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Compact case
Subject category: Marketing
Authors: Chavi Chi Yun Fletcher-Chen (IESEG School of Management)
Originally published in: 2019
Revision date: 25-Nov-2019
Length: 3 pages
Data source: Generalised experience

Abstract

This case utilises role-playing to create an inter-firm negotiation and focuses on the robotics industry. There are two roles in this role-playing exercise and each role represents a firm. The exercise highlights two elements: the interaction between buyer and seller and the cross-cultural communication between two different countries. The general information provides insights into the firm’s profile, robotics business of the country and the collaboration potential with a foreign firm. The general information also enables the representatives of their firms to seek for common interests between the two firms. The additional information for each role further details four issues and provides their own firm’s interests and concerns. This exercise aims to enable exercise participants to learn how to cope with different cultural norms through communication and how to engage in active listening to gather information accurately and effectively.

Teaching and learning

This item is suitable for postgraduate and executive education courses.

Featured company

Anonymous company no. 1

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Abstract

This case utilises role-playing to create an inter-firm negotiation and focuses on the robotics industry. There are two roles in this role-playing exercise and each role represents a firm. The exercise highlights two elements: the interaction between buyer and seller and the cross-cultural communication between two different countries. The general information provides insights into the firm’s profile, robotics business of the country and the collaboration potential with a foreign firm. The general information also enables the representatives of their firms to seek for common interests between the two firms. The additional information for each role further details four issues and provides their own firm’s interests and concerns. This exercise aims to enable exercise participants to learn how to cope with different cultural norms through communication and how to engage in active listening to gather information accurately and effectively.

Teaching and learning

This item is suitable for postgraduate and executive education courses.

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Featured company

Anonymous company no. 1

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