$0.00 – $6.00
Robert Ricigliano and Victor Issraelyan
Two-party, integrative international negotiation between representatives of two neighboring countries over compensation for pollution in one of the countries caused by an industrial accident in the other country
Veritas and Pulchra are neighboring countries with a long history of friendly, mutually beneficial relations. Recently, however, relations between the two countries have been strained due to a catastrophic industrial accident wherein a concentrated form of the Class M chemical pesticide DS-30 leaked from a chemical plant in Veritas near the Pulchran border, adversely affecting a large tract of Pulchran farmland. To comply with Pulchran regulations on Class M pesticides, a significant amount of Pulchran wheat had to be destroyed because of excessive exposure to DS-30.
Compensation and emergency relief to affected Pulchran farmers are central issues in that country's upcoming elections, but the Pulchran National Legislature is unwilling to appropriate any money without first getting some commitment from Veritas to pay for the damage it caused. There are a wide range of standards that the two countries could use to determine the amount and nature of compensation. Because of significant political concerns, negotiators from each country's Foreign Ministry have been asked to meet and settle this case quickly.
The case is designed for one negotiator on each side, though pairing participants and running the case as a 2-on-2 negotiation can also work. The participants should take approximately 30 minutes to negotiate. A review and discussion period requires 45-60 minutes.
- This simulation provides a good vehicle for illustrating various negotiation strategies. There are a fair number of interests with varying intensities, some shared, some dovetailing, and others conflicting. Options for joint gain are plentiful.
- The range of possible agreements is wide; by comparing agreements the usefulness of generating options should emerge.
- It almost always pays to maintain cordial working relations with adversaries, even in the face of substantial disagreement. Energy should be focused on solving the problem, not "beating" the other side.
For all parties:
- General Instructions
The following materials may also be distributed as handouts at the end of the exercise:
- Some possible Criteria for Establishing Reparations
- Illustrative Preparation Memo
Confidential Instructions for:
- Pulchra representative
- Veritas representative
- All of the above
Agenda control; Commitment; Information exchange; Interests; Legitimacy; Options, generating; Personality
|Time required:||1-2 hours|
|Number of participants:||2|
|Neutral third party present:||None|
|Teaching notes available:||No|
|Non-English version available:||French|