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Programs Archive | International Role-Play Negotiation Simulations | |||||||||||||||||||||||||||||||||||||||||||||
Since 1998, Duke CIBER has published international negotiation role-play simulations for classroom use. The business scenarios and characters are based on actual, recent business situations, and the simulations proceed as if occurring in real time. Students must adapt their behavior in accordance with a realistic portrayal of the cultural, corporate and character information provided in the simulation. Important notice: Duke CIBER no longer offers these programs.
Each simulation requires at least 3-4 hours of actual classroom time and several days of preparation time. There are no predetermined outcomes to the simulations, which are sophisticated enough to be used in a variety of educational formats and levels, from undergraduate to executive education. Each student packet contains roles for up to 8 students: 3 US team members, 3 non-US team members, and 1-2 Process Observers.
This simulation involves a team from a U.S. telecommunications company that wants to expand into the Chilean wireless market. The Chilean team, including a representative from the government, will play host to the Americans. The Americans are on a very tight travel schedule, one not necessarily well suited to Chilean social and business cultures. The fictional Albion Corporation is a high-tech giant with 2000 revenues of nearly $12 billion. With successful joint ventures in place in Malaysia and Taiwan, Albion is ready to launch a CMOS image-sensor testing and design house in China. It plans an initial $30 million investment for phase 1 of the facility. The Chinese and American negotiators have already agreed to pursue a joint venture. This simulation takes your students through the next round of negotiations. There are 5 specific points that must be agreed upon before the project can move forward. As the American team will learn, however, Chinese attitudes towards time, laws and regulations, public reputation, and decision making are markedly different from those in the U.S.
World Energy Corporation (WEC), based in the United States, is a fictional multinational energy company that has been in operation since the 1970s. It specializes in the wholesale marketing of commodity energy products such as power, gas, and weather derivatives, which are instruments that are traded to hedge against volatile weather conditions to prevent trading losses. WEC currently has operations (typically joint venture partnerships) in North America, South America, and Asia. This potential joint venture with Dutch Power in the Netherlands would be their first venture in Europe, and more specifically, within the European Union member countries. The fictional WestAir, a fictional US based airline company, has a code-sharing agreement with Air Alliance (AA), a French company that operates three airlines that compete domestically with Air France (the state-owned airline), Air Hexagone, Les Ciels de l'Europe de l'Est, and Horizon. WestAir and AA just signed a letter of intent agreeing that WestAir would purchase a 49% share of AA now that French foreign direct investment standards have relaxed somewhat. WestAir's plan is to improve AA's internal operation systems in order to move passengers efficiently and identify other opportunities to better serve them. Once the systems of the two companies are more fully aligned, WestAir wants to add other regional airlines to the alliance and eventually offer to its passengers worldwide coverage under one banner. The benefits to AA include access to WestAir's vast resources. Specifically, AA wants to use the spending power that WestAir brings to the table to invest in leasing another gate at Charles De Gaulle (CDG) Airport, the use of its hub in Charlotte, and possibly an airline in Egypt. Students role play American representatives from WestAir visiting France, while others take on the roles of the Air Alliance team. Students may also be assigned as "Process Observers," who keeps the simulation on track by knowing all the information in both the US and French material, observing the US and French teams, and assisting in the class debriefing. Four issues are slated to be discussed during this round of negotiations. Although each team is instructed to work hard to meet their national and corporate objectives, the goal of the simulation is to learn how to interact and negotiate effectively. The outcomes may vary widely depending on the planning, adaptability, and imagination of each team and individual. This Negotiation Simulation, involving a proposed alliance between American and Japanese auto firms, will prepare you for negotiating with Japanese businesses and provide guidelines on how to build productive business relationships with your Japanese counterparts. It will help you to overcome cultural barriers and feel more comfortable interacting with Japanese partners. Subtitled "Investing in the Russian Oil Industry," this simulation is the Duke CIBER's first publication set in one of the emerging economies of the former communist world. |
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