Training International Commercial Negotiators Through Simulation

José Pavis
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José Pavis: Sydney University, Department of French Studies

A chapter in Global Interdependence, 1992, pp 143-158 from Springer

Abstract: Abstract International trade is spreading fast in every corner of the world. Face-to-face, personal communication between individuals from divergent cultural backgrounds, using different communicative styles, is now a very common phenomenon. How much potential exchange of goods and services is lost due to miscommunication with the other trading partner? A great deal. We need to develop the human resources required to conduct successful negotiations with people from foreign cultures. A negotiation simulation (the CROSS-CULTURAL NEGOTIATING GAME) with export managers from Australia, Saudi Arabia, France, China, and Brazil was designed with the dual purpose of (1) yielding data as close as possible to “real” cross-cultural business negotiation discourse lending itself to systematic analysis and (2) providing material for training future export managers in “the art” of negotiating cross-culturally.

Keywords: communicative styles; cross-cultural communication; intercultural effectiveness; negotiations; simulation (search for similar items in EconPapers)
Date: 1992
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-4-431-68189-2_18

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DOI: 10.1007/978-4-431-68189-2_18

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