The fusion energy experimental Tokamak site negotiation.
Burrus, J.R. ; Barkacs, Craig B. ; Barkacs, Linda L. 等
CASE DESCRIPTION
The purpose of this case is to provide an international negotiation
simulation exercise, derived from a specific setting adapted from a real
situation, that tests the ability of students to overcome cultural and
political obstacles while engaging in coalition building in order to
structure an integrative and mutually beneficial agreement. The case is
appropriate for upper division undergraduate students or graduate
students, depending upon the depth with which the instructor wishes to
explore the case and the instructor's comfort level with the issues
included in the case. The negotiation exercise is designed to take about
two to three hours (including the debrief), although more time may be
spent on it. The case requires that students devote approximately one
hour of preparation for the case, but this time can be spent outside
class if necessary.
CASE SYNOPSIS
The Fusion Energy Experimental Tokamak ("FEET") Site
Negotiation simulation is a multi-party and coalition building
negotiation exercise. Inspired by the real-world negotiations
surrounding the International Thermonuclear Experimental Reactor (ITER),
this fascinating multi-party negotiation simulation provides outstanding
lessons in coalition building, difficulties in maintaining coalitions,
intercultural communication, real world politics and, of course,
negotiation skills. The real-world ITER negotiations (pronounced
"ee-ter", which is Latin for "the way") had their
roots in a 1984 proposal by the Soviet Union seeking a method to harness
nuclear fusion as an energy source. More specifically, the proposed ITER
reactor would essentially be a gigantic vacuum vessel surrounded by
super-conducting coils that magnetically confine hydrogen plasma in the
shape of a doughnut. Once accomplished, the temperature of the plasma
will then be increased to the point of igniting fusion, a method that
scientists view as a credible first step to capturing fusion as a
feasible commercial energy source.
Despite having had its genesis in 1984, the real-world negotiation
involving ITER was not completed until June of 2005. Distilled to its
essence, the ITER negotiation resulted in France being designated as the
location for the reactor with Japan being granted the lead role in
managing and directing the effort. Accordingly, the research related
jobs primarily will go to Japan, and the construction jobs will go to
France. This real-world outcome--after such protracted negotiations
spanning over 20 years--is provided for informational purpose only and
is not at all suggestive of what should or should not happen when
conducing the FEET simulation.
FEET, while inspired by ITER, is nevertheless separate and distinct
from ITER and, in fact, the outcome with the most possible points for
ALL of the parties in the FEET simulation would be for the parties to
agree to build two reactors. Interestingly, none of the six parties
individually has the allocated resources to fund one FEET reactor, but
collectively the six parties actually have the resources to fund two
FEET reactors. Despite intense disagreement by the parties over where to
build any FEET reactor, the parties nevertheless share a desire to fund
FEET. Given that, no one party has enough money its budget to fund a
FEET reactor on its own, the parties are required to negotiate over 1)
where to locate the FEET reactor, and 2) how to apportion the cost.
While none of the parties knows for certain whether there are
sufficient funds for two FEET reactors, if any one party withdraws from
the negotiation it is certain that there will only be enough money for
one FEET reactor. In addition to each party's primary motivation to
fund at least one FEET reactor, each party has a secondary motive: For
Russia it is to procure funding for a second FEET reactor, for all
others it is to advance their preference for the site location. Each
party's tertiary goal is to minimize cost (i.e., to reduce its
financial contribution to FEET). While this cost reduction motive may
lead some parties to withdraw from the negotiations and let other
parties bear the full financial burden of FEET, this is balanced by the
risk of triggering a cancellation of FEET (which requires $15 Billion to
fund) and the lost opportunity to influence the site location of FEET
(or in the case of Russia, the funding of a second FEET reactor).
Given that the best outcome for ALL parties is to agree to build
two reactors, the scoring component in this simulation operates less as
a pie-expansion or trade-off mechanism and more as an incentive to
prioritize. In addition to the specific prioritizing function of getting
at least one reactor funded (if not two), the scoring component also
provides a modest incentive for the participants to assume various
cultural and political roles during the simulation. A remarkable
phenomenon to observe during the simulation is how the secondary
cultural and political components can overtake what should be the
dominant objective of agreeing to fund at least one FEET reactor.
THE FUSION ENERGY EXPERIMENTAL TOKAMAK SITE NEGOTIATION
General Information
The year is 2003 and the issue is site selection for the $15
Billion Fusion Energy Experimental Tokamak 1 (FEET). Negotiators, having
in previous rounds of negotiation narrowed the site list down to just
three candidate locations, have now been tasked with selecting the site
for FEET and with apportioning the cost among the six participating
countries.
