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residents as menial help (maids, janitors) and service personnel (waiters, bell boys) while hiring Europeans for all reception, reservations, food services, and managerial positions.

CULTURAL BACKGROUND

Two groups will be selected by the teacher to present an analysis of the two cultures of negotiations in this case. For the African team, choose an appropriate country in the geographical region specified in the case. Discuss items mentioned in Chapter

Cultural Awareness in International Negotiations, such as (1) differing concepts of time, (2) the purpose of negotiations—deal versus relationship establishment, (3) the value and importance of protocol, and so forth, and (4) (not mentioned in Chapter 2) the burden of the colonial relationship between Europe and Africa on present negotiations. After each group has presented its culture, both teams will conclude by pointing out areas where, due to differences in the two cultures of negotiation, misunderstanding, frustration, and conflicts might occur.

QUESTIONS FOR DISCUSSION

What historical factors in the relation between European and African countries might make these negotiations difficult?

What can the Abenteuer team do to lessen the problems?

CASE

The case will consist of a preliminary meeting where Abenteuer Urlaub will present its proposal and the representatives from the Zanirian Ministry of Commerce will ask specific questions to try to get a better idea of the details.

Then the representatives from the ministry will discuss the initial proposal among themselves and decide whether further negotiations are worthwhile. In the event that they do, they will write a letter inviting Abenteuer for formal negotiations.

The Case Sequence

1. PRE-NEGOTIATION: Each side will prepare for the negotiations by discussing their negotiation strategy and filling out the Negotiations Worksheet and the Position Presentation Worksheet (Appendices 1 and 2, “Negotiating in English”, Эмерель Н.И.,

Григорьева Е.Ю.).

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2. RECEPTION: There is a certain amount of suspicion built into this negotiation. The Zanirians are skeptical of previous colonial powers and their intentions. They question whether the Germans are simply interested in exploiting the natural beauty of Zanir and repatriating the profits, and they wonder if the Germans realize the possible dangers of the cultural conflicts inherent in such a project. How environmentally conscious are the Germans, and how much have they considered the drain on the Zanirian water supply the proposed project will have? How interested are the Germans in contributing to Zanirian development through training and jobs, technology transfer, infrastructure improvement, and current accounts? Thus, they arrange a reception to get to know the Abenteuer Urlaub delegation and to sound out diplomatically and subtly the German's intentions.

3. THE FIRST MEETING: After introductions and some brief socializing where the Abenteuer Urlaub team thanks the Zanirians for the reception, Abenteuer Urlaub will present their concept. Drawings of the intended resort will be presented and the following details will be covered:

a.Layout of the Resort and Facilities. Will there be several high-rise buildings or many bungalows? Will there be a swimming pool, tennis courts, a golf course, infirmary, bars, discos? Presented by Freidrich Beck, Chief Architect.

b.Target Market. What is the intended target market, the "sun and fun" crowd of young singles and couples, families, the elderly? Presented by Uwe Stein, Head of Tourist Product Development.

c.Sanitation Facilities. Does Abenteuer plan to build their own sewage treatment

system or connect with the existing system? Presented by Kurt Berg, Chief Engineer. d. Water Consumption. How many liters of water per day will be consumed by the resort? Will it be tapped from the existing water supply or will the non-drinking water be processed from sea water? Who is expected to pay for the processing plant? Presented by Kurt Berg, Chief Engineer.

e. Employment. How many Zanirian nationals will be hired during the construction period and how many during the operation period? What level will these positions be on and what training will be provided? Presented by Hans Friedl, Comptroller.

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f. Supplies. What products will be purchased from local sources, and what will the annual revenues be for these sources? Presented by Hans Friedl, Comptroller.

The Zanirian delegation will ask questions after each segment is presented. Their team consists of: Mr. Abdlai N'Doya, Deputy Secretary of Tourism, who will head the team and ask questions pertaining to layout and facilities, ownership, and operations; Dr. Sidia Sallah, Chief Engineer for the Ministry of Interior, who will raise questions about water, roads, and sanitation; Mr. Кого Jaulara, Deputy Secretary of the Department of Employment, who will ask questions about employment; and Dr. Sankung M'Bye, Deputy Secretary of the Ministry of Agriculture, who will raise questions about the impact on the local farmers, including use of water and the purchasing of farm goods.

The team representing Abenteuer Urlaub will consist of the following persons: Head of Tourist Product Development, Uwe Stein, who heads the delegation; the Chief Engineer, Kurt Berg; the Chief Architect, Freidrich Beck; and the Comptroller, Hans Friedl.

4. THE SECOND MEETING: After the first meeting, the Zanirian delegation will meet to decide if further meetings are appropriate. If the delegation is negative to the project, they will express this in the form of a letter. However, if they wish to explore the possibility further, they will write a letter expressing the desire for a new meeting and set a date. In a letter of rejection, the Minister of Commerce will simply state that the ministry does not consider the project of a nature that serves the best interests of Zanir.A letter inviting Abenteuer to further discussions should set the tone and hint at the ministry's position. Expressions such as "We are looking forward to discussing further details of your project," "We are willing to hear details," or "In spite of some reservations to the original plan, we are willing to meet you for further discussion" suggest various tones which can be established in the letter.

5. THE THIRD MEETING: The Zanirian team will consist of the Permanent Secretary of the Ministry of Commerce, Mr. Кого Jobe, who will head the delegation, and the others who were at the first meeting. The Abenteuer Urlaub team will consist of the Head of Tourist Product Development, Owe Stein, who will head the delegation, and

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the others present at the first meeting plus a new member, Marianne Steinberg, the Head of the Legal Division. The meeting will begin with Uwe Stem's introduction of his team to the Permanent Secretary of the Ministry of Commerce, Mr. Кого Jobe, and the new member of his team to the other members of the Zanirian team. Those who were present at the first meeting will exchange pleasantries such as that it is good to see each other again and to be back in their beautiful country, and how nice it is to get away from the bad weather in Germany.

MEETING AGENDA

1.Reservations concerning the project as outlined in the first meeting. Here the Zanirian delegation will present areas of concern in relation to the project as it was outlined in the first meeting and Abenteuer will respond. (Questions that might be raised are the physical layout of the resort, the intended target market—especially if it is the sun and fun crowd, and the amount of food stuffs to be supplied by the local farmers).

2.Ownership of the resort. Will the resort be wholly owned by

Abenteuer or will ownership be shared with the Zanirian government?

3.Repatriation of profits. What percentage of the profits coming from the resort can Abenteuer transfer to Germany?

4.The covering of construction costs for the sewage system, a possible sea water conversion plant, and roads within the resort and to and from the airport.

5.Employment and training of Zanirian nationals. How many Zanirians will be hired? What kind of training will they receive? What positions can they hope to obtain in the resort?

If negotiations fail to reach an agreement, tell why.

6.FINAL AGREEMENT: If a final agreement is reached, it will be summarized and then written up in the form of a contract.

7.ANALYSIS OF THE NEGOTIATIONS: Make a presentation where the two teams present the contract arrived at and each team presents its strategy, its goals, and how successful they were in attaining their goals in the contract.