Showing all 2 results
Role SimulationsView Details
Canada-China Panda Acquisition Negotiation
Stephen WeissTwo-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
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 TatrallyayThis 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.