FEET will not produce power, but is instead a stepping-stone to an
actual fusion power plant. Scientists from around the globe will conduct
experiments on FEET over a 20-year operational period, and use the
results of these experiments to advance understanding of fusion energy.
All FEET research is made public, so all countries will benefit from its
construction. The country that hosts the FEET reactor will benefit from
increased prestige, so competition to host the experiment is fierce.
FEET construction will take 10 years and cost $5.85 Billion. In
addition, there will be $1.15 Billion in management, engineering, and
R&D costs over the 10-year construction period. Operations will last
20 years with operating costs averaging $375 Million per year. The plant
will employ 300 professionals and 600 support staff during this time.
After the 20 year operational period, the reactor will be decommissioned
at a cost of $500 Million. Thus the total cost of FEET is $15 Billion.
There are six parties to the FEET negotiations: the E.U., China,
Russia, Japan, South Korea, and the U.S. Previous rounds of negotiation
have established that each country must contribute at least $1 Billion
to the $15 Billion project or withdraw. Previous negotiations have also
winnowed the list of FEET sites to just three locations: Rokkasho, in
Northern Japan; Cadarache, in the South of France; Vandellos, in
Northeast Spain. Each of these locations is perfectly suited for a FEET
reactor. Identifying possible FEET sites is a lengthy and expensive
process; finding an alternative site would take 1 year and cost $6
Million.
Previous rounds of negotiation have indicated that each country is
keenly interested in at least one FEET reactor, and that Russia strongly
prefers two FEET reactors. A second FEET reactor would cost an
additional $15 Billion.
This round of negotiation is being held in Vienna, Austria over a
three day period. The E.U. negotiator will serve as chair and is tasked
with running the meeting according to rules of order.
Role of China Negotiator--General Information
It is very important that these negotiations conclude with a site
selected for FEET. The FEET reactor will advance our understanding of
fusion energy, and make possible the development of a pollution-free
fusion energy plant sometime in the late 21st century.
China can contribute no more than $3 Billion to FEET. Furthermore,
you have been instructed to try to minimize the financial contribution.
However, since participation in FEET brings prestige, it would be better
to participate than to withdraw altogether just to save a few Yuan.
These negotiations are an excellent opportunity to punish the
Japanese for their wartime atrocities; you should try to ensure that
that Japanese do not receive the honor of hosting a FEET reactor.
As a Chinese negotiator, you understand face and can be expected to
use flattery on the other negotiators.
Negotiation Style of China Negotiator
During the course of this negotiation it is very important that you
maintain your role as a Chinese negotiator. Staying in character will
greatly enhance your negotiation experience and the simulation as a
whole. While there are numerous negotiation styles among the Chinese,
and we prefer not to stereotype, for purposes of this intercultural
negotiation certain generalities will be made.
China is a collectivist society strongly influenced by the
principles of Confucianism; propriety, harmony, and the common good are
valued over individualism. Individualism is considered selfish. A
Chinese negotiating team will display a harmonious relationship (i.e. a
united front) and will negotiate as a team. Decision-making is done
collectively rather than individually. Because of their concerns for
harmony and building consensus, decision making is slow.
The Chinese are reserved and known for their hospitality and good
manners. They do not like to be touched, so a short bow and brief
handshake are used during introductions. Introductions are formal. Use
formal titles. Chinese value rank and status.
The Chinese believe that nothing is final until it is signed.
Chinese negotiators may imply that there is no compromise position or
third choice, when in reality there is plenty of room for compromise.
Role of European Union Negotiator--General Information
It is very important that these negotiations conclude with a site
selected for FEET. The FEET reactor will advance our understanding of
fusion energy, and make possible the development of a pollution-free
fusion energy plant sometime in the late 21st century. Nonetheless, we
must not lose sight of the short-term. These negotiations are an
excellent opportunity to punish the Spanish for their support of the
Iraq war, and to reward the French for their opposition.
The E.U. can contribute no more than $9 Billion to FEET. You have
been instructed to try to minimize the financial contribution. However,
since participation in FEET brings prestige, it would be better to
participate than to withdraw altogether just to save a few Euros.
As E.U. negotiator, you understand the importance of order.
Moreover, you are serving as chair for this round of negotiations, and
would be embarrassed if negotiations were anything other than respectful and orderly. Negotiators should make motions (e.g. "I move that ...
