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  • 1.  Short case on international negotiations

    Posted 07-23-2011 13:00
    Dear colleagues: I am searching for a short (approx. 2-4 pages) case on international negotiation presenting some key cross-cultural issues and concerns that need to be resolved. I have searched several databases and most cases are too long, costly, and complex for an audience composed of non-native English undergraduate students. Do you know of a database that may be helpful in finding such a case? Do you have a favorite case on this topic willing to share? I'll be glad to compile a list and send out to all. Thanks for your help, Anke :)
     
    Anke Arnaud, Ph.D.
    Assistant Professor
    College of Business
    Embry-Riddle Aeronautical University
     
     


  • 2.  Short case on international negotiations

    Posted 07-23-2011 13:53
    Dear Anke,

    I have found the HBS case 'Wyoff and China-LuQuan: Negotiating a Joint Venture (A)' highly useful and effective with undergraduate as well as graduate students for discussing negotiation issues in cross-cultural context. It is surely on the longer side but it is  a nice one .  I don't see think it would be a difficult case to discuss with non-native English undergraduate students.

    With best wishes,

    Manish

    On 7/23/2011 1:00 PM, Arnaud, Anke U. wrote:
    7622A67BC367F542922579B916A2CCB301CE2BFF@DBEXVS02.erau.edu" type="cite">
    Dear colleagues: I am searching for a short (approx. 2-4 pages) case on international negotiation presenting some key cross-cultural issues and concerns that need to be resolved. I have searched several databases and most cases are too long, costly, and complex for an audience composed of non-native English undergraduate students. Do you know of a database that may be helpful in finding such a case? Do you have a favorite case on this topic willing to share? I'll be glad to compile a list and send out to all. Thanks for your help, Anke :)
     
    Anke Arnaud, Ph.D.
    Assistant Professor
    College of Business
    Embry-Riddle Aeronautical University
     
     


    --
    ________________________________
    Manish K. Srivastava, Ph.D.
    Assistant Professor of Strategic Management
    School of Business and Economics
    Michigan Technological University
    123 Academic Office Building
    Houghton, MI, 49931
    Phone :(906) 487-1991
    Fax : (906) 487-2944


  • 3.  Short case on international negotiations

    Posted 07-24-2011 06:20

     

    Dear Anke,

    Dear colleagues (I am replying to the list as this question may interest many members teaching IB/IM),

     

    In the very first issue of AIB Insights, there was a very useful exercise on cross-cultural negotiations by BJ Punnet, which pits two partners with stylized cultures against each other in a JV negotiation setting. You can find it at the following address

     

    http://aib.msu.edu/publications/insights/insights_v001n01.pdf - turn to page 17 and 18.

     

    I have successfully used this assignment with my own variations, i.e. have a foreign company want to rent an office block near the airport for both their operations but also to put a big advertising on top, which conflicts with other priorities of the property owner. This is a slight less complex negotiation situation. However, the cultural stereotypes created by BJ Punnet work very well because they do not clearly relate to any actual nations and thus enable discussion of cultural differences while blocking out students prior views on any nations.

     

    Regards

    Klaus Meyer

     

     

     

    Prof Klaus Meyer

    www.klausmeyer.co.uk  

    School of Management

    University of Bath

    Claverton Down

    Bath, BA2 7AY, UK

     

    Our textbook is now out: Peng & Meyer, 2011, International Business, 1st ed.

    http://edu.cengage.co.uk/catalogue/product.aspx?isbn=1408019566

     

     

    From: International Management Discussion List [mailto:IMD-L@AOMLISTS.PACE.EDU] On Behalf Of Arnaud, Anke U.
    Sent: 23 July 2011 18:00
    To: IMD-L@AOMLISTS.PACE.EDU
    Subject: Short case on international negotiations

     

    Dear colleagues: I am searching for a short (approx. 2-4 pages) case on international negotiation presenting some key cross-cultural issues and concerns that need to be resolved. I have searched several databases and most cases are too long, costly, and complex for an audience composed of non-native English undergraduate students. Do you know of a database that may be helpful in finding such a case? Do you have a favorite case on this topic willing to share? I'll be glad to compile a list and send out to all. Thanks for your help, Anke :)

     

    Anke Arnaud, Ph.D.

