panda negotiation case study

Negotiation: What an Argos linebacker learned through a panda exercise

Two and a half months after Jason Pottinger won his second Grey Cup, the Argonauts linebacker found himself in another contest – fighting for pandas in a York University classroom. The Toronto CFL player was assuming the role of a Chinese zoologist this past February in a mock negotiation to bring pandas to the Toronto and Calgary zoos. If this situation sounds familiar, it’s because it’s already unfolded in real life: the real, decades-long negotiations to bring two giant pandas to Canadian soil. Stephen Weiss , a professor at York’s Schulich School of Business, carefully constructed the role-play for his international business negotiations course with full access to the documents and major players behind the panda loan….“It gave us a great perspective on just how much goes into a negotiation,” said Pottinger in The Globe and Mail May 15. Read full story .

The greening of commencement ceremonies York University in Toronto, Canada, has made its convocation more sustainable by introducing collapsible, refillable water bottles, according to Sheelagh Atkinson , manager, ceremonials and institutional events at York, Canada’s third-largest university. The logo-branded bottles, in York red, are complemented by strategically placed hydration stations situated across campus….York has taken other steps to reduce the environmental impact of commencement ceremonies by transitioning to virtually all-electronic commencement communications. “Most universities send out a printed commencement invitation package to graduating students,” said Atkinson in American School & University May 14. “We provide that information, of course, but now everything is electronic.” Read full story .

Basking in the glow of Northern Scene success York University Professor Anna Hudson has been studying the evolution from visual to performing arts in Nunavut and says traditional carvers and printmakers sold their art to southern markets and many never saw them again, as collectors, galleries and auction houses resold them for thousands of dollars. Performance art, on the other hand, gives artists more freedom of expression and more control over the message….“They owned it, shaped it, performed it the way they wanted. It’s an Inuit production, produced by Inuit that rose out of a colonial structure,” said Hudson in Nunatsiaq News May 13. “This generation of artists coming up, they’re going to be leaders. They’ll take Inuit art into the international, contemporary sphere. They will finally control their own destiny with the ambition of making art for Inuit first.” Read full story .

Canada commits cash to Global Fund against AIDS, tuberculosis, malaria After Ottawa announced a merger between the Canadian International Development Agency (CIDA) and the Department of Foreign Affairs and International Trade (DFAIT) in March, some feared the government would scale back its foreign aid work and instead focus on business interests. So far, it is too early to tell how the forthcoming merger will affect aid dollars, said York University Professor Gregory Chin , formerly of CIDA, in the Toronto Star May 14. “Even with this merger, the tracking of the aid dollars to ensure effectiveness, that type of skill has never resided in foreign affairs, it has always been CIDA. The people trained to be diplomats inside DFAIT aren’t really interested in this type of thing on a consistent day-to-day basis,” Chin said. Read full story .

Parkdale dancer becomes Toronto Argonauts cheerleader Paula , a York University dance major, set to graduate with a bachelor of fine arts in October, had no experience as a cheerleader when she decided to try out for the Toronto Argonauts cheerleading team (the Argos have a policy of not releasing the cheerleaders’ last names)….With her optimism and ambition to back her up, the 23 year old decided to attend an open audition in March. After two auditions and an interview, she was chosen for the team…. Although she didn’t cheer in high school or have any training, Paula, who studies ballet and modern dance, suspects it is her dance training that landed her on the team, reported the Parkdale Villager May 14. Read full story .

Pioneering geophysicist Lawrence Morley broke new ground Lawrence Morley , who died near Owen Sound, Ont., on April 22 (fittingly, Earth Day) at 93, was a globally acclaimed geophysicist who laid much of the groundwork for geological advances in Canada, reported The Globe and Mail May 14….In 1986, Morley became founding executive director of the Institute for Space and Terrestrial Science at York University, one of seven “Centres of Excellence” established by the Ontario government to fund research. It was later folded into the Centre for Research in Earth and Space Technology. The author of 65 scientific and technical papers on mineral exploration and remote sensing, he received the Royal Canadian Geographical Society’s Gold Medal in 1995, and in 1999, he was made an Officer of the Order of Canada. Read full story .

Advice for Toronto Maple Leafs fans: Don’t let Game 7 loss to Boston Bruins affect your lives and ‘move forward’ Fans should definitely avoid the scenario where negative thoughts prompt a once positive, cheering individual towards feelings of being victimized by the loss. “The biggest thing is, don’t be a victim,” said York University Professor Paul Dennis , a former Leafs sports psychologist, in the Toronto Star May 14. “Why let any negative thoughts enter your brain, why do that? Why do I want to rent space in my brain for negative thoughts? Be the landlord of your brain; don’t allow negative thoughts to rent any space there.” Read full story .

