Your instructor will separate the class into two negotiation teams. One team is from the United States; the other team is from Mexico. You are to respond from the cultural perspective of your country (either the United States or Mexico). The U.S. corporation desires to lower its cost of production and believes it can do so by manufacturing in Mexico. However, because the U.S.

firm does not have experience manufacturing in Mexico, it wants to negotiate with Agua Manufacturing in Mexico. The management of Agua Manufacturing is anxious to do the production for the U.S. corporation because it has excess capacity.

The negotiations will take place in Mexico so that the U.S. representatives will be able to see and evaluate the facilities. Answer the following questions from the point of view of the Mexican negotiation team and the U.S. negotiation team.

You will probably need to research the cultural background of Mexico and the United States.

Remember that even if you were born and reared in the United States, it is sometimes difficult to see yourself as others see you.

1. Explain the negotiation perspective, environment, and negotiation situation.

2. Where do you expect there to be common interests, conflicting interests, and compromises?

What is the criterion for achievement?

3. What is your negotiation strategy? What are your tactics?

4. How important is culture in this situation?