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A Cross-Cultural Negotiation Role-Play For Sales Classes, Daniel Herlache, Stefan Renkema, Shannon Cummins, Carol Scovotti
A Cross-Cultural Negotiation Role-Play For Sales Classes, Daniel Herlache, Stefan Renkema, Shannon Cummins, Carol Scovotti
Marketing & Entrepreneurship Faculty Publications
Purpose of the Study: International sales jobs are plentiful; yet many marketing students do not pursue them. This study describes an international negotiation teaching innovation that improved student awareness of both the challenges and rewards of a career in international sales.
Method Design and Sample: The use of a cross-cultural negotiation exercise in sales classes from two countries is tested to provide an experiential learning opportunity in a computer-supported, collaborative learning setting. Prior research has shown that the use of web-based technology can enhance collaboration and construction of knowledge (Comeaux and McKenna-Byington, 2003). Students first engaged in a …