Negotiating About Pandas for San Diego Zoo Case Study

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Introduction

Framework for the transaction, agenda items for negotiating, communication strategy to persuade the chinese.

Zoos today focus on scientific study and species protection in addition to entertaining and educating the general audience. There are around 4,000 animals at the San Diego Zoo, constituting over 800 species (“Negotiating about pandas,” 2019). The nonprofit Zoological Society, with Douglas Myers as the executive director, ran the zoo. The grounds contain more than 6,500 varieties of exotic plants that are kept alive to add ambiance and often supply a component of the natural food for other animal species (Edwards, 2019). Additionally, the San Diego Zoo is well known worldwide for its innovative commitment to animal welfare and species preservation. Myers is eager to discuss pandas with Chinese representatives for the San Diego Zoo.

It will be easier for people to make decisions and manage expectations if there is a framework or structure. According to Huang & Wang (2019), the great panda is considered China’s regional treasure and has frequently traveled as a goodwill ambassador, contributing significantly to the growth of cordial diplomacy. Since the Chinese government proposed the panda loan program (Yan, 2020), Myers could employ a long-term showcase loan to structure the deal. This would include the pandas borrowed by the San Diego Zoo from the Chinese administration for several years, after which they would be sent back to China. Such a structure would benefit the San Diego Zoo in numerous ways.

It is a wise diplomatic move on Myers’ part to undertake the negotiations in China and on their parameters, as it is a kind gesture. The Chinese might not be ready to give up the pandas completely; therefore, this framework would be required given that the number of pandas is declining (Huang & Wang, 2019). The San Diego Zoo will benefit from this paradigm since it would enable them to retain the pandas for long periods, resulting in a powerful magnet for tourists. The Chinese government would benefit since it could continue supervising the animals and their reproduction.

An agenda aids attendees in meeting preparation and serves as a roadmap for the topics covered during negotiations. The agenda items would include the duration of the loan, the number of pandas, breeding privileges, and housing and treatment of the animals. The loan duration is vital since it will dictate the period the pandas would stay at the San Diego Zoo. Furthermore, it is critical to know the number of pandas that will be lent since this will help the zoo officials plan and organize having the pandas on display. Getting information on the pandas’ breeding privileges will help in effective treatment. The way the pandas are cared for and housed will affect how they are handled while they are in the park. It is pivotal for Myers to know the timing and method of the pandas’ return to China, which may depend on their departure from China.

Persuasion techniques are crucial because they enable marketers to overcome the doubts held by potential customers and win their trust. The first and most vital advice for persuading a prospective client is to appear confident and have sufficient product knowledge. The popularity of the San Diego Zoo as one of the top zoos in the country and the idea that the borrowing of pandas will be a significant tourist attraction could be highlighted by Myers. The San Diego Zoo’s dedication to animal welfare and protection must be emphasized to grab the Chinese audience’s attention (Burnside, 2019). Moreover, Myers can showcase the zoo’s expertise in sheltering and managing rare and threatened species of animals. Understanding the Chinese demands and expectations while also providing answers to their questions will greatly benefit Myers in the persuasion. Even though pandas are a threatened species, Myers can mention a previous transaction in the United States that went well.

Myers should emphasize the significance of the partnership between the Zoo of San Diego and the Chinese administration and the advantages that both sides have reaped from prior cooperation. Previous engagement includes China renting a pair of giant pandas from the Beijing Wildlife Park to the U.S. for a three-month touring display to express solidarity on the night of the 1984 Los Angeles Olympics (Hao & Hunt, 2019). To win over the hearts of the Chinese colleagues, Myers should explain how the pandas’ arrival will increase the zoo’s earnings and how they would be delighted to offer a portion of that money to the Chinese people out of appreciation. Stressing that the pandas would receive excellent care while there and that the San Diego Zoo had the tools and knowledge needed. In terms of a bundle agreement with the negotiating for the pandas, Myers ought to consider offering a unique species to the Chinese.

In conclusion, the long-term loan exhibition of the giant panda will significantly benefit the San Diego Zoo. More tourists will visit the park to see the rare animal only found in China. As numerous citizens are attracted to the zoo, the revenue will increase, enabling the San Diego Animal Park to meet its objectives. The agenda items Myers will require are the loan’s duration, how many pandas will be lent out, the pandas’ reproduction rights, the habitat and treatment of the pandas, and the pandas’ relocation back to China. In trying to persuade the Chinese to allow Myers to loan the pandas, the executive director would underline the importance of the collaboration, donate a portion of the funds to China, and present a rare species as a gift.

