International Negotiation Simulations: An Examination Of Learning Processes And Outcomes

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Ron Lennon
Alex Sharland
Mauricio Gonzalez



Negotiation skills are valuable tools especially in the international business context. However, the extent to which negotiation simulations build new skills rather than augment existing skills is unclear. This empirical study focuses on the extent to which Mexican students and U.S. students learned from a negotiation simulation. The results indicate that all students learned something but that the Mexican students learned more.


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