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Weiss, Stephen
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Role SimulationsView Details This product has multiple variants. The options may be chosen on the product page
Cross-Cultural Role-Play:
Canada-China Panda Acquisition Negotiation
Stephen Weiss
Two-team (6 person), multi-issue contract negotiation between Canadian zoo CEOs and representatives of Chinese organization responsible for giant panda loans -
Case Studies & ArticlesView Details This product has multiple variants. The options may be chosen on the product page
Negotiating About Pandas for San Diego ZooA case study about finding a satisfactory agreement with a difficult counterpart from a position of low power - all in an uncommon context
Stephen Weiss and Sarah Tatrallyay
This case study centers on the most challenging task for a negotiator: to reach a satisfactory agreement with a tough counterpart from a position of low power—and to do so in an uncommon context. The case concerns the executive director of a zoo in the U.S. who seeks two giant pandas, an endangered species, from their only source on the planet: China.
