This case was presented, accepted and its author invited to present it, at the WACRA.2006 Brisbane Congress.
Australia.
Abstract
One of the problems faced in the academic world of Latin America and especially in Argentina, is obtaining Case Studies.
In this modest contribution that we intend to make for this WACRA event, we will cite several and give an example that if we have imagination (and various readings) we can extract from other sources and especially from fiction (such as the example that we attach) cases that we they allow illustrating in an interesting way for the student, situations that the theory presents in a generally abstract way.
Paul Madving's Error:
A contribution of fiction literature to the Study of Chaos
The crisis of Education in Latin America in general but in Argentina in particular, happens, among other aspects, due to the de-hierarchization of teachers that translates into very poor wages for the vast majority of university professors.
This results in the “professor taxi” being a reality that is observed throughout a country, where successive administrations do not seem to have grasped Toffler's concept: The 21st century is the century of knowledge
The multiplicity of academic obligations in different (and sometimes distant) academic centers, cuts the teacher's time and makes it almost impossible to carry out the work of searching for information and necessary analysis.
Furthermore, in developing countries the teacher or researcher encounters difficulties such as “collecting information”, “deciding on the validity of the information collected”, “that the sources provide sufficient time”, etc.
Despite these difficulties, Latin American teachers and professionals in general, Argentines in particular, enjoy significant prestige in the world academic arena and with great effort use teaching methodologies that are easily and abundantly used in places where the "Professor" has, within society, a higher prestige.
Within these pedagogical mediation techniques, "teaching with the case study method" is not only well-known but widely used, both at the undergraduate and postgraduate levels, despite the fact that it has received various criticisms, especially focused at its developer, Harvard University.
The problem that usually arises, then, is where to get the cases?
Undoubtedly, the sources of obtaining cases are many, especially large universities that offer a large quantity of excellent quality material for sale.
But cultural patterns are changing. Students, especially postgraduate students, have begun to reject on the one hand the classic “business situations” that cases tend to illustrate in higher management studies (MBA), considering them often boring and, on the other hand, that they reflect realities distant with respect to Latin American or Argentine.
This usually forces teachers (as is my case) to adapt to the Argentine environment cases from American universities or those that arise from textbooks, generally in administration, of that same origin.
In addition, the economic situation described makes funds scarce for the acquisition of cases, although it is true that there are some free sources. But in this case the material offered refers, generally, to situations of a public nature.
That is why, with imagination (and varied readings), we allow ourselves to suggest other sources such as newspapers and fictional literature (including cinematographic films) can help teachers in this regard.
We consider the case that we attach to this “paper” an example of what we assert.
Not only does it attract the attention of our students from the MBA Negotiations Chair at the National Technological University, Mendoza Regional Faculty. Argentina, due to the unusual nature of the theme, but it becomes interesting precisely for that reason, contributing to the attention and motivating their participation.
The issue of "cornering" and "saving face" in negotiation theory does not go unnoticed, although we believe that it is not given the importance that such issue has from the point of view, especially cultural.
It is a pleasure, therefore, to try, by this means, to share this experience with esteemed colleagues from all over the world.
Paul Madving's Mistake
O ”Rory is downstairs- said ED Beaumont
Madving looked at his watch
Let them tell you that I'm busy right now, but if you want to wait, I'll see you in a little while.
ED got up, opened the door and said to get the message across to O Rory.
Madving continued, with the people present analyzing the very difficult re-election political campaign.
Neither the serenity that both Madving's or ED's face expressed, nor his concentration on the problems of the electoral campaign, could prevent the growth of tension among those present.
After 15 minutes, Madving got up and said:
- Well, we still don't have it in our pocket, but things are going, keep working hard and we'll be fine.
He stood by the door and shook hands with everyone as they left in a hurry Madving was left alone with ED who had not risen from the chair where he was sitting.
- Do you want me to stay or to go? - he asked
"Stay," said Madving. as she crossed the room to the window to look at sunlit China street.
- Are those fists working like windmills? - ED asked after a pause.
Madving turned and said yes with his head.
- It is the only thing I know how to do when it comes to fighting - and smiling added: - As long as it is not using the feet in the same way.
ED started to say something but was interrupted by the noise of the door opening
The man entered. Somewhat taller than normal, his lean build gave him a deceptive appearance of weakness. Although his shiny, flattened hair was completely white, he was probably no more than 35 years old.
His eyes were surprisingly light gray-blue. She wore a navy coat over a suit of the same color. In her right hand, tucked into a black glove, she wore a bowler hat.
Behind him came a guy with crooked legs, as tall as the other. Moreno had something simian in the fall of his strong men, in the length of his muscular arms and in the flattening of his face.
The gorilla closed the door and leaned on it
The first man took about five steps, put his hat down on a chair, and began to remove his gloves.
Madving with his hands in his pockets smiled amiably.
- How about Shad? - said.
- Good - said the white-haired man - How are you, Paul?
He had a baritone voice. A slight Irish accent nuanced his words.
Madving indicated with a slight nod of the head and said:
- You already know Beaumont, don't you?
- Yes - replied O Rory
- Yes - said ED.
Neither greeted the other, nor did ED rise from his chair.
O Rory spoke - Politics is politics and business is business. I have been paying for what I want and I am willing to continue paying, but I want in return what I pay for.
His pleasantly modulated voice expressed friendly sincerity.
- What do you mean by that? Madving asked, as if she wasn't much interested.
- I mean that half of the police in the city come enjoying the good things in life with the money that I and some of my friends Madving gave them sat at his desk and asked:
- What else- and the tone of his voice denoted the same indifference as before.
- That I want what I pay for. I pay to be left alone. I want you to leave me alone.
