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| Autor/in | Raffield, Barney T., III |
|---|---|
| Titel | The Implementation of Mock Negotiations in Teaching International Business Management. |
| Quelle | (1993), (12 Seiten)
PDF als Volltext kostenfreie Datei |
| Sprache | englisch |
| Dokumenttyp | gedruckt; online; Monographie |
| Schlagwörter | Business Administration Education; Cultural Awareness; Global Approach; Higher Education; International Studies; Negotiation Agreements; Role Playing; Simulation; Teaching Methods; Undergraduate Study |
| Abstract | 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) |
| Erfasst von | ERIC (Education Resources Information Center), Washington, DC |
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