CASE STUDY 1
Storyboard Text
- BRAZILIAN GOVERNMENT
- CASE STUDY 1: TIMES AND DEADLINES
- GERMAN CONSTRUCTION COMPANY
- German negotiators
- Here is our draft contract for the construction project.
- Well, I guess me and my team need some time to look on the details on this draft yeah. We'll resume the negotiation in a while.
- Our negotiating team is not satisfied with this draft because we find it impractical. So, we would like to reject the draft as of now!
- What?! Seriously? We strongly believe that our draft is very precise and detailed for any construction project draft!
- Unpredictable decision!
- Over a two-week period, a consortium of German construction companies negotiates with the Brazilian government and a Brazilian government agency to finalize plans for management of a major road construction program in Brazil.
- We need to discuss first whether or not to proceed with this deal.
- I don't think we share the basic attitudes to planning and organisation and contractual liability with the Brazilian agency.
- Clauses in the contract deal in detail with the various phases of the planned construction program and spell out the responsibilities of the parties, with set dates and deadlines and delay penalties. The Brazilian negotiators request a break from negotiations to give them time to study the document in detail.
- When negotiations resume in the afternoon the Brazilian team reject the draft contract as impractical. The German negotiating team is genuinely surprised because they regard a detailed and precise contract essential for planning and implementing any large construction project.
- For one thing, attitudes towards time and punctuality are not shared by German and Brazilian firms. At this stage, the three German companies hold internal discussions to decide whether or not the consortium should withdraw from the negotiations.
- I couldn't believe that they rejected our detailed draft for that reason! We may face many consequences in this project.
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