"), which must be seconded, discussed, and voted upon. At your
discretion you may make full use of Robert's Rules of Order.
European Union Negotiation Style
During the course of this negotiation it is very important that you
maintain your role as a European negotiator. Staying in character will
greatly enhance your negotiation experience and the simulation as a
whole. While there are numerous negotiation styles among Europeans, and
we prefer not to stereotype, for purposes of this intercultural
negotiation certain generalities will be made.
Europeans are, in general, deal-focused and are ready to get down
to business in negotiations as opposed to building relationships.
Europeans, like other monochronic cultures, value punctuality, adhere to plans, and do one thing at a time without interruptions. Europeans tend
to be formal, and pay close attention to formal titles.
Of course, there is no such thing as a generic "European"
negotiator since the E.U. is really comprised of several different
cultures. The E.U. FEET negotiator is from France. If there are two
negotiators, the second one is from Germany.
The French are the most aggressive and confrontational of European
negotiators. In negotiations with allies (NATO negotiations, for
example), the French have demonstrated a willingness to take extreme
positions at the start of negotiations, but later compromise at the last
minute to demonstrate flexibility. The French negotiator will argue over
principles because, once one can agree on principle, it should be easy
to get reasonable people to agree on a course of action. The French have
also demonstrated an attention to detail when it comes to language: they
can be expected to be very detail-oriented about the exact words used in
any agreement. The French also have a well-developed sense of history.
Germans are even more deal-focused and monochronic than other
Europeans. They find it very rude to interrupt a speaker. Like other
low-context communicators, the Germans speak directly. Their yes means
yes and their no means no. Their words communicate meaning, not the
context in which the words were used. Like other Europeans, Germans pay
close attention to formal titles; for example, when referring to a
doctor, Germans will be careful to use "Herr Doctor" for men
and "Frau Doctor" for women. Note that in German culture, it
is polite to use "Frau" when referring to any female over age
20, whether she is married or unmarried.
Role of Russian Negotiator--General Information
It is very important that these negotiations conclude with a site
selected for FEET. The FEET reactor will advance our understanding of
fusion energy, and make possible the development of a pollution-free
fusion energy plant sometime in the late 21st century.
It would be very useful to build a second FEET reactor. FEET is a
type of tokamak, a Russian invention. Our scientists are convinced of
the merits of the tokamak approach to fusion energy.
It would be a source of great pride if we could get a FEET reactor
in Russia. While there is currently no Russian site on the table, it
would be possible to identify a site given perhaps a year of research
and $6 Million.
Russia can contribute no more than $3 Billion to FEET. Furthermore,
you have been instructed to try to minimize the financial contribution.
Take note, though, that since participation in FEET brings prestige, it
would be better to participate than to withdraw altogether just to save
a few Roubles.
As a Russian negotiator, you understand the effectiveness of being
demanding in a negotiation. You also take pride in the fact that the
tokamak is a Russian invention.
Russian Negotiation Style
During the course of this negotiation it is very important that you
maintain your role as a Russian negotiator. Staying in character will
greatly enhance your negotiation experience and the simulation as a
whole. While there are numerous negotiation styles among the Russians,
and we prefer not to stereotype, for purposes of this intercultural
negotiation certain generalities will be made.
Russians are addressed by their full name and tend to be formal.
They are very concerned with age, rank, and protocol and have a deeply
entrenched hierarchy. Superiors have authority over subordinates and are
responsible for final decisions.
Russians are in no hurry to make an agreement and like to control
the agenda. They view compromise as a sign of weakness. They will
prolong negotiations by refusing to back down until the other side
agrees to make sufficient concessions or shows exceptional firmness.
Russian negotiators will make minor concessions and ask for major ones
in return. Delay tactics, emotional outbursts, threats, and other
pressures are common Russian tactics. Face-saving is important to
Russians.
Russians are often very animated in their discussions. They do not,
however, like surprises. When a Russians says "no" it might
mean "we're not comfortable with this now but that may change
later" or "we can't give a yes or no answer right
now." No does not necessarily mean a categorical no. Russians will
often interpret silence by other parties to signify agreement. They do
not, however, apply this same standard to themselves.
Role of Japanese Negotiator--General Information
It is very important that these negotiations conclude with a site
selected for FEET. The FEET reactor will advance our understanding of
fusion energy, and make possible the development of a pollution-free
fusion energy plant sometime in the late 21st century. Furthermore, it
is very important that Japan host a FEET reactor. FEET will bring
prestige and jobs to Japan.
