Confidential Instructions for Wu Ji, Representative of the Chongqing Municipal Committee (of the Communist Party)
(Do not disclose this title to the American team).
You are assuming the role of Wu Ji, a representative of the Chongqing Municipal Committee of the Communist Party of China, in a negotiation between American zoo representatives and Chinese Association of Zoological Gardens (CAZG) executives. The Americans seek giant pandas for extended stays at their zoos. It is the spring of 2010, and this meeting is in Beijing. You will accompany the CAZG officers to ensure that they uphold key Chinese interests and policies. Your term of office at the local level of politics ends soon, and you are looking to play a significant role on the national stage. Your official title should not be disclosed to the Americans; the CAZG Secretary-General will introduce you as CAZG “staff.”
Chongqing, China
The City of Chongqing lies 1700 km west of Shanghai on the Yangtze River and just outside Sichuan Province, a major habitat for giant pandas. With a population of 30 million people, Chongqing is the largest municipality in China. It is one of only five municipalities directly controlled by China’s central government (others include Beijing and Shanghai). In 2007, the central government targeted Chongqing for greater economic development, and since then, foreign direct investment has risen dramatically.
The local administration of Chongqing generally follows a dual, party-government structure. However, in many matters, such as policy development, the Communist Party’s Municipal Committee Secretary (a.k.a. “municipal party chief”) exerts more influence than the mayor.
CAZG
Established in 1985, CAZG is a nonprofit organization affiliated with the central government’s Ministry of Housing and Urban Development. CAZG is mainly advisory in managing zoos and parks with animal exhibits. Its 200 members are government-funded, representing a third of China’s total number of zoos. Concerning giant pandas, CAZG oversees their care in zoos, while CWCA, an affiliate of the State Forestry Administration, is responsible for pandas in wildlife refuges. CAZG and the CWCA are the only organizations through which foreign zoos may legally obtain giant pandas.
Current Agenda
In panda negotiations, topics for discussion generally include the duration of the pandas’ visit at the foreign zoo, loan fee, delivery (transportation, accompanying Chinese personnel, etc.), panda accommodations (housing, food), veterinary and other care, offspring ownership and care, subjects for cooperative research, and more.
This negotiation need not cover all of the above items. Your priorities are contract duration (including the selection of American zoos), the loan fee, and items affecting Chinese management control. Above all, though, you are concerned about the nature and quality of Sino-American relations and the potential impact of this negotiation on them.
Your Objective
As the representative of the Communist Party of China, you have a position of influence within the Chinese team. You want to show your party superiors you can be a tough negotiator. In talks with the Americans, you intend to protect China’s status, pursue her interests, and contribute to improving access to America’s natural resources.
Potential linkages between these negotiations and other aspects of the Sino-American relationship exist. It is fortuitous that Horizon Wildlife Park is interested in pandas and that the President is connected to the parks and their conservation efforts. You want to see Horizon Wildlife Park get something out of these negotiations, even if only a side deal since there is already a standing commitment between Chongqing and Wilderness Haven Park. This event, expected to attract significant attention, represents an opportunity to showcase your city and the country. These dates could influence the Panda loan contract.
While political ramifications concern you the most, you have views on other aspects of the negotiations. You want to see an annual panda loan fee of at least $1 million and a contract duration of more than ten years (e.g., 12 years). The longer the term, the more significant the potential for China to exert leverage on the United States. Further, you will be especially vigilant on agenda items such as project research and use of funds where the Americans might make demands that impinge on CAZG’s ability to exert management control.
You must set specific aspiration levels (objectives) and initial offers for the loan fee, contract duration, and other issues.
Lastly, you want to achieve a panda agreement—but only up to a point. In light of your aspirations of moving up the party ladder, you want a very good, negotiated result. Yet, from a nationalistic perspective, you believe China deserves respect and should not be pushed around or restricted by foreigners. If the Americans are not forthcoming, you will accept no deal with either zoo. After all, many other zoos worldwide would do almost anything to have giant pandas.