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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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Presentation Transcript
briefing agenda
BRIEFING AGENDA
  • Overview of FINS project
  • Key issues
  • Potential negotiation relationships
  • Assignment / discussion of roles
  • Negotiation process
  • Graded assignments
  • FINS Schedule
team assignments
MNCs

Megatronics

EuroData

Tanaka

Local Firms

Tropimatics

Systrop

ElectroParadys

ParaInfo

TEAM ASSIGNMENTS
  • East Tropicalia
  • West Tropicalia
  • Paradiso

Governments

mncs megatronics tanaka eurodata
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.
local firms parainfo systrop tropimatics electroparadys
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.
governments paradiso east tropicalia west tropicalia
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
fins intl strategy and entry mode
FINS Intl. Strategy and Entry Mode

Tanaka

Europe

North America

Country of Paradiso

Country of Tropicalia

Electro-

Paradys

SysTrop

TropiMatics

ParaInfo

entry mode decision matrix
Entry Mode Decision Matrix

Hi

Strategic Importance

of Country

Lo

Hi

Resources,

Control,

Risk

Lo

Lo

Hi

Stand-alone Attractiveness

of Country

slide10

Entry Mode Decision Framework

ControlResourcesRiskDissem.

Low

Low

Low

High

Licensing

Exporting

Intermediaries

Direct

Joint Venture

Wholly-owned

Subsidiary

High

High

High

Low

potential negotiation relationships
Potential Negotiation Relationships

MNC1

MNC2

Local Firma

Local Firmb

GovernmentY

GovernmentX

initial contact
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
written reports and briefs
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
pre negotiation strategy report
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.
post negotiation reports
Post-Negotiation Reports
  • Entry Mode & Strategy Report
  • Transaction (Non-transaction) Report(s)
  • Negotiation Process and Outcome Report
post nego strategy entry report 5 pages of text max unlimited appendix items
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
post negotiation transaction report s
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
post negotiation process report 2 3 pages of text max unlimited supporting documentation
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
post negotiation process report cont
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.
negotiation outcome conclusions 1 page
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?