Japan can contribute no more than $9 Billion to FEET. You have been
instructed to try to minimize the financial contribution. However, since
participation in FEET brings prestige, it would be better to participate
than to withdraw altogether just to save a few Yen.
As a Japanese negotiator, you understand the importance of saving
face. Only very rude negotiators would ever say "No" directly.
Also, you are comfortable with silence and will often sit quietly for a
while before responding to another negotiator.
Japanese Negotiation Style
During the course of this negotiation it is very important that you
maintain your role as a Japanese negotiator. Staying in character will
greatly enhance your negotiation experience and the simulation as a
whole. While there are numerous negotiation styles among the Japanese,
and we prefer not to stereotype, for purposes of this intercultural
negotiation certain generalities will be made.
Japan is a collectivist society strongly influenced by the
principles of Confucianism; propriety, harmony, and the common good are
valued over individualism. Individualism is considered selfish. A
Japanese negotiating team will display a harmonious relationship (i.e. a
united front) and will negotiate as a team. Decision-making is done
collectively rather than individually. They have great respect for
family, age, and hierarchy. Japanese are addressed by their family name
or their title, not their first name.
It takes the Japanese a while to establish rapport with others.
Prolonged eye contact is avoided as it is considered rude. Arriving to a
meeting late is an insult.
During the negotiation, the Japanese will ask many questions. Their
goal is two-fold: (1) to acquire information; and (2) to check
consistency and personal credibility. By knowing as much as possible
about the people with whom they are dealing, they can better evaluate
whether to enter into a long-term business relationship.
Business etiquette is very important in Japan. Business cards are
exchanged with both hands at the first meeting. The proper technique is
to bow and carefully present the business card such that recipient can
read the card. Japanese often exchange small, inexpensive gifts when
meeting. The gift itself is not important. The focus is on the ritual of
gift giving.
Role of South Korean Negotiator--General Information
It is very important that these negotiations conclude with a site
selected for FEET. The FEET reactor will advance our understanding of
fusion energy, and make possible the development of a pollution-free
fusion energy plant sometime in the late 21st century.
South Korea can contribute no more than $3 Billion to FEET.
Furthermore, you have been instructed to try to minimize the financial
contribution. However, since participation in FEET brings prestige, it
would be better to participate than to withdraw altogether just to save
a few Won.
Despite their historical differences, South Korea slightly prefers
Japan as a site for FEET because of its proximity and business ties. It
can be expected that, should Japan be selected as a FEET site, that
Korean companies will gain a cultural advantage over Western companies
bidding for pieces of FEET construction. In addition, South Korea does
not want an more time or money spent locating other sites for FEET: one
or two sites should be selected out of the three sites currently on the
table.
As a Korean negotiator, you put value on getting as much as
possible out of every deal. A favorite tactic is to make last-minute
demands when you know the other party's deadline.
South Korean Negotiation Style
During the course of this negotiation it is very important that you
maintain your role as a South Korean negotiator. Staying in character
will greatly enhance your negotiation experience and the simulation as a
whole. While there are numerous negotiation styles among the South
Koreans, and we prefer not to stereotype, for purposes of this
intercultural negotiation certain generalities will be made.
Korea is a collectivist society strongly influenced by the
principles of Confucianism; propriety, harmony, and the common good are
valued over individualism. Individualism is considered selfish. Koreans
have great respect for family, age, and hierarchy. Koreans are addressed
by their family name or their title, not their first name. In
negotiations, Koreans use their formal titles and their full names. The
family name, being more important, comes before the first name. For
example, John Smith is Smith John.
Koreans have an elaborate set of rules concerning propriety and
ceremony. Observing protocol protects face by helping to avoid open
conflicts. (The importance of "face" in Korea is well known).
A person who fails to follow proper protocol may suffer a considerable
loss of face. Blaming or accusing someone in public should never be
done. Harmony prevails over brutal truth. Koreans are polite and
non-confrontational. Proper business cards are a must in South Korea.
You should accept a business card with both hands. Cards are also
presented with both hands.
In negotiations with foreigners, Koreans are notorious for being
demanding. An often used negotiation tactic is to make last minute
demands.
