International negotiations, careers and class wrap up

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International negotiations, careers and class
wrap up

• Session 27

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International arbitration

• International Court of Justice (under UN
  auspices)
• World Trade Organization
• Dispute settlement understanding
• Alternative dispute resolution
• Regional or bilateral treaties

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Negotiation Analysis

• BATNAs
• What will the parties do if they dont come to an
  agreement?
• Parties
• Who are the real parties to the negotiation?
• Interests
• What are their fundamental needs and priorities?

Source Harvard Business Review
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Negotiation

• Value
• How can value be created and who is likely to get
  it?
• Barriers
• What obstacles might prevent agreement and how
  can they be overcome
• Power
• How can the various parties influence the process
  and outcome?
• Ethics
• What is the right thing to do?

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IPCO in Thailand
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International negotiations -IPCO

• Importance of knowing who you are dealing with
• Differences in social norms
• Need to put points in audiences perspective

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Hong Kong Disneyland Goals of parties

• To persuade Walt Disney to contribute more equity
• To obtain a premium for land
• To persuade Walt Disney to maintain a long term
  stake
• To resist any attempt by Walt Disney to restrict
  HK from establishing other theme parks

• To minimize contribution of equity
• To bargain for free land
• To obtain tax concessions and a cash grant
• To maintain options of adding theme parks in HK

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The Walt Disney company provides the soya sauce
while the Government provides the
chicken Government is looking at the overall
impact of the project on the Hong Kong economy,
while Walt Disney is looking at the financial
return
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International career opportunities

• Good network of Utah companies that are exporting
• State Office of International Business
  Development http//www.utahtrade.com/
• Utah District Export Council
• Export Assistance Center, U.S. Dept of Commerce
  (Tel [phone])
• World Trade Association, Group of Honorary
  Consuls - Lee Martinez

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Career ctd

• Utah Information Technologies Association
  www.uitah.org (Companies with international
  operations, specific geographic markets
  identified)
• Utah Life Sciences Association
  http//www.utahlifescience.com/ (Search for jobs)

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Career opps. intnl organizations

• World Bank Group http//wbln0018.worldbank.org/HRS
  /hrs_www.nsf
• IMF - mainly economics emphasis
  http//www.imf.org/external/np/adm/rec/job/joboppo
  .htm
• European Union institutions European
  Commission, Council
• http//europa.eu.int/comm/recruitment/index_en.htm
  
• http//europa.eu.int/en/comm/dg09/career/en/addres
  s.htm
• http//ue.eu.int/concours/default.asp?langen
• Asian Development Bank (confined to citizens of
  member countries)
• http//www.adb.org/Employment/default.asp

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Career Center Resources

• http//www.business.utah.edu/career/jobs.htm
• Very exhaustive listing of international career
  opportunities
• Career fair link http//www.business.utah.edu/care
  er/fairs.htm

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Course summary

• Appreciation for the global environment
• Economic, political and social context
• Developing a cosmopolitan approach to business
• Knowing when to adapt and localize
• Underlying framework or thinking process
• Tool kit to work on problems (Corporate context)