Negotiation

BOOKS:
-Negotiation, 9th Edition 2024 ISBN10: 126560875X | By Roy Lewicki, David Saunders and Bruce Barry
-Negotiation: Readings, Exercises, and Cases, 7th Edition 2015 ISBN 10: 0077862422 | By Roy Lewicki, Bruce Barry and David Saunders

Assignment starting on pg. 636
Case #2 (Negotiating about Pandas for San Diego Zoo) case centers on the most challenging task for a negotiator: to reach a satisfactory agreement with a tough counterpart from a position of low power—and to do so in an uncommon context. The executive director of a zoo in the U.S. seeks two giant pandas, an endangered species, from their only source on the planet: China. Compounding the difficulty, many other zoos are also trying to obtain giant pandas, for they are the “rock stars” of the zoo world. Yet, as if relative bargaining power were not enough to preoccupy the zoo director, it is not for long his only major challenge.
His zoo’s initiative attracts attention from a wide range of stakeholders, from nongovernmental (NGO) conservation groups to government agencies on both sides of the Pacific Ocean. Several of these organizations ardently oppose the zoo’s efforts. But some of them also change their positions over time. All of this attention influences the zoo’s negotiations. So a second challenging task for the zoo director is to monitor events in the negotiating environment and manage their effects on his negotiations with Chinese counterparts.

1. What concepts/aspects from week 4 readings or previous weeks’ readings apply to the Case?
2. What was the CWCA’s likely strategic view of this negotiation? What about the view of top-level Chinese government officials?
3. To what extent do you think Myers and his team should have incorporated cultural factors into their negotiation plans and behavior?
4. What may you have done differently in the negotiation from either perspective?