    Assistant Professor

    College of Business

    Embry-Riddle Aeronautical University

     

     



  • 4.  Short case on international negotiations

    Posted 07-24-2011 12:54
    Hi Anke:

    I wrote a case/ negotiation simulation which has appeared in my text (Luthans-Doh International Management: Culture, Strategy and Behavior) called 'Cross-Cultural Conflicts in the Corning-Vitro Joint Venture'. It provides a short account (like 3-4 pages) and negotiation simulation over this actual conflict between US- based Corning and its Mexican counterpart, Vitro. It is based, in part, on first-hand insights I gained as a trade negotiator for the US government, is available on-line through McGraw Hill and is used widely.

    All the best,

    Jonathan

    Sent via BlackBerry from T-Mobile

    From: "Arnaud, Anke U." <arnauda@ERAU.EDU>
    Sender: International Management Discussion List <IMD-L@AOMLISTS.PACE.EDU>
    Date: Sat, 23 Jul 2011 13:00:22 -0400
    ReplyTo: International Management Discussion List <IMD-L@AOMLISTS.PACE.EDU>
    Subject: Short case on international negotiations

    Dear colleagues: I am searching for a short (approx. 2-4 pages) case on international negotiation presenting some key cross-cultural issues and concerns that need to be resolved. I have searched several databases and most cases are too long, costly, and complex for an audience composed of non-native English undergraduate students. Do you know of a database that may be helpful in finding such a case? Do you have a favorite case on this topic willing to share? I'll be glad to compile a list and send out to all. Thanks for your help, Anke :)
     
    Anke Arnaud, Ph.D.
    Assistant Professor
    College of Business
    Embry-Riddle Aeronautical University
     
     


  • 5.  Short case on international negotiations

    Posted 07-24-2011 15:44

    Thanks Klaus – I am delighted to know that you use it. Hope it will be helpful to others. BJ

     

     

     

    BettyJane Punnett

    Professor, International Business & Management

    University of the West Indies, Cave Hill Campus

    Barbados

     

    PS - My daughter Amanda is doing her 5th 60k walk for women's cancers. Please consider a donation, it's a great cause. This link will take you to her page where you can donate.

     Click here to visit my personal page.

     

    check www.healthyweightvillage.com for a healthier lifestyle

    to learn more about Punnetts www.Punnetts.com

     

    From: International Management Discussion List [mailto:IMD-L@AOMLISTS.PACE.EDU] On Behalf Of Klaus Meyer
    Sent: Sunday, July 24, 2011 6:20 AM
    To: IMD-L@AOMLISTS.PACE.EDU
    Subject: Re: Short case on international negotiations

     

     

    Dear Anke,

    Dear colleagues (I am replying to the list as this question may interest many members teaching IB/IM),

     

    In the very first issue of AIB Insights, there was a very useful exercise on cross-cultural negotiations by BJ Punnet, which pits two partners with stylized cultures against each other in a JV negotiation setting. You can find it at the following address

     

    http://aib.msu.edu/publications/insights/insights_v001n01.pdf - turn to page 17 and 18.

     

    I have successfully used this assignment with my own variations, i.e. have a foreign company want to rent an office block near the airport for both their operations but also to put a big advertising on top, which conflicts with other priorities of the property owner. This is a slight less complex negotiation situation. However, the cultural stereotypes created by BJ Punnet work very well because they do not clearly relate to any actual nations and thus enable discussion of cultural differences while blocking out students prior views on any nations.

     

    Regards

    Klaus Meyer

     

     

     

    Prof Klaus Meyer

    www.klausmeyer.co.uk  

    School of Management

    University of Bath

    Claverton Down

    Bath, BA2 7AY, UK

     

    Our textbook is now out: Peng & Meyer, 2011, International Business, 1st ed.

    http://edu.cengage.co.uk/catalogue/product.aspx?isbn=1408019566

     

     

    From: International Management Discussion List [mailto:IMD-L@AOMLISTS.PACE.EDU] On Behalf Of Arnaud, Anke U.
    Sent: 23 July 2011 18:00
    To: IMD-L@AOMLISTS.PACE.EDU
    Subject: Short case on international negotiations

     

    Dear colleagues: I am searching for a short (approx. 2-4 pages) case on international negotiation presenting some key cross-cultural issues and concerns that need to be resolved. I have searched several databases and most cases are too long, costly, and complex for an audience composed of non-native English undergraduate students. Do you know of a database that may be helpful in finding such a case? Do you have a favorite case on this topic willing to share? I'll be glad to compile a list and send out to all. Thanks for your help, Anke :)

     

    Anke Arnaud, Ph.D.

    Assistant Professor

    College of Business

    Embry-Riddle Aeronautical University