Olin Life in China (4th Edition) (https://culturescrossing.

com/olin-life-in-china )

NOTE: it takes a MINIMUM of 24 hours to receive your role

I. Introduction

On Wednesday 04November, you will be participating in a negotiation simulation during regularly

scheduled class time (*IMPORTANT NOTE: Although intended to be in person in China, this negotiation
is interrupted at the last minute by a global pandemic and must be completed virtually*). The goal of the
simulation is to replicate and experience, as accurately as possible, an actual negotiation between
individuals from different cultures. Specifically, the simulation involves an attempt by Olin Life Insurance
(a fictitious U.S. entity) to gain a license to sell its insurance services in China. The other party to the
negotiation is the Chinese Insurance Regulatory Commission (CIRC). Each of you is assigned a role to
play, which is indicated below.

If you don’t see your name assigned to a role, please be in touch as soon as possible!

Assignments to roles were generally made without regard to culture, gender, or existing teams. Thus, it
is your responsibility to attempt to replicate a negotiation style that remains culturally authentic (even
though we know, of course, that there are variations in communication and negotiation styles within
cultures). Fortunately, there is a wealth of information about China and how negotiating styles differ in
the information packets you will download, plus we have our course materials and discussions to help
guide you.

If you have been assigned a role that does not correspond with your gender, please feel free to change
the first name of the person whose role you’ve been given. For example, a man assigned to the role of
Erin Solomon might change the first name to Aaron.

IMPORTANT: For the actual negotiation session, please prepare and wear or present a name tag that
clearly specifies your name and organization (Olin Life or CIRC).