Role of U.S. Negotiator--General Information
It is very important that these negotiations conclude with a site
selected for FEET. The FEET reactor will advance our understanding of
fusion energy, and make possible the development of a pollution-free
fusion energy plant sometime in the late 21st century. Nonetheless, we
must not lose sight of the short-term. These negotiations are an
excellent opportunity to punish the French for their opposition of the
Iraq war, and to reward the Spanish for their support.
The U.S. can contribute no more than $5 Billion to FEET.
Furthermore, you have been instructed to try to minimize the U.S.
contribution. However, since participation in FEET brings prestige, it
would be better to participate than to withdraw altogether just to save
a few Dollars.
As a U.S. negotiator you value speed, efficiency, and punctuality
in negotiations. You would like to see these negations conclude as soon
as possible. It would be embarrassing to show up late to any
meeting--better to show up a few minutes early. U.S. Scoring (max 200)
U.S. Negotiation Style
During the course of this negotiation it is very important that you
maintain your role as an American negotiator. Staying in character will
greatly enhance your negotiation experience and the simulation as a
whole. While there are numerous negotiation styles among Americans, and
we prefer not to stereotype, for purposes of this intercultural
negotiation certain generalities will be made.
When greeting one another, Americans expect a firm handshake and
direct eye contact, which signals confidence. If you are meeting several
people at once, maintain eye contact with the person you are shaking
hands with until you have moved on the next person. Introductions
include one's title if appropriate, or Mr., Ms, Mrs. and the full
name.
Americans are not as concerned with "saving face" as many
other cultures are--this may lead Americans to be quick with
"constructive criticism" that may be humiliating or
uncomfortable for other cultures. Americans, like other low-context
communicators, speak directly. Their yes means yes and their no means
no. Their words communicate meaning, not the context in which the words
were used.
American negotiators tend to be confrontational and competitive. It
takes Americans only a short period of time to establish rapport and get
to the task at hand. The expression "time is money" is the
motto of many American negotiators.
FEET Negotiation--Rules of Order2
The meeting is to be run by the EU Negotiator(s). If there is one
EU Negotiator he/she is French and is the Presiding Officer/President.
If there are two EU Negotiators, the second negotiator is German and is
the Secretary. The Presiding Officer/President enforces the rules and
designates who is to speak at any given time. He/she is referred to as
"Mr. President" or "Madam President." The Secretary
creates a written record of what is done (the "minutes"). For
simplicity, refer to the Secretary as "Mr. Secretary" or
"Madam Secretary." For purposes of this negotiation, the
requirement of a quorum has been met. It is suggested that the meeting
be run according to Robert's Rules of Order.
Scoring Guide
Observers can use this score sheet to assist in totaling the
negotiation score. For items with *, see notes below.
[CAVEAT: The score sheet is to be provided ONLY to designated
formal observers prior to the negotiation, but definitely NOT to those
representing the various parties.]
Any of three
South Korea scores 25 points if at least one FEET site is funded,
but no money is spent on finding new sites.
Financial
There is a small point reward for not spending any money on FEET.
Any party that does not fund FEET receives 10 points if they are not
funding FEET because no agreement was reached, because they withdrew
from negotiations in day two or day three, or because it was decided to
cancel FEET. But, if a negotiator withdraws in day one they receive 15
points instead of 10 points. For all other cases, calculate their
financial contribution score as follows (the max score is 40 points for
all countries).
E.U. (9 Billion--Contribution) / 200 Million
Japan (9 Billion--Contribution) / 200 Million
U.S. (5 Billion--Contribution) / 100 Million
China (3 Billion--Contribution) / 50 Million
Russia (3 Billion--Contribution) / 50 Million
Korea (3 Billion--Contribution) / 50 Million
Example: U.S. commits to fund $3.2 Billion. Their score is:
5 Billion--3.2 Billion / 100 Million = 18 points
Cultural
Negotiators receive up to 10 points for acting their part.
E.U.: 2 points for each vote called after a motion and second (max
10 points).
Japan: 5 points to completely avoid responding to demands with a
direct "No"; 1 point each time you respond to others with 15+
seconds of silence.
U.S.: 1 point for each full minute ahead of schedule that a meeting
day is concluded (max 5); 1 point for each full minute they are early to
any meeting day (max 5).
China: 1 point for each flattering comment given to another
negotiator (max 10).
Russia: 1 point for each demand made (max 5 points); 1 point for
each time a non-Russian negotiator mentions that the Tokamak is a
Russian invention (max 5).
Korea: 1 point for each demand made in day three (max 5); 1 point
for each country that contributes more money than South Korea (max 5).
