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Russian Negotiation Report

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Russian Negotiation Report (Director of the Archives)

1. What, in general, did you learn about negotiation from the simulation? What surprised you? What would you do differently?

The pub was chosen to be the place to meet. It was meant to be a friendly place with drinks so that barriers would be broken. Of course, given it was just a simulation and we actually knew each other as friends, I’m guessing the real world scenario would be slightly different, or at least the effect of choosing a friendly place would have different impact than I would imagine. That being said, I did notice that in an environment with a lot of background noise (I remember a basketball game was on), people tend to speak loudly, which leads them to be looser in the way they talked. Interestingly, that led some people to make serious accusations to their counterparts. Then again, it was a simulation and this effect would probably be less probable in real life.

The minister was a bit late to the meeting. That didn’t give us enough time to prepare with the minister. That was a huge mistake. It appeared that the minister had a lot of information that we didn’t know and could’ve used to better the outcome of the negotiation and avoid disagreements within our Russian side. For example, the minister had a clear demand of receiving %50 of the revenues, while Pipeline wanted to split the profit 50-50. Because the minister didn’t communicate this radical demand with the cultural attaché beforehand, the attaché sided with the Americans on their suggestion of splitting the profit instead of splitting the revenue, given that Pipeline will be taking care of operational costs.

2. How did the actual outcome of the agreement (if any) compare to the pre-negotiation strategy you developed? How do you correlate preparation with outcome?

As the Russian Archivist, I believe the outcome

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