Investment and Finance Role-Play:

Foreign Direct Investment in Mandoa


Michèle Ferenz, Stan Byers, and David Fairman with assistance from Professor Lawrence Susskind

A facilitated multi-party negotiation among government officials regarding the design of a foreign direct investment strategy that balances economic, societal, and environmental concerns


Please note: you must order a copy (a.k.a. license/usage fee) for every person participating in the simulation in your course. This simulation has multiple roles, so you will be unable to complete your purchase without meeting the minimum quantity requirement of copies per role.

Read more.

PON Teaching Negotiation Resource Center

Close window

Soft copy vs. hard copy

You may order this role simulation in either soft copy (electronic) or hard copy (paper) format. If you select the soft copy option, you will receive an e-mail with a URL (website address) from which you may download an electronic file in Adobe Acrobat PDF format. You will have one week to download your materials from when you receive the email. You are then only authorized to use, print, or share the materials as many times as the number of copies you purchase. The TNRC charges for use of this simulation on a per-participant basis. Therefore, you must purchase a separate copy of this simulation for each person who will be participating, regardless of the number of roles in the simulation. You will only receive a link to one electronic file, which includes all general instructions, confidential instructions, and any teaching notes for the simulation. You should separate out the instructions before distributing to participants.

If you select the hard copy option, you will receive paper copies of this role simulation via the shipping method you select.

For additional information about the soft copy option, please visit our FAQ section, or contact the PON Teaching Negotiation Resource Center at or 800-258-4406 (within the U.S.) or 301-528-2676 (outside the U.S.).

Please note: At the present time, Teaching Negotiation Resource Center soft copies are compatible with the following versions of the Adobe Acrobat Reader: English, German, French, Spanish, Swedish, Portuguese, Japanese, and Korean. If you have a different version of the Acrobat Reader, you may wish to download one of these at, or contact the PON Teaching Negotiation Resource Center at, 800-258-4406 (within the U.S.), or 301-528-2676 (outside the U.S.) for further assistance. This restriction does not apply to the freely available Teacher’s Package Review Copies.

Ordering a single copy for review

If you wish to review the materials for a particular role simulation to decide whether you’d like to use it, a PDF, or soft copy, version of the Teacher’s Package for the simulation is available as a free download from the description page of most role simulations and case studies. All Teacher’s Packages include copies of all participant materials. In addition, some Teacher’s Packages (but not all) include additional teaching materials such as teaching notes or overhead masters.

Ordering copies for multiple participants

To order multiple copies of a role simulation for use in a course or workshop, simply enter the total number of participants in the box next to “Quantity.” There is no need to calculate how many of each role is required.

If you are ordering hard copies, the Teaching Negotiation Resource Center will calculate the appropriate numbers of each role to provide, based on the total number of participants. For example, if you wish to order a 2-party role simulation for use with a class of 30 students, you would enter “30” in the box next to “Quantity.” You then would receive 15 copies of one role and 15 copies of the other role, for use with your 30 participants. As another example, if you ordered 30 participant copies of a 6-party role simulation, you would receive 5 copies of each role.

In the event that the number of participant copies you order is not evenly divisible by the number of roles in the simulation, you will receive extra copies of one or more roles. Participants receiving the extra roles may partner with other participants playing the same role, thus negotiating as a team. So, for instance, if you ordered 31 copies of a 2-party role simulation, you would receive 15 copies of the first role and 16 copies of the second role. One of the participants playing the second role would partner with another participant playing that same role, and the two would negotiate as a team.

Bulk Pricing Discount

For bulk orders, we offer the following pricing discounts. Please note that these only apply to bulk orders of the same simulation.

  • Between 100-250 copies – 10% discount
  • Between 251-500 copies – 25% discount
  • More than 500 copies – 50% discount
Log In or Register to download the free Teacher's Package Sample.


This exercise is designed to serve as a concrete basis for discussion of the choices faced by developing countries in designing a foreign direct investment strategy. It highlights the obstacles and opportunities presented by the imperative to integrate – and strike a balance among – the three pillars of sustainable development: economy, society, and environment.



The hypothetical nation of Mandoa faces many challenges typical of developing countries today: an economy based largely on the export of agricultural products affected by declining terms of trade, rural poverty leading to mass migration to urban areas, an impending health crisis related to the spread of HIV/AIDS, and environmental deterioration. A large multinational corporation, ACOM, is proposing to invest in two large projects: an aluminum smelting plant located in Mandoa’s capital, Chimbesi, and an inland dam that will provide sufficient energy to the industrial complex as well as other users. Mandoa’s government needs to make a decision as to whether and under what conditions and constraints, if any, it will allow ACOM to operate.

The exercise is conducted in groups of seven, including two Ministers of Trade and Industry, two Ministers of the Environment, two Ministers of Social Development, and a Prime Minister who facilitates the discussion and makes the ultimate decision regarding the terms and conditions of any foreign direct investment.

Potential debriefing topics include consensus-building techniques within a political context, the role of the facilitator/decisionmaker, and the tensions between more efficient vs. more inclusive decisionmaking.



For all parties:

  • General Instructions


Confidential Instructions for:

  • The Minister of Trade and Industry (including the ICC Business Charter for Sustainable Development)
  • The Minister of the Environment (including the Dow Jones Sustainability Group Index)
  • The Minister of Social Development (including the OECD Guidelines for Multinational Enterprises)


Teacher's package includes:

  • All of the above
  • Teaching note

Foreign Direct Investment in Mandoa Attributes

Time required: 2-3 hours
Number of participants: 7
Teams involved: Yes
Agent present: None
Neutral third party present: Facilitator
Scoreable: No
Teaching notes available: Yes