INT 660 Case Study: Power Balance Guidelines and Rubric
After reviewing the Mini-Case: Power Balance (found on page 60 of the textbook), students will answer
the following questions:
1. Develop an argument to show that an imbalance of negotiating power probably existed
between the parties during the negotiatio ns. Identify the factors accounting for the imbalance.
2. Identify strategies that either party could have used to increase its negotiating power in this
particular negotiation.
Guidelines for Submission: Your case study should follow these formatting guidelines: Use of at least
one source, one to two pages double-spaced, 12-point Times New Roman font, one-inch margins, and
citations in APA format.
Critical
Elements
Exemplary
(100%)
Proficient (90%)
Needs Improvement (70%) Not Evident (0%)
Devises a
compelling
Meets
Does not sufficiently
argument to
“Proficient”
demonstrate the
demonstrate the
criteria and
imbalanceof negotiating
Argument
imbalance of
power that existed
Demonstratin substantiates
negotiating power
g Imbalance ideas with clear
between
that existed
and relevant
thepartiesduringthe
between the
examples
negotiation
parties during the
negotiation
Meets
Identifies the
Does not identify all of the
“Proficient”
factors that
factors that accounted for
criteria and
accounted for the
Power
the
imbalance in
Imbalance substantiates
imbalanceinnegotiatingpo
Factors
ideas with clear negotiatingpower
wer during the
and relevant
duringthe
negotiations
examples
negotiations
Identifies
strategies that
Meets
either party
Does not identify
Strategies for “Proficient”
couldhaveused to appropriate strategies for
Increasing criteria and
increaseits
increasing negotiation
Negotiating substantiates
negotiatingpower power in this
Power
ideas with
in this
particularnegotiation
research
particularnegotiati
on
Submissionis
Submission has major
freeof errors
Submission has no
errors related to citations,
related to
major errors
grammar, spelling, syntax,
related to
Articulation citations,
or organization that
of Response grammar,
citations, grammar,
negatively impact
spelling,syntax,a spelling, syntax, or
readability and articulation
nd organization organization
of mainideas
and is presented
Valu
e
Does not
provideanargument to
demonstrate the
imbalance of negotiating
30
power that existed
between the parties during
the negotiation
Does not identify any
factors that accounted for
the
imbalanceinnegotiatingpo
wer during the
negotiations
30
Does not includestrategies
for increasing negotiation
30
power in this particular
negotiation
10
Submission has critical
errors related to citations,
grammar, spelling, syntax,
or organization that
prevent understanding of
ideas
in a professional
and easy-to-read
format
Earned Total
100
%
MINI-CASE: Power balance?
Sometimes, reaching a negotiated agreement is the only way in which the parties can achieve
their goals. That was the case in the 1980s when IBM embarked on negotiations with the
Mexican government about establishing production plants in Mexico. Before detailed
negotiations began, the two sides had to educate each other, in formal and informal
discussions, about computer technology and local conditions respectively. The negotiations
themselves were conducted both by means of informal discussions and through a process of
formal proposals and responses.
At the time of the initial negotiations, IBM’s willingness to contribute resources and
technological know-how to the proposed project gave the company great negotiating power.
This was matched, however, by the power of the Mexican government whose negotiators were
given power to authorise the project – or to turn it down.
The resulting power balance led to protracted and complex negotia- tions. Numerous actors,
ranging from individuals, groups and departments, to organisations and groups of
organisations, were involved at various times in the negotiations. Both sides also went through
constant internal negotiations.
Eventually, however, a final agreement was reached. A wholly owned IBM operation would
produce 603,000 PCs over five years, and transfer new tech- nology within six months of its US
debut.
Source: Weiss (1996)
Questions:
1. Develop an argument to show that in fact an imbalance of negotiating power probably
existed between the parties during the negotiations. Identify the factors accounting for the
imbalance.
2. Under what circumstances might the power balance swing in favour of the government?
What might be the immediate and long-term consequences of such a swing?
Purchase answer to see full
attachment