Madving chuckled and said:
- Well Shad, I suppose you have not come to complain to me that the police no longer accept your bribes.
- I mean Chief Doolan told me last night that the order to close my clubs came from you.
Madving chuckled again and turned his head to ask ED:
- What do you think of that, ED?
ED smiled very slightly but did not answer anything.
"You know what I think," said Madving, "that Captain Doolan has been working too hard and that he should give him a vacation." Don't let me forget.
"I have paid to be protected," said O Rory. You know it Paul. And I want you to protect me. Business is business and politics is politics. Let's not confuse the two things.
"No," said Madving.
Shad O 'Rory let his blue eyes drift dreamily into the distance.
He smiled somewhat sadly and some sadness could also be seen in his
slightly Irish accent voice when he said:
- Confusing them would mean that there will be deaths.
Madving's blue eyes were dull. Neither they nor his voice revealed their feelings when he said:
- If you want there to be dead…
The white-haired man nodded:
- There will have to be - and her voice was still sad -, because I'm too old for you to kick me.
Madving settled into his chair and crossed his legs. When she spoke her words did not seem to highlight anything of importance, but what she said was:
You may be too big for that but you will put up with it. - and pursing her lips she added - You're already holding on.
The dream and melancholy erased from O Rory's gaze in a withering way.
He put on his hat, adjusted his tie, and pointed a finger at Madving and said:
- Tonight I am going to open the Dog again. I do not want to be disturbed. If they bother me, I will bother you.
Madving uncrossed his legs and picked up the phone. He asked to be contacted by the
Chief of Police.
- Hi Rainey. Yes, very well… The family?… Magnificent. Hey Chief, I heard that Shad
Or Rory is thinking of reopening tonight… Yes… If you close it down…
Exactly… Of course… Bye.
He put the phone away and addressed O Rory.
- Is it clear how things are ?. You ran out of business Shad. In this city, tea is
finished forever.
"Yes, everything is clear now," said O Rory in a low voice. Then he turned, opened the door, and went out.
The gorilla who followed him paused for a moment to deliberately spit on the
carpet and cast defiant glances at Madving and ED, followed his boss.
ED wiped his hands on a handkerchief. Nothing said to Madving that he was looking at him with a question in his eyes. ED's were gloomy
After some time, Madving asked him:
- Than?
- It was a mistake, Paul - said ED
Madving got up and went to the window. Looking at ED she said in complaint
- Wow…! Is it that nothing ever satisfies you?
ED got up and went to the door.
Endnotes
1. The author is a Specialist in Comprehensive People Management ™ Negotiation and Conflict Resolution
2. Students will explain, when analyzing the case each of the attitudes, the reason for them and the mistakes that have been made in the framework of a negotiation “Win. Win".
3. Why does Ed express to Madving that he was wrong?
Teaching notes
4. Once the text above has been analyzed, the teacher must obtain from the students the reasons why
ED takes the attitude described
5. Observations on communication processes and
the climate can be obtained through guided questions ”from the meeting
6. Then the teacher can read or have the continuation of the text that we transcribe below read
- Would you mind telling me why I was wrong with O 'Rory'
- It would be useless
- Test
- It's okay - said ED- but it won't do any good. He pushed his chair back
- Shad will fight. You have him cornered. You told him that he no longer has anything to do here. And if he can spoil your choices, then he can fix to his advantage everything that needs fixing. If you win your election, he will have to go, yes or yes, you are using the police against him. He will fight her and fix things so that the feeling of insecurity appears with a crime wave.
- You are trying to re-elect your friends in almost all positions in the city. Well, they will be faced with a wave of blood that they will not be able to control, just before the elections. This is going to be to us to appear as very competent that we say. So…
- So you think I should have yielded to him?
- No, it's not about that - continued ED- I think you should have left him a way out. A withdrawal line. You shouldn't have cornered him and left him without an escape.
Madwing made a sullen gesture.
- I don't understand your way of fighting. Shad started. The only thing I know is that when you have someone cornered, you have to attack them and kill them. So far, that system has given me good results - he blushed slightly- That does not mean that a Napoleon creates something like that, ED, but keep in mind that I started running errands on behalf of Packy Flood in the old Fifth District and that I am the one in charge today.
- ED drained his drink and let the front legs of his chair rest on the
floor again
- I already told you that it would be useless –he said- Do what you want. Keep thinking that what served you in the Fifth, when you were a boy, will continue to serve you always, everywhere.
7 The teacher will now be able to obtain, through guided questions, other reflections
on, personalities, attitudes, reputation and end up clarifying the concept of “saving face” and its cultural implications
8 The case has been adapted from The American Black Series Police Novel, The Crystal Key of
Dashell Hammet
9 The author has used to write the negotiation exercise “Air France”,
based on journalistic publications generated by the strike of pilots of that
company, on the occasion of the World Soccer Championship held in France in 1996
10 The film “A Civil Question” starring Jhon Travolta, presents very
illustrative to develop and analyze topics of negotiation theory such as
Formulation of proposals, sentimental involvement in the process, handling of "excessive inputs", etc.
11 One of the free sources of consulted cases is The Electronic HallwayäNetwork
References
Hammet, D. "The Crystal Key". - The Glass Key.- Bruguera Editorial. Barcelona. Spain 1978. Chap. 6, page 82 to chapter 7 page. 90.
Towl, AR, “To study Administration by cases.” Boston Graduate School of Business. Administration, Harvard University
International Trade Center.CCI: "Guide to Writing Business Case Studies in Developing Countries". Geneva. 1992
Lynn, Jr. Laurence: "Teaching and learning with cases". A Guidebook. Chatham House Publishers.Seven Bridges Press. LLC. 1999.
