Summary
Tetris Negotiation Howard Lincoln
Tetris Negotiation Minoru Arakawa
This case is a three-person role-play exercise around the Elorg (USSR) and Nintendo of America negotiation. Nintendo has a two-person team. The primary issue is home video rights to Tetris; parties have secondary issues as well. A good lead-in to cross-cultural, negotiation and power issues. Material includes background, role information and teaching note.
Teaching objectives
Experiential learning - can be used to illustrate and discuss cross-cultural business communication and negotiation; team vs. individuals in negotiations (dynamics within and between groups); bribes/ethics; integrative techniques in a mixed motive situation.
Keywords
- NEGOTIATION
- EXERCISE (OR) ROLE PLAY (OR) SIMULATION
- CROSS-CULTURAL
- INTERNATIONAL
- BARGAINING
- USSR
- JAPAN
- USA