PONTIFICIA UNIVERSIDAD CATÓLICA DEL ECUADOR

INTERNATIONAL NEGOTIATION STRATEGIES

PREPARING TEMPLATE

1. What are our interests? Indicate in order of priority:

● Cooperative research projects (scientific exchanges)
● Order of the panda visits within Canada
● Duration
● Fee
2. What are our alternatives?
● Acquire pandas first, and with good care get them to breed within Calgary.
● Acquire the pandas first and contribute to their care by introducing them to the
wild.
● Do not acquire pandas first and lose your position as the first Canadian zoo to
house animals, pandas.
● Achieve a good economic and scientific agreement to achieve more in the
future, and mutual benefits with CAZG.
3. What is the number of our alternatives?
Four
What is the quality of our alternatives?
The quality of our alternatives are good considering that the objectives are generally the
acquisition of pandas for cooperative research projects but also to have the pandas for
visits in the Zoo which does not cause damage to the community but rather is a benefit
where all parties are winning.
How prepared are we to actually use our alternatives?
We are prepared because we know that we can come to a negotiation if the other party
so desires since the acquisition of pandas are not for profit purposes per se and on the
other hand, the community will be very attracted to them.
In addition, taking into account the risks and so on, you can easily negotiate the
supervision of people in China who are daily controlling the treatment and feeding of
pandas.
What is the best-case scenario and our walk-away point on individual issues?
Get into an agreement for cooperative research projects, also an order to get the pandas
to visit Canada, the amount of time they will spend in our zoo and we can reduce annual
fees (less than $1 million) in order to spend less so that our budget fits all the expenses
of the renovation and the resources the pandas need.
Our walk away point will be the best part where we can meet our necessities with the
budget we had, so we can manage all the previous requirements.
Are there any cross-cultural issues that must be taken into account?
PONTIFICIA UNIVERSIDAD CATÓLICA DEL ECUADOR
INTERNATIONAL NEGOTIATION STRATEGIES

As Canada and China are really different countries we must take into account when we
negotiate with China that they are so careful with their people and such a meaningful
animal for them like a Panda, they will be really careful to give them the best
commodities in order to keep increasing their number of especies.
From: Robert Ibsen: Real Negotiations.
© Samfundslitteratur 2014