Agenda

The seminar will take place on the campus of INCAE in Alajuela, Costa Rica, from June 20 to 28, 2004.

The program content has been carefully designed, taking into account the general profile of the participants group, which consists of professors, researchers, nonprofit managers, government officials, and private sector professionals.

Sunday, June 20
Arrival in Costa Rica and transfer to campus.

Session 1 - Introduction and Expectations
Inaugural dinner.
Prof. Enrique Ogliastri

Monday, June 21
Session 2 - Sustainable Development and International Competitiveness: An Introduction
Prof. Roberto Artavia, Rector (President) of INCAE, or Arturo Condo, Dean of the Centro Latinoamericano para la Competitividad y el Desarrollo Sostenible (CLACDS)

Session 3 - SIMS: Sustainable Markets Intelligence Center
Purpose: Explore cutting-edge research techniques for building Latin American access to global markets for environmentally and socially preferable profits.
Prof. Lawrence Pratt

Lunch

Session 4 - Developing Capabilities to Negotiate (workshop)
Distributive Negotiations
Case: Macarena
Description: This is a two-party distributive negotiation exercise between a school and an NGO. The learning objective is to experience different ways to distribute value in negotiations; it also offers the opportunity to become aware of each person's implicit theory about what is the best way to handle conflict.
Readings: "Daily Negotiations," "Culture, Family and Conflict"

Session 5 - Integrative Negotiations
Case: The McLean Brothers
Description: This is a two-party negotiation exercise between a mayor and the representative of a native group from the English Caribbean (the McLean Brothers). The learning objective is to become aware of attitudes, assumptions, and behaviors that block mutual benefits in a negotiation process.
Readings: "The New Theory of Negotiations," "To Create or Not to Create Value: That's the Problem"
Prof. Enrique Ogliastri

Tuesday, June 22
Sessions 6 and 7 - Integrated Appraisal of Development Projects
Case and Lecture: This sequence is designed to enable environmental professionals to assess the environmental impact of development projects and to balance the competing claims of the different stakeholders from a public policy perspective.
Prof. Sarah Cordero

Lunch

Session 8 - How to Create Value in Negotiations (workshop)
Case: Corsica
Description: This is a two-party integrative negotiation exercise between an agricultural production co-op and an organization focused on building houses for the poor. They negotiate the terms and conditions for a joint venture project (Corsica) for building homes. The learning objective is how to find ways to create social and individual value in negotiations.
Readings: "The Best Latin Negotiator"
Video: "The Negotiation Dance"
Prof. Enrique Ogliastri

Session 9 - How to Create Value in Negotiations (workshop)
Case: NGO La Equidad
Description: This is a two-party negotiation simulation between an NGO and a potential candidate for leading the organization. Learning objectives are package negotiations and ways to create value.
Readings: "What to Negotiate First: Package Negotiations," "The Latin American Culture of Negotiations"
Prof. Enrique Ogliastri

Wednesday, June 23
Sessions 10 and 11 - Environmental Conflict Resolution (workshop)
Case: Sotavento
Description: This is a six-party, five-issue negotiation simulation that takes place on a Caribbean Island. The Environmental Authority has decided to facilitate a decision-making meeting of community stakeholders before approving an ecological hotel project. The case examines the approaches of environmental regulatory institutions in handling community conflicts. Package negotiation techniques, mediation, and coalitions are also learning themes of the simulation. The reading is part of a document prepared by the author as a consultant to the Minister of the Environment of Colombia, regarding the regulation and taxation of water contamination.
Readings: "Negotiating the Environment?", Conflict Mediation Lecture
Prof. Enrique Ogliastri

Lunch

Session 12 - Environmentally Friendly Production
Case: The Controversy Over "Shell" Packaging
Description: This is a case focused on how to integrate the relationship between business and the environment. It deals with the joint effort between the Environmental Defense Fund (EDF) and the Joint Task Force of McDonald´s Corporation to find ways to reduce McDonald´s solid waste through source reduction, reuse, recycling, and composting.
Prof. Roy Zúñiga

Session 13 - Environmental Management Systems
Case: Empresa de Metales IZO
Description: This is a case related to the environmental management system based on the international standard ISO 14000. It explains how it works and how it can be used in order to get a gap analysis between what the standard asks for and what the organization has accomplished up to now.
Reading: "Environmental Management Systems: ISO 14000"
Prof. Roy Zúñiga

Thursday, June 24
Session 14
Case: INBio
Description: This is a case about the most important ecological research center of Costa Rica. INBio works on biodiversity. The case focuses on the institutional development and strategy.
Prof. Rene Castro

Session 15 - Environmental Public Policies (lecture)
Prof. Rene Castro

Lunch

How to Lead Change
Session 16 - Leadership for Change (lecture)
Session 17- Leadership Workshop
Case: A case is being developed for this workshop. The learning objective is how to develop a change methodology.
Reading: "Leadership for Hard Times"
Prof. Julio Sergio Ramirez

Friday, June 25
Session 18 - Environmental Strategy (lecture)
Objective: To gain a clear understanding of the variety of mechanisms that firms can employ to create value for shareholders and society through improved environmental performance.
Reading: "Rethinking the Private Sector-Environment Relationship in Latin America"
Prof. Lawrence Pratt

Session 19 - Sustainable Development and Competitiveness
Prof. Felipe Perez

Lunch

Departure for Monteverde

Session 20 - Tourism and Sustainable Development
Case: Posada Amazonas
Description: This case is about the first commercially successful indigenous eco-tourism venture in true partnership with indigenous peoples.
Prof. Lawrence Pratt

Dinner at Monteverde

Saturday, June 26
Session 21
Case: Productores de Monteverde (discussion in classroom)
Objective: To understand the positioning of a medium-sized firm with a dual purpose of social responsibility towards the environment and its community and competitiveness in an industrial sector that in the past enjoyed very high levels of protection. Are customers willing to support a premium in prices and to maintain their loyalties to a firm that has been proactive with environmental and resource protection? This is one of the main questions this case poses.
Readings: "It Is Not Easy Being Green," Whaley and Whitehead

Session 22 - Field Visit to Productores de Monteverde
Professor Felipe Perez

Lunch

Session 23 - Sustainable Development of Rural Communities: Tourism as a Driver (lecture and structured discussion)
Objective: To understand how tourism might fit into the development options of rural communities. The basis of the lecture and discussion is the living case observed in the town of Santa Helena, Costa Rica. The emphasis will be on: a) value creation, multiplier effect, and breadth of participation; and b) necessary conditions (comparative versus competitive advantage in developing a tourism destination).
Reading: To be determined.

Session 24 - Field Trip to the Forest
Objective: To understand how the Monteverde community's core asset is managed, creates value for tourists and the community, and provides environmental services.
Reading: "Importance of Public Protected Areas in the Development of Tourism in Costa Rica," J.R. DeShazo and Luis Monestel Vega, Development Discussion Paper, Harvard University (#679, February 1999)
Prof. Lawrence Pratt

Sunday, June 27
Session 25
Case: "Valle Monteverde S.A." (discussion in classroom)
Objective: To understand some of the options for small agricultural producers (in a primary activity with diminishing returns) whose wealth is now in the middle of a growing eco-tourist cluster. The case is about the origins and challenges that a firm of eco-tourist services owned by former cattle breeders are currently facing. Competition is growing but innovation is present. Financial figures are provided supporting the argument that being green pays.
Reading: "Green and Competitive," M. Porter

Lunch

Return to INCAE by bus.

Session 26 - Closing Lecture and Evaluation
Dinner and certificates.
Prof. John Ickis

Monday, June 28
Transport to airport and back home.