Burnside, W. (2019). Relocating species. Nature Sustainability, 2(7), 539-542.

Edwards, M. (2019). San Diego: The San Diego Zoo and Wild Animal Park (1st ed.). Routledge.

Hao, Y. A., & Hunt, T. M. (2019). Sporting exchanges between China and the United States, 1980-1984: Inevitable politics and excessive political strings. The International Journal of the History of Sports, 36(10), 854-875.

Huang, Z. A., & Wang, R. (2019). Panda engagement in China’s digital public diplomacy. Asian Journal of Communication, 30(2), 118-140.

Negotiating about pandas for San Diego Zoo. (n.d.).

Yan, Q., Hu, Y., & Ye, H. B. (2020). Time to update China’s panda loan terms. Science, 367(6476), 373.

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IvyPanda. (2023, June 22). Negotiating About Pandas for San Diego Zoo. https://ivypanda.com/essays/negotiating-about-pandas-for-san-diego-zoo/

"Negotiating About Pandas for San Diego Zoo." IvyPanda , 22 June 2023, ivypanda.com/essays/negotiating-about-pandas-for-san-diego-zoo/.

IvyPanda . (2023) 'Negotiating About Pandas for San Diego Zoo'. 22 June.

IvyPanda . 2023. "Negotiating About Pandas for San Diego Zoo." June 22, 2023. https://ivypanda.com/essays/negotiating-about-pandas-for-san-diego-zoo/.

1. IvyPanda . "Negotiating About Pandas for San Diego Zoo." June 22, 2023. https://ivypanda.com/essays/negotiating-about-pandas-for-san-diego-zoo/.

Bibliography

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November 9, 2023

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Q&A: Is panda diplomacy over?

by Aleyna Rentz, Johns Hopkins University

One of D.C.'s most famous families has officially left town. No, not the Obamas—the giant pandas at the National Zoo.

On Wednesday morning, Mei Xiang, 25, a female; Tian Tian, 26, a male; and their son, Xiao Qi Ji, 3, were loaded onto shipping crates, where they'll spend 19+ hours en route to Chengdu, China. The beloved family's departure has left Washington residents both bereft and uneasy. Loaned to the U.S. by China, the pandas and their predecessors have pulled double duty as cuddly zoo mascots and symbols of good will between the U.S. and China.

Neither country has explained why the zoo's panda contracts weren't renewed, but the lapse feels significant: For the first time in more than 50 years, the zoo's panda compound will be empty, effectively leaving an important diplomatic position unfilled. They aren't the only pandas being brought back to China, either; pandas in San Diego and Memphis have already been moved, and the only remaining pandas in the country, located in Atlanta, and their contract with China expires next year.

To learn more about what the National Zoo's vacant panda enclosure means for the U.S.'s relationship with China, the Hub spoke to Ho-fung Hung, professor in political economy in the Department of Sociology at the university's Krieger School of Arts and Sciences and at JHU's School of Advanced International Studies. His areas of scholarly interest include social theory and East Asian development.

What is the backstory on the pandas' arrival in the US? Was their stay here always meant to be temporary?

Panda diplomacy has a long history. In modern times , the Nationalist government (overthrown by the Communists in 1949) did gift pandas to friendly countries, including the U.S. The Communist government also gifted pandas to other communist countries, like North Korea, at the height of the Cold War. After Nixon visited China, China gifted pandas to the U.S. again. In the 1980s, Beijing shifted to loaning pandas with a renewable loan period. Hosting zoos take full responsibility for taking care of the loaned panda and need to pay a hefty sum to China (up to $1 million per panda per year, according to recent media estimations). They are more or less rentals.

Is their forced departure meaningful?

Each renewal of the loan agreement involves negotiation on both sides that outsiders know little about. In the past, renewal was never a problem; most places kept renewing the agreement. But recently, agreements with many zoos around the world were not renewed—not just in the U.S., but in Europe too. We don't know why the negotiation leads to non-renewal and can only guess.

I suspect it might be related to the general trend that China has started to feel it should keep the good things to itself rather than sharing, selling, or renting to the world. This happens to rare earth export, accessibility of historical archives, academic databases, etc. In the particular case of the U.S.–China negotiation about the pandas, I suspect it has become the victim of deteriorating relations between the two. Both sides tend to feel the arrangement is mutually beneficial when relations are good. But when relations are generally bad, both sides might feel the other side is taking advantage.

In China's social media, there have been complaints about the pandas not being treated well in foreign zoos. In host countries, there have been increasing complaints that the "rent" for the pandas is so high that the hosting zoos just cannot afford them anymore (the pandemic made many zoos struggle financially, making the rental even less affordable).

