A. Role for Roland—Ugli Orange Case

You are Dr. P. W. Roland. You work as a research biologist for a pharmaceutical firm. The firm is under contract with the government to do research on methods to combat enemy uses of biological warfare.

Recently several World War II experimental nerve gas bombs were moved from the U.S. to a small island just off the U.S. coast in the Pacific. In the process of transporting them two of the bombs developed a leak. The leak is presently controlled but government scientists believe that the gas will permeate the bomb chambers within two weeks. They know of no method of preventing the gas from getting into the atmosphere and spreading to other islands, and very likely to the West Coast as well. If this occurs, it is likely that several thousands of people will incur serious brain damage or die. You’ve developed a synthetic vapor, which will neutralize the nerve gas if it is injected into the bomb chamber before the gas leeks out. The vapor is made with a chemical taken from the rind of the Ugli orange, a very rare fruit.

Unfortunately, only 4,000 of these oranges were produced this season. You’ve been informed, on good evidence that a Mr. A. H. Cardoza, a fruit exporter in South America, is in possession of 3,000 Ugli oranges. The chemicals from the rinds of this number of oranges would be sufficient to neutralize the gas. If the serum is developed and injected efficiently. You have been informed that the rinds of these oranges are in good condition. You have also been informed that Dr. L. W. Jones is also urgently seeking purchase of Ugli oranges and he is aware of Mr. Cardoza’s possession of the 3 000 available. Dr. Jones works for a firm with which your firm is highly competitive. There is a great deal of industrial espionage in the pharmaceutical industry. Over the years, your firm and Dr. Jones’ firm have sued each other for violations of industrial espionage laws and infringement of patent rights several times. Litigation on two suits is still in process. The Federal government has asked your firm for assistance. You’ve been authorized by your firm to approach Mr. Cardoza to purchase the 3,000 Ugli oranges. You have been told he will sell them to the highest bidder. Your firm has authorized you to bid as high as $250,000 to obtain the rind of the oranges. Before approaching Mr. Cardoza, you have decided to talk to Dr. Jones to influence him so that he will not prevent you from purchasing the oranges.

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INT 660 Case Study: Arab-Style Negotiation Guidelines and Rubric After reviewing the Mini-Case: Arab-Style Negotiation (found on pages 214–216 of the textbook), students will answer the following questions: 1. When conducting negotiations with Arab negotiators, the Western style of negotiation can be counterproductive. Explain why. 2. Using wasta is an accepted business practice in the Arab world. What is wasta? What are the advantages of using it as seen through the eyes of Arab managers? 3. Describe some similarities and differences in negotiation styles between Arab-style negotiation and negotiation styles in your chosen country. Guidelines for Submission: Your case study should follow these formatting guidelines: Use of at least one source, one to two pages double-spaced, 12-point Times New Roman font, one-inch margins, and citations in APA format. Instructor Feedback: This activity uses an integrated rubric in Blackboard. Students can view instructor feedback in the Grade Center. For more information, review these instructions. Critical Elements Exemplary (100%) Proficient (90%) Needs Improvement (70%) Not Evident (0%) Value Western and ArabStyle Negotiations Meets “Proficient” criteria and substantiates ideas with clear and relevant examples Explains how the Western style of negotiations can be counterproductive when conducting business in the Arab world Does not sufficiently explain how the Western style of negotiations can be counterproductive when conducting business in the Arab world Does not explain how the Western style of negotiations can be counterproductive when conducting business in the Arab world 30 Wasta Business Practices Meets “Proficient” criteria and substantiates ideas with clear and relevant examples Describes wasta business practices and identifies the advantages of using wasta from an Arab manager’s perspective Includes description of wasta but does not identify advantages of using the business practice from an Arab manager’s perspective Does not include a description of wasta business practices 30 Arab vs. Selected Country Negotiation Styles Meets “Proficient” criteria and substantiates ideas with clear and relevant examples Compares and contrasts similarities and differences in negotiation styles between Arab style negotiation and negotiation styles in student’s chosen country Compares similarities and differences in negotiation styles but does not provide clear and concise distinctions between the two countries Does not include a comparison of the two countries’ negotiation styles 30 Articulation of Response Submission is free of errors related to citations, grammar, spelling, syntax, and organization and is presented in a professional and easy to read format Submission has no major errors related to citations, grammar, spelling, syntax, or organization Submission has major errors related to citations, grammar, spelling, syntax, or organization that negatively impact readability and articulation of main ideas Submission has critical errors related to citations, grammar, spelling, syntax, or organization that prevent understanding of ideas 10 Earned Total 100%

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