THE INTERNATIONAL COLA ALLIANCE

1
THE INTERNATIONAL COLA ALLIANCE
2
STEP 3

• Everyone in a group should pin a copy of your
  countrys flag motto on himself or herself in a
  visible place
• Three representatives from your group are to
  negotiate the arrangements for International
  Colas facilities with the representatives from
  the other delegations.
• Representatives introduce themselves to one
  another on an individual basis
• Then representatives should form a circle in the
  center of the room with their delegations behind
  them.
• Briefly describe their countries, state their
  positions, begin negotiations.

3
NEGOTIATIONS

• Representatives should make an effort to use
  their new language at least three times. They
  should not use English for any of the six phrases
  listed.
• Delegation representatives the other members of
  their groups may communicate with one another at
  any point during the negotiation, but only in
  writing
• Group members may also communicate among
  themselves, but only in writing during the
  negotiation
• Any group or representative may ask for a side
  meeting with one or more of the other groups
  during the negotiation. Side meetings may not
  last more than five minutes. (continued)

4
MORE CONCERNING NEGOTIATIONS

• At any time in the negotiation, the delegation
  may change its representative. When such a
  change is made, the new representative the
  other delegates must reintroduce themselves
  greet one another
• Those members of each delegation who are not
  directly negotiating should be active observers.
• Use the observer sheet to record situations in
  which other groups insulted them, shamed them, or
  were otherwise offensive.
• At the end of 45 minutes, the negotiation will
  conclude whether or not an agreement has been
  reached.

5
BEGINNING OF DISCUSSION

• Each group begins by reading their profile sheet
  3 aloud
• A reporter should note some of the events in
  which members of other delegations caused them
  shame, embarrassment, so forth.
• Following this will be open discussion of the
  meaning of what took place

6
QUESTIONS FOR DISCUSSION

• What role did cultural differences play in the
  various phases of the negotiation process? Be
  careful not to overlook the introductory phase.
  Was the negotiation frustrating? Satisfying?
  Other? Why?
• At any time, did delegations recognize the
  cultural differences between themselves the
  others? If so, was any attempt made to try to
  adapt to another countrys norms? Why? Why not?
  Wold there have ben a benefit in doing so? Why?

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QUESTIONS FOR DISCUSSION

• What role did language differences play during
  the negotiation? What was the effect of lack of
  understanding or miscommunication on the process?
• Did the delegations from various countries
  attempt to find mutual goals interests despite
  their differences? In what ways were the best
  interests of the overall plan subjugated to the
  individual interests of each country? What
  rhetoric was used to justify the personal
  interests?

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LAST QUESTION

• To what degree did groups construct their
  countries to best justify their position? In
  situations where this happened, did it work?
  Why? Why not?

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MIDTERM EXAMINATION 3/3/2003

• Multiple Choice
• Short answer
• Mini case

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COVERAGE ON 5/3/2003

• TOPIC Strategic Planning
• Read chapter 9
• Video McDonalds Everywhere
• Internet exercise Dropping in on Dell Computer,
  p. 276 (debate in class see syllabus)
• Go East, Young People Go East, p. 276
• Integrative case Cultural Differences Doom an
  Alliance, pp. 370-371