Abstract
This case involves the negotiation of a wine distributorship between an Australian winery and a United States distributor. The simulation requires students to face common problems in international negotiations, such as price, terms of shipment, choice of law, and foreign exchange risk. The case can be adapted for other countries by changing the countries names. Yarra is appropriate for negotiation or international business classes at the graduate or advanced undergraduate level. The case is ideally suited for a negotiation between students at universities in different countries, but it can be issued successfully in one class. Allow four to six weeks depending on whether e-mail is used, to complete the negotiation. This case was sponsored by the Indiana University CIBER Case Collection.
About
Abstract
This case involves the negotiation of a wine distributorship between an Australian winery and a United States distributor. The simulation requires students to face common problems in international negotiations, such as price, terms of shipment, choice of law, and foreign exchange risk. The case can be adapted for other countries by changing the countries names. Yarra is appropriate for negotiation or international business classes at the graduate or advanced undergraduate level. The case is ideally suited for a negotiation between students at universities in different countries, but it can be issued successfully in one class. Allow four to six weeks depending on whether e-mail is used, to complete the negotiation. This case was sponsored by the Indiana University CIBER Case Collection.
Settings
Related