Agenda (Topics) Specific Items for Negotiation (non-exhaustive) Contract duration How many years (in total) will the overall loan last? Visit sequence and Which zoo will host pandas first second, and third? Beginning when (year)? duration For how long at each zoo? Offspring If a cub is born in a Canadian zoo, what are the zoo's rights and responsibilities? Who owns the cub? Are fees involved? What if the proffered "breeding pair" does not breed? Research and Can the CDNP pursue panda research that goes beyond the cooperative publications (joint) research plan? Can CDNP researchers collect their own scientific samples from pandas? How often will the parties review their joint research progress? Who will own the output (copyright) of this research? Disputes and How will unforeseen issues be handled? May the pandas be returned or termination exchanged? What conditions allow for termination of the loan (contract)? Your Objectives. You want to work with your Canadian partners and Chinese counterparts to maximize the benefits of joint research but you also want Calgary Zoo to build on its expertise in the re-introduction of endangered species to their natural habitats. In particular, you would like to see Calgary Zoo lead any international initiatives in this area. Ultimately, your goal is to raise public awareness and the effectiveness of animal conservation programs as a whole, especially in Canada. CAZG officials have stated that the panda fee (often called a contribution to conservation) is "non-negotiable" at US$1 million per year for a breeding pair of pandas. However, Calgary Zoo cannot afford to pay that fee plus related costs for 10 years, the standard contract length. New zoo exhibitions offer a diminishing rate of return, as the number of visitors drops over time and costs remain high. A giant panda exhibit at Calgary Zoo is projected to be net income positive for the first 5 years but negative thereafter (see Figure 1). With your zoo's resources and mission, however, you need not be strictly limited by these financials. (Assume C$1=US$1.) With respect to panda offspring (and visit duration), you hope to see a cub born at Calgary Zoo so that your scientists can study the mother-cub relationship. That would influence re-introduction plans. Female pandas are only fertile 3 days a year, usually bear one cub, and take 3 years to raise it. They usually reproduce over a 15-year period, beginning when they are 5 years old. Final Instructions. After reading this material and taking time for individual planning, you will have 20 minutes to meet with your Canadian teammates and prepare for 40 minutes of negotiation with the three-person CAZG team. They are: WANG Zhongping the vice-president and secretary general of CZAG; MA Zhong, the deputy secretary of CAZG; and WU Hong, a staff member from CAZG. You need not-and should not expect to-reach a comprehensive agreement within the 40- minute negotiation period, but do try to conclude good agreements on your most important concerns. (In your individual and team planning, make sure to determine your priorities.) Set aside any foreknowledge you have about the real outcome, and focus on the counterparts whom you will face here. What matters is their behavior-in combination with your persuasiveness and creativity. Agenda (Topics) Specific Items for Negotiation (non-exhaustive) Contract duration How many years (in total) will the overall loan last? Visit sequence and Which zoo will host pandas first second, and third? Beginning when (year)? duration For how long at each zoo? Offspring If a cub is born in a Canadian zoo, what are the zoo's rights and responsibilities? Who owns the cub? Are fees involved? What if the proffered "breeding pair" does not breed? Research and Can the CDNP pursue panda research that goes beyond the cooperative publications (joint) research plan? Can CDNP researchers collect their own scientific samples from pandas? How often will the parties review their joint research progress? Who will own the output (copyright) of this research? Disputes and How will unforeseen issues be handled? May the pandas be returned or termination exchanged? What conditions allow for termination of the loan (contract)? Your Objectives. You want to work with your Canadian partners and Chinese counterparts to maximize the benefits of joint research but you also want Calgary Zoo to build on its expertise in the re-introduction of endangered species to their natural habitats. In particular, you would like to see Calgary Zoo lead any international initiatives in this area. Ultimately, your goal is to raise public awareness and the effectiveness of animal conservation programs as a whole, especially in Canada. CAZG officials have stated that the panda fee (often called a contribution to conservation) is "non-negotiable" at US$1 million per year for a breeding pair of pandas. However, Calgary Zoo cannot afford to pay that fee plus related costs for 10 years, the standard contract length. New zoo exhibitions offer a diminishing rate of return, as the number of visitors drops over time and costs remain high. A giant panda exhibit at Calgary Zoo is projected to be net income positive for the first 5 years but negative thereafter (see Figure 1). With your zoo's resources and mission, however, you need not be strictly limited by these financials. (Assume C$1=US$1.) With respect to panda offspring (and visit duration), you hope to see a cub born at Calgary Zoo so that your scientists can study the mother-cub relationship. That would influence re-introduction plans. Female pandas are only fertile 3 days a year, usually bear one cub, and take 3 years to raise it. They usually reproduce over a 15-year period, beginning when they are 5 years old. Final Instructions. After reading this material and taking time for individual planning, you will have 20 minutes to meet with your Canadian teammates and prepare for 40 minutes of negotiation with the three-person CAZG team. They are: WANG Zhongping the vice-president and secretary general of CZAG; MA Zhong, the deputy secretary of CAZG; and WU Hong, a staff member from CAZG. You need not-and should not expect to-reach a comprehensive agreement within the 40- minute negotiation period, but do try to conclude good agreements on your most important concerns. (In your individual and team planning, make sure to determine your priorities.) Set aside any foreknowledge you have about the real outcome, and focus on the counterparts whom you will face here. What matters is their behavior-in combination with your persuasiveness and creativity