International records / Internet Archive

ERIC ED367228: The Implementation of Mock Negotiations in Teaching International Business Management.

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 …