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Compact case
Case
-
Reference no. 497-024-1
Authors: M Tuchinsky
Published by: INSEAD
Published in: 1997
Length: 3 pages
Data source: Published sources

Abstract

This is the first of a three-case series (497-024-1 to 497-026-1). It is a three person role-play exercise around the Elorg (USSR) and Nintendo of America negotiation. Nintendo has a two-person team. The primary issue is home video rights to ''Tetris''; parties have secondary issues as well. A good lead-in to cross-cultural, negotiation and power issues. Experiential learning - can be used to illustrate and discuss cross-cultural business communication and negotiation; team vs individuals in negotiations (dynamics within and between groups); bribes/ethics; and integrative techniques in a mixed motive situation. A background note ''Tetris Negotiation'' (497-024-5) is available to accompany this case series.
Location:
Other setting(s):
1989

About

Abstract

This is the first of a three-case series (497-024-1 to 497-026-1). It is a three person role-play exercise around the Elorg (USSR) and Nintendo of America negotiation. Nintendo has a two-person team. The primary issue is home video rights to ''Tetris''; parties have secondary issues as well. A good lead-in to cross-cultural, negotiation and power issues. Experiential learning - can be used to illustrate and discuss cross-cultural business communication and negotiation; team vs individuals in negotiations (dynamics within and between groups); bribes/ethics; and integrative techniques in a mixed motive situation. A background note ''Tetris Negotiation'' (497-024-5) is available to accompany this case series.

Settings

Location:
Other setting(s):
1989

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