ERIC Number: ED367228
Record Type: RIE
Publication Date: 1993-Apr
Reference Count: N/A
The Implementation of Mock Negotiations in Teaching International Business Management.
Raffield, Barney T., III
Mock negotiations are used as part of an undergraduate course in international business management at Lebanon Valley College (Pennsylvania) in order to introduce students to the process of negotiating for advantage in foreign countries and to emphasize the importance of an individual nation's customs, culture, and ways of transacting business in regard to the negotiating process. Eight mock negotiations are conducted, involving the countries of China, Japan, South Korea, India, Germany, France, Nigeria, and Brazil. Two student teams participated in each negotiation, with one team representing an American firm or association and the other team representing the government of the foreign country. The Framework for Global Business Negotiations is utilized, which outlines 4 components that are divided into 12 variables influencing the success or failure of the negotiations: (1) policy (basic concept of negotiation, selection of negotiators, role of individual aspirations, concern with protocol, significance of type of issue); (2) interaction (complexity of language, nature of persuasive argument, value of time); (3) deliberation (bases of trust, risk-taking propensity, internal decision-making systems); and (4) outcome (form of satisfactory agreement). Students were uniformly supportive and complimentary of this phase of the international business management course. (JDD)
Publication Type: Speeches/Meeting Papers; Reports - Descriptive
Education Level: N/A
Authoring Institution: N/A
Identifiers: Lebanon Valley College PA
Note: Paper presented at the Annual Eastern Michigan University Conference on Languages and Communication for World Business and the Professions (12th, Ypsilanti, MI, April 1-3, 1993).