the U.S. - Japanese version of Moms.com.
Preparation: 60-90 minutes
Negotiation: 90 minutes
Cobalt Systems
Author: Catherine Tinsley
Source: DRRC
Cobalt Systems is a joint venture negotiation between a U.S. and a Korean company. It is set up to teach Howard Raiffa's formal analysis technique for prioritizing issues (The Art and Science of Negotiation). It is also useful for teaching the concept that culture impacts parties' positions on the issues.
Preparation: 60 minutes
Negotiation: 60 minutes
Granite Corporation in Costa Rica
Authors: Adrianne Kardon & Jeanne M. Brett
Source: DRRC
This negotiation illustrates the situation when a U.S. company has a foreign government on the other side of the table and an activist environmental group demonstrating outside.
Preparation: 60 minutes
Negotiation: 60 minutes
International Lodging Merger
Authors: Tony Simons & Judi McLean Parks
Source: DRRC
International Lodging Merger is a quantified, integrative negotiation about the merger of a U.S. and a Brazilian hotel chain. The point structure motivates culturally different behaviors from the negotiators. Key cultural differences between the U.S. and Brazil that have been incorporated into the exercise include: time, power distance, individualism/collectivism, and universalism/particularism.
Preparation: 60 minutes
Negotiation: 60-90 minutes
Les Florets
Author: Stephen B. Goldberg
Source: DRRC
A simplified version of Texoil set in France.
Preparation: 30 minutes
Negotiation: 45-60 minutes
Mexico Venture
Authors: Holly A. Schroth & Jackie Ramirez
Source: DRRC
Mexico Venture is a negotiation between joint venture partners, one representing the U.S. partner and the other representing the Mexican partner. There are several cross-cultural issues, e.g. currency devaluation and cultural differences in work norms.
Preparation: 15-20 minutes
Negotiation: 45 minutes
Mouse
Authors: Geoffrey Fink & Maria Baute Stewart; edited by Stephen B. Goldberg & Jeanne M. Brett
Source: Harvard Program on Negotiation (PON), DRRC version
Mouse is a six-party negotiation based loosely on EuroDisney's rocky start in France. At the table are four mayors of French communities, a representative of the Mouse Corporation, and an official of the French national government. Mouse teaches multiparty, multi-issue, and multi-cultural negotiation. Interesting teaching points regarding BATNA.
Preparation: 60 minutes
Negotiation: 90 minutes
Paradise Project
Authors: Jeanne M. Brett, Rekha Karambayya, Catherine A. Tinsley & Anne Lytle
Source: DRRC
Paradise Project is a version of Amanda set in a Mexican tile manufacturing facility. It is a dispute between two managers in which a third manager gets involved.
Preparation: 30 minutes
Negotiation: 60 minutes
Summer Interns Program
Authors: Roy Lewicki & Blair Sheppard; edited by Catherine A. Tinsley & Jeanne M. Brett
Source: DRRC
This is a dispute between the heads of engineering and personnel. It can be used to teach interests, rights, and power in multiple cultures. It has good comparative culture data in the teaching notes.
Preparation: 60 minutes
Negotiation: 60 minutes
Tipal Dam
Authors: Peter Wheelan & Jeanne M. Brett
Source: DRRC
This is a transactional negotiation between a construction company and a foreign government. Tipal Dam is useful for teaching negotiation ethics in a cross-cultural context.
Preparation: 60 minutes
Negotiation: 60 minutes |
