Featured Teaching Idea
This multi-party, multi-issue non-scorable exercise simulates the negotiation for a panda loan between three Canadian zoos and three parties representing a Chinese government affiliated organization authorized to supply pandas to foreign zoos. The format of the exercise is bi-lateral team on team; however, team members have both individual and collective interests. This leads to negotiations within and between teams. Because pandas are rare and loans are only available via negotiations approved by the highest levels of the Chinese government, the exercise also illustrates negotiating from a high versus a low power position. The challenge of the exercise is to develop a set of common principles that will lead to the resolution of at least six issues. The actual negotiation is structured into three phases separated by team caucuses.
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