In this negotiation simulation, students assume roles on a French or an American management team or as observers/evaluators. The two management teams negotiate the introduction of a new product into the European market. This simulation reveals the cross-cultural issues in French-American negotiations and related international negotiations. It demonstrates such negotiation concepts as integrative versus distributive bargaining, relative power of the negotiating parties, cultural noise in negotiations, bargaining skills, and shortversus long-term relationships of the negotiating parties.
Get full access to this article
View all access options for this article.
References
1.
Carroll, R.
(1988). Cultural misunderstandings. Chicago: University of Chicago Press.
2.
Cultural diversity: At the heart of bull (Item Number 877) [Film]. (1992). (Available from Intercultural Press, PO Box 700, Yarmouth ME, 04096)
3.
Hall, D. T.
(1983). Human resource management. In M. H. Bazerman & R. J. Lewicki (Eds.), Negotiating in organizations (pp. 339-359). Beverly Hills, CA: Sage.
4.
Hall, E. T.
, & Hall, M. R. (1990). Understanding cultural differences: Germans, French and Americans. Yarmouth, ME: Intercultural Press.
5.
Hendon, D. W.
, & Hendon, R. A. (1990). World-class negotiating. New York: John Wiley.
6.
Pruitt, D. G.
(1983). Achieving integrating agreements. In M. H. Bazerman & R. J. Lewicki (Eds.), Negotiating in organizations (pp. 35-50). Beverly Hills, CA: Sage.
7.
Putnam, L. L.
(1990). Reframing integrative and distributive bargaining: A process perspective. In B. L. Sheppard, M. H. Bazerman, & R. J. Lewicki (Eds.), Research on negotiation in organizations (Vol. 2, pp.). Greenwich, CT: JAI.