Case Study: Fiji versus FIJI: Negotiating Over Water.
Description
Read the case and respond to these questions. Question 1: What are FIJI Water’s main concerns? Question 2: What are FIJI Water’s sources of power? What are the Fijian Government’s sources of power? Question 3: On Monday, November 29, 2010, FIJI Water responded to the proposed tax increase by fulfilling its threat to close its bottling line and lay off 400 workers. The company then issued another threat in a statement to the Fijian government: “If we permanently close our operation on Viti Levu, we will move to New Zealand.” How effective is Fiji Water’s threat? Question 4: Trust is a critical aspect of negotiations. What actions did FIJI Water and the Fijian government take that signaled (a) their trust for each other and (b) their distrust for each other?
