NOTE: This simulation is available in both English and French. To access and buy the French version, Frost en France, please click here: »» En français ««


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.

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FF01 Complete Instructor’s Book

$70.00 Add to cart

FF02 Complete Student Packet (contains materials for 3 French roles, 3 American roles and 2 process observers)

$96.00 Add to cart

FFUS1-E US Role 1: Ms. Bonnie Frost

$12.00 Add to cart

FFUS2-E US Role 2: Mr. Tim Cannon

$12.00 Add to cart

FFUS3-E US Role 3: Ms. Anna Kessler

$12.00 Add to cart

FFUS4-E US Role 4: Process Observer

$12.00 Add to cart

FFR1-E French Role 1: Monsieur Didier Moreau

$12.00 Add to cart

FFR2-E French Role 2: Madame Marie-France de Gaultier

$12.00 Add to cart

FFR3-E French Role 3: Monsieur Alexandre Freeman

$12.00 Add to cart

FFR4-E French Role 4: Process Observer

$12.00 Add to cart

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