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Journal of Management Education
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Socofrance, S. A.: An American and French Negotiation Simulation

Rae André

Northeastern University

Gildas Quinquis

Partners Healthcare System, Inc.

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.

Journal of Management Education, Vol. 24, No. 4, 501-519 (2000)
DOI: 10.1177/105256290002400408
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