Case Summary
This case is about the attempted procurement of two giant pandas fo
Case Summary
This case is about the attempted procurement of two giant pandas for the San Diego Zoo. Giant pandas are an endangered species located in China. The situation attracts worldwide attention from numerous stakeholders, some of whom oppose the procurement while others support it. The case, which is based on actual events, involves power, influence, managing stakeholder interests, and interpersonal relationships.
The case highlights a number of concepts:
Negotiations that occur face to face with negotiator
Negotiations the occur away from the face-to-face negotiations
Interests, power, leverage
The impact of alternatives
Communication
Planning for negotiation
Managing the interests of multiple stakeholders
Developing goals and limits
Instructions
Part 1
Read Negotiating about Pandas for San Diego Zoo , which can also be accessed from the R.E.C. text (select Library Resources on the navigation menu and search E-Reserves).
Weiss, S.E. (2012-13). Negotiating about Pandas for the San Diego Zoo (A), Case 2. In Lewicki, R.J., Barry, B.B. & Saunders, D.M., Negotiation: Readings, Exercises and Cases,7th ed., pp 636 – 653.
Review the case rubric outlined in the course syllabus for specific project criteria.
Familiarize yourself with the Creating a Case Study document to gain insights on developing a case study. Be sure to format your work in APA style.
Part 2
Develop a case analysis following the guidelines outlined in the Creating a Case Study document. For this analysis, you will assume the role of Douglas Myers. Incorporate the following questions into your analysis:
What are your goals compared to your Chinese counterparts?
What type of conflict may arise from the negotiation?
How would you describe the relationship between yourself and your Chinese counterparts? How might the relationship between the United States and China help or hinder the negotiation?
Realizing that you are in a lower power position, what is your plan for the negotiation? (Outline your plan based on the 10 steps discussed in Lesson 6.)
What is your BATNA?
What are your interests (as opposed to your position)? What are the other party’s interests?
What are options for mutual gain?
As part of your analysis, find at least three quality sources to cite which will help to strengthen your analysis. Be sure to use APA formatting.