Rio Copa: A Negotiation Simulation
In this negotiation simulation, students play the role of H.P. Costa, the president and majority stockholder of a Latin American spice and seasoning company, and P.J. Green, a vice president of business development at CPC. CPC International has targeted Rio Copa as a potential acquisition. Many important points have already been resolved, but Costa and Green must reach agreements on four remaining issues including financing, non-compete periods, family employees, and contingent liability. How can the two parties negotiate the best possible terms for their respective parties?
Case id: 080402
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Professor Bontempo studies international comparative management, including international negotiations and cultural differences in decision making. His current research involves cultural factors in international negotiations and international differences in risk perception. The winner of the 1994 Singhvi Prize for Scholarship in the Classroom, Bontempo teaches the core course Leadership and the elective Managerial Negotiations. He is a consulting editor for the Journal of Cross-Cultural Psychology.