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Frost in France:
An American Recycling Company Negotiates a Joint Venture in France.

A role-play simulation designed to teach
cross-cultural negotiation strategies. (2004 Second Edition)



Maureen Maguire Lewis
The Fuqua School of Business
Duke University


Senior Editor

Dr. Steven Sacco
Chair, International Business Program
Professor of French
San Diego State University



98 pages, including appendix and bibliography.


Level of Difficulty

Appropriate for undergraduate, graduate and MBA level. Excellent for use in business, communications, organizational behavior, and French language classes.


Issues Involved

Cross-cultural understanding, negotiation skills, communication and behavior adaptation, and environmental issues in France and the United States.



A fictional California company, Ellis Frost Recycling, Inc., (Frost), founded in 1994, has established itself as one of the world’s largest electronic recycling firms. The company recycles obsolete computer and high-tech electronic equipment, and is ready to expand its operations. However, recycling opportunities in the U.S. have stagnated. Businesses want to recycle their old equipment, but not now. They want to plan for it in a few years, but not now.

Bonnie Frost, CEO of Frost, and her strategic advisors, have come up with an ambitious scenario: They will attempt to expand to where environmental issues are hot and ubiquitous — France. French waste management industries want (and are now required by the European Union) to avoid more landfill creation, minimize the amount of waste going into landfills, and recover, re-use, and recycle as much as possible.

Bonnie Frost and two of her top advisors will travel to France in June 2001, to begin the negotiation process.


To Order

You have two ways in which to purchase our Complete Student Packet materials:

1) You may personally, via credit card or purchase order, order the Student Packets. Each separate packet contains roles for eight students. You will receive these materials through the mail.

2) You may also ask your students to purchase the role to which you assigned them. In that case, the student needs to go through PayPal, using either a debit or credit card. (Simply click the "Buy Now" button corresponding to their assigned role, below.) Once the student's account has been verified, the student receives his/her individual role packet by e-mail attachment in a PDF format.

If you have any questions, please call 919.475.6442.

Item Number Title Unit Price* Ordering
FF01 Complete Instructor's Book $70.00
FF02 Complete Student Packet
(contains materials for 3 French roles, 3 American roles and 2 process observers)
($12 per student)

For Individual Students:

Item Number Title Unit Price Ordering
FFUS1-E US Role 1: Ms. Bonnie Frost $12.00
FFUS2-E US Role 2: Mr. Tim Cannon $12.00
FFUS3-E US Role 3: Ms. Anna Kessler $12.00
FFUS4-E US Role 4: Process Observer $12.00
FFR1-E French Role 1: Monsieur Didier Moreau $12.00
FFR2-E French Role 2: Madame Marie-France de Gaultier $12.00
FFR3-E French Role 3: Monsieur Alexandre Freeman $12.00
FFR4-E French Role 4: Process Observer $12.00


* Prices do not include shipping costs.

Click here for ordering information

Payment Options and Sample Pages

If you wish students to buy their own role-play packets, they may do so through our PayPal account. To discuss payment options or look at sample pages, please contact info@culturescrossing.com.