Subject category:
Human Resource Management / Organisational Behaviour
Published by:
INSEAD
Length: 3 pages
Data source: Published sources
Abstract
This is the second 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.
About
Abstract
This is the second 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.