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SOCOFRANCE, S.A.: AN AMERICAN AND FRENCH NEGOTIATION SIMULATION. Co-authored with Gildas Quinquis.

In this negotiation simulation teams of students assume roles on a French or an American management team, or as observer/​evaluators. The two management teams negotiate the introduction of a new product into the European market. This simulation reveals the cross-cultural issues in French-American negotiations and related international negotiations. It demonstrates such negotiation concepts as integrative versus distributive bargaining, relative power of the negotiating parties, cultural ‘noise’ in negotiations, bargaining skills, and short versus long term relationships of the negotiating parties.

Copyright by THE JOURNAL OF MANAGEMENT EDUCATION. Please contact the journal (SEE LINK BELOW) directly for permission to use this case.

GILSON MANUFACTURING SAFETY PROGRAM (INCLUDES TEACHING NOTE)

Managerial dilemmas in implementing safety programs.

Funded by NIOSH, this case is in the public domain. It was also published in THE BUSINESS CASE JOURNAL Vol. 2, #1, Summer 1994, pp. 110-121.

WESTERN DISTRIBUTION CENTER (INCLUDES TEACHING NOTE)

A sequential case that involves students in planning an intervention to improve safety in a warehouse. Illustrates how managers can effectively use behavior modification principles to improve safety.

Funded by NIOSH, this case is in the public domain. It has been published in THE CASE RESEARCH JOURNAL (Spring 1994, pp. 112-119) and the PINNACLE DATA BASE.

HIGH-TECHNOLOGY, INC.: THE INTERNATIONAL BENEFITS PROBLEM (INCLUDES TEACHING NOTE)

A sequential case demonstrating some of the salary dilemmas faced by personnel administrators in international companies.

Please contact the author for permission to use this case.

BARBARA AND WILLIAM HAROLD: A CASE STUDY OF AMERICANS LIVING IN BELFAST, NORTHERN IRELAND

An American family tries to adjust to life in a foreign land, in this case Northern Ireland.

Please contact the author for permission to use this case.

THE SELF-SHAPING PROJECT AS A TOOL FOR TEACHING THE MANAGERIAL USES OF BEHAVIOR MODIFICATION (Co-authored with Brendan Bannister.)

A self-improvement project that demonstrates the strengths and weaknesses of behavior modification techniques for self-motivation.

Copyright by THE JOURNAL OF MANAGEMENT EDUCATION. Please contact the journal (SEE LINK BELOW) directly for permission to use this case. (JME was formerly THE ORGANIZATIONAL BEHAVIOR TEACHING REVIEW. The exercise was published in Vol. XI, No. 4, 1987-88.)