Subject: Case Preparation Assignment: Telsys International

On September 11th through 20th, the class will be discussing “TelSys International: A Marriage of Two Cultures.” This case begins o/a page 5 of your Curriculum Packet. It is likely that the material that we develop as a group will become the basis for our midterm exam, October 4th.

To insure that all students are prepared and that our discussions are vigorous, I am assigning some written preparation for you to bring to class. This will be collected on the first discussion date, and will be graded. Please prepare typewritten answers to the following questions.

1. Narrate the major issues in this case in NOT MORE THAN 5 sentences.

2. Cultural differences between American and Malaysian negotiating styles must be understood and anticipated if negotiation is to be successful. List the significant differences, as you see them?

3. Based upon your comparison of Telsys’ and VCG’s desired outcomes on the major negotiating issues, is there a basis for a mutually satisfactory agreement? Explain.

4. Are the two sides better off negotiating as competitors or as collaborators? Explain.

5. For the major negotiating issues below, please determine the ideal outcome and the minimally acceptable outcome for both the TelSys team and VCG:

· Determine the equity (ownership) split between Chesney’s team and VCG

· Who should become president of the ITC holding company in Canada?

· Who should become president of TelSys International in the US?

· Who should be Chairman of the Board of ITC?

6. In Chesney’s role, what information would you want that is currently lacking in the case material?

Please be sure that your answers are justified by solid consideration of the case material. Please do not wander outside of the material, nor assume facts not included. Brevity, as always, is encouraged but not as a substitute for thoroughness. I am available by email if you find yourself ‘stuck’ on any of these issues. As usual in case discussions, there are no ‘right’ answers or ‘wrong’ ones. What matters here is YOUR answer, and the consequences we’d face if that answer became a decision.

You may study collaboratively with your classmates, but your written submission must be yours alone.