ENDNOTES
(1) A donut-shaped fusion reactor that confines plasma with a
magnetic field; tokamak is a Russian acronym of Toroidalnaya Kamera
Magnitnaya.
(2) These rules are based upon Robert's Rules of Order Newly
Revised In Brief, First Da Capo Press Edition, 2004. Some liberties have
been taken.
J.R. Burruss, University of San Diego
Craig B. Barkacs, University of San Diego
Linda L. Barkacs, University of San Diego
China Scoring (max 200)
Number of FEET built Points (max 100)
2 100
1 80
Site Selection Points (max 50)
No FEET in Japan 50
Financial Contribution Points (max 40)
For each $50 M under the $3 Billion 1 (max of 40 points for $1 B)
cap
$0 (withdraw in first day of 15
negotiation)
$0 (late withdrawal, FEET canceled, or 10
no agreement)
Cultural Points (max 10)
Flattery 1 point for each flattering
comment given to another
negotiator (max 10)
Russia Scoring (max 200)
Number of FEET funded Points (max 100)
2 100
1 80
Site Selection Points (max 50)
No FEET in Spain 25
FEET in France 25
Financial Contribution Points (max 40)
For each $200 M under the $9 Billion 1 (max of 40 points for $1 B)
cap
$0 (withdraw in first day of 15
negotiation)
$0 (late withdrawal, FEET canceled, or 10
no agreement)
Cultural Points (max 10)
Orderly 2 points for each vote called
after a motion and second
(max 10 points)
Russia Scoring (max 200)
Number of FEET funded Points (max 130)
2 130
1 80
Site Selection Points (max 20)
Russia 20
Financial Contribution Points (max 40)
For each $50 M under the $3 Billion 1 (max of 40 points for $1 B)
cap
$0 (withdraw in first day of 15
negotiation)
$0 (late withdrawal, FEET canceled, or 10
no agreement)
Cultural Points (max 10)
Demanding 1 point for each demand made
(max 5 points)
Pride 1 point for each time a
non-Russian negotiator
mentions that the Tokamak is a
Russian invention (max 5)
Japanese Scoring (max 200)
Number of FEET built Points (max 100)
2 100
1 80
Site Selection Points (max 50)
FEET in Japan 50
Financial Contribution Points (max 40)
For each $200 M under the $9 Billion 1 (max of 40 points for $1 B)
cap
$0 (withdraw in first day of 15
negotiation)
$0 (late withdrawal, FEET canceled, or 10
no agreement)
Cultural Points (max 10)
Silence 1 point each time you respond
to others with 15+ seconds of
silence
Face 5 points to completely avoid
responding to demands with a
direct "No"
South Korean Scoring (max 200)
Number of FEET built Points (max 100)
2 100
1 80
Site Selection Points (max 50)
FEET in Japan 25
At least one site funded, but no sites 25
outside of current three
Financial Contribution Points (max 40)
For each $50 M under the $3 Billion 1 (max of 40 points for $1 B)
cap
$0 (withdraw in first day of 15
negotiation)
$0 (late withdrawal, FEET canceled, or 10
no agreement)
Cultural Points (max 10)
Last minute demands 1 point for each demand made
in day three (max 5)
Take all you can get 1 point for each country that
contributes more money than
South Korea (max 5)
U.S. Scoring (max 200)
Number of FEET built Points (max 100)
2 100
1 80
Site Selection Points (max 50)
Spain 25
No FEET in France 25
Financial Contribution Points (max 40)
For each $100 M under the $5 Billion 1 (max of 40 points for $1 B)
cap
$0 (withdraw in first day of 15
negotiation)
$0 (late withdrawal, FEET canceled, or 10
no agreement)
Cultural Points (max 10)
Businesslike 1 point for each full minute
ahead of schedule that a
meeting day is concluded
(max 5)
Punctual 1 point for each full minute
you are early to any meeting
day (max 5)
Item E.U. Japan U.S. China Russia Korea
# Funded
1 80 80 80 80 80 80
2 100 100 100 100 130 100
Subtotal /100 /100 /100 /100 /130 /100
Site(s) Funded
Japan 50 25
France 25
Spain 25
Russia 20
Not France 25
Not Spain 25
Not Japan 25
Any of three * 25
Subtotal /50 /50 /50 /50 /20 /50
Financial *
Subtotal /40 /40 /40 /40 /40 /40
Cultural *
Subtotal /10 /10 /10 /10 /10 /10
Grand Total /200 /200 /200 /200 /200 /200
