Tetris Negotiation - Howard Lincoln (B)

Published 01 Jun 1997
Reference 4706
Region Global
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