Cross-Cultural Negotiations

An infectious disease crisis of global proportions is today threatening hard-won gains in health and life expectancy. Infectious diseases are now the world’s biggest killer of children and young adults. They account for more than 13 million deaths a year—one in two deaths in developing countries. Over the next hour alone, 1,500 people will die from an infectious disease—over half of them children under 5 years old. Of the rest, most will be working-age adults—many of them parents. Both are vital age groups that countries cannot afford to lose, according to the World Health Organization Infectious Disease Report (source:

Because of the lack of profitability, Global Drugs Inc. (GDI), a U.K. manufacturer and distributor of pharmaceuticals, has decided to stop selling Wipeout, a potent antibiotic used by third world nations. Over the course of the next week, your team will take on roles, assigned by your instructor, as members of the cabinet for the Prime Minister of Burundi, a heavy user of this medicine, and the executive leadership at GDI.

The job of the Burundi contingent is to convince the GDI team to continue to manufacture and distribute Wipeout. The GDI team should react and respond to the proposals from the Burundi officials. These discussions will take place between Day One and Day Five.

The discussion begins with the Burundi representative creating a convincing case as to why GDI should continue to manufacture and distribute Wipeout.

Resource: World Health Organization Infectious Disease Report at

Following the completion of the negotiations, each Learning Team must come together to review the transcript of the discussions and address the following:

How do your experiences in this exercise compare to what the text says are the protocols for cross-cultural negotiations?
How did your negotiation strategy reflect your cultural values?
How would you construct a negotiation strategy to appeal to the cultural values of your negotiation counterparty?

Write a 700- to 1,050-word paper integrating your findings.

Note. Your paper must discuss your responses to the three questions above—not a philosophical position on GDI and the manufacture of Wipeout.

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