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FINS

FINS . F OREIGN I NVESTMENT N EGOTIATION S IMULATION. BRIEFING AGENDA. Overview of FINS project Key issues Potential negotiation relationships Assignment / discussion of roles Negotiation process Graded assignments FINS Schedule. MNCs Megatronics EuroData Tanaka .

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FINS

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  1. FINS

  2. FOREIGN INVESTMENT NEGOTIATION SIMULATION

  3. BRIEFING AGENDA • Overview of FINS project • Key issues • Potential negotiation relationships • Assignment / discussion of roles • Negotiation process • Graded assignments • FINS Schedule

  4. MNCs Megatronics EuroData Tanaka Local Firms Tropimatics Systrop ElectroParadys ParaInfo TEAM ASSIGNMENTS • East Tropicalia • West Tropicalia • Paradiso Governments

  5. MNCs: Megatronics, Tanaka, EuroData • Invest in emerging markets? • International strategy • Entry mode: Risk, resource, control trade-offs • Type of plant, finished product vs. components • Bargaining power vs. local firms, govt.

  6. LOCAL FIRMS:ParaInfo, SysTrop, TropiMatics, ElectroParadys • Enter industry? • Industry entry mode: alone, JV, SOE? • How to facilitate MNCs entry into country • Access to technology • Government support • Bargaining power vs. MNCs, govt.

  7. GOVERNMENTs: Paradiso, East Tropicalia, West Tropicalia • Policies for industry structure, access • Economic integration • Favorable aspects of FDI • Labor • High technology • Taxes • Imports vs. exports • Unfavorable aspects of FDI • Dependence • Low technology

  8. FINS Intl. Strategy and Entry Mode Tanaka Europe North America Country of Paradiso Country of Tropicalia Electro- Paradys SysTrop TropiMatics ParaInfo

  9. Entry Mode Decision Matrix Hi Strategic Importance of Country Lo Hi Resources, Control, Risk Lo Lo Hi Stand-alone Attractiveness of Country

  10. Entry Mode Decision Framework ControlResourcesRiskDissem. Low Low Low High Licensing Exporting Intermediaries Direct Joint Venture Wholly-owned Subsidiary High High High Low

  11. Potential Negotiation Relationships MNC1 MNC2 Local Firma Local Firmb GovernmentY GovernmentX

  12. INITIAL CONTACT • Get Yahoo! or Hotmail e-mail account • e.g., Tanaka@yahoo.com • Send e-mail address to walter.ferrier@uky.edu ASAP • Public Statements (required via MGT 610 LISTSERV) • Team Name/Role • Team Members • Contact Information • Advertisements/RFP’s (optional) • Private RFP’s and Solicitations (optional) • Direct contact between players

  13. Written Reports and Briefs • Pre-Negotiation Strategy Report • Due Mon., APR 4 • Post-Negotiation Reports • Entry Mode & Strategy Report • Transaction (Non-transaction) Report • Negotiation Process and Outcomes Report • Due Monday, APR 11

  14. Pre-Negotiation Strategy Report • Intended End-Game Position (~2-3 pages) • Details about desired entry mode and international strategy – or policy/economic objectives and policy specifics • Negotiation Game Plan (~1-2 pages) • Key parties • Issue priorities • Process strategies/tactics • Internal Decision Process (~1/2 page) • Authority, information processing, decision-making • Key Contingencies (~1/2 page) • Alternatives, fall-backs, last resort, etc.

  15. Post-Negotiation Reports • Entry Mode & Strategy Report • Transaction (Non-transaction) Report(s) • Negotiation Process and Outcome Report

  16. Post-Nego Strategy/Entry Report (5 pages of text MAX … unlimited appendix items) • Details of current/future situation and actions regarding: • Entry mode • International strategy and operations • Organizational structure • (Government: Future policies package) • Make explicit use of these frameworks

  17. Post-Negotiation Transaction Report(s) • Agreements/Contracts • Each multi-party “agreement” (~1-3 pages) • Type and purpose of project • Partners, ownership, structure, control, etc. • Agreements on other key issues • Non-Agreement Briefing (~2-3 pages) • Why no agreement? • Process and substantive barriers to agreement • Future process and/or substantive alternatives

  18. Post-Negotiation Process Report2-3 pages of text MAX … unlimited supporting documentation • Negotiation Process • Which parties? • Timeline • Negotiation Issues/Points • What were they? • Link to entry mode and/or international strategy • Negotiation strengths vs. weaknesses • Negotiation issues won vs. lost

  19. Post-Negotiation Process Report (cont.) • Negotiation Contact • Mode, frequency, and substance • Bilateral vs. multilateral • Documentation • Agenda, progress, commitments, unresolved issues, process, etc. • Use of Media/Press • Individual press releases, joint communiqués, etc.

  20. Negotiation Outcome Conclusions (1 page) • Governments • Influence of policy package on entry mode and strategy? • MNCs • ‘Intended’ versus ‘realized’ entry mode/strategy? • Local Firms • ‘Intended’ versus ‘realized’ role in facilitating MNCs local entry mode and their overall international strategy?

  21. FINS CALENDAR

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