When did cracks start to appear in the relationship between China and the US?

The two countries always have ideological and political differences, but in the 1990s and 2000s, the business opportunities offered by China's increasing opening made U.S. companies eager to expand there. U.S. businesses profited a lot from it. In exchange for access to the Chinese market, however, they formed a powerful lobbying bloc that helped stifle many policies and actions of the U.S. government that Beijing considered unfriendly and damaging. These U.S. businesses became de facto ambassadors of Beijing, which is part of the reason the U.S. and China relationship kept improving despite ideological and political differences.

But ever since the early 2010s, partly because of China's economic slowdown and Beijing's policy shift toward protecting local businesses more aggressively, the U.S. and other foreign businesses in China have found the Chinese market less welcoming. As a result, not only were American businesses less eager to expand in China, but they also became much less enthusiastic in lobbying for China's interests and concerns.

Where does the US go from here? Is improving relations possible?

This deterioration of relations between the U.S. and China resembles the shift from cooperation to rivalry between the U.K. and Germany at the turn of the 20th century. In the late 19th century, the U.K. and Germany were close partners in all kinds of issues. Their elite, including the royal families, even married one another. But in the 1900s and 1910s, the two countries became competitors in business, finance, and geopolitics, leading to war.

We should learn from history and try to prevent the deteriorating relations between the U.S. and China from developing into military conflict. Though competition between the two countries is structural and inevitable, the development of such competition into military conflict is avoidable. If we manage to avoid that, the competition between the two countries can be healthy and beneficial to everyone, providing the impetus for the U.S. to invest more in science and technology, higher education , diplomacy, and leadership in international organizations.

It could also motivate China to shore up its intellectual property production institutions to advance its indigenous high-tech development and end its reliance on appropriating foreign technologies.

Provided by Johns Hopkins University

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Negotiations for pandas at Toronto Zoo multifaceted, says Schulich researcher

In a novel educational collaboration between a business school and a Canadian zoo, Schulich School of Business researcher Stephen Weiss has been granted full access to Canadian archival documents and major players in the decades-long Canada-China negotiations that recently brought two giant pandas to the Toronto Zoo.

Stephen Weiss

“The Canada-China giant panda negotiations offer extraordinary lessons for all negotiators. They are so multifaceted and among other things, reshape traditional notions of how negotiations should be conducted – sitting at a table and hammering out an agreement face to face,” said Weiss, who plans to eventually submit his research findings to an academic journal. “Most of the panda negotiations took place by letter and e-mail.”

Last month, Weiss’s case, “Negotiating About Pandas for San Diego Zoo,” was published and posted on Harvard’s website as a teaching case for the Program on Negotiation at Harvard Law School (see YFile , April 3 ).

Giant panda negotiations are ripe for study because they encompass a complex mix of diplomatic, legal, language and cross-cultural issues between not-for-profit organizations, government and other stakeholders, as well as concerns about animal conservation and the ethical trade of an endangered species, said Weiss.

“The Toronto Zoo has been very supportive in putting me in touch with key players on the Canadian side and relevant documents. From a research perspective, it’s been an extraordinary opportunity. This kind of access to primary material in recent international negotiations is very, very rare,” he said.

Joe Torzsok, chair of the Board of Management for the Toronto Zoo and a Schulich MBA graduate, said the agreement reached by the Canadian consortium “was a first in the zoo world.”

The giant panda exhibit at the Toronto Zoo is scheduled to open to the public on May 18.

While the Toronto Zoo often partners with universities in biology-related research, Torzsok said this collaboration between a Canadian zoo and a business school is an important new step for the Zoo. “I look forward to Professor Weiss’s analysis.”

Weiss is already using role-play exercises based on the Canada-China talks in the classroom at Schulich, where he teaches an MBA-level course, International Business Negotiations. The role-play exercises are also being tested with business students at New York’s Fordham University and Washington University in St. Louis, Missouri, and could eventually be used at other leading Canadian and U.S. business schools, he said.

“My students are all just nuts about the giant panda simulations,” Weiss said, noting the media attention surrounding the arrival of giant pandas Da Mao and Er Shun at the Toronto Zoo has added to their effectiveness as a teaching tool. “We may talk about this in class Tuesday night and then see something in the newspaper on Wednesday morning, so it really reinforces what we talked out in class and kicks up students’ interest and keeps their enthusiasm high.”

Weiss estimates that about 300 Schulich MBA students have experienced his giant panda negotiation lectures and role-play exercises during the past six years.