International Exercise to Increase Awareness of Cross-Cultural Issues by U.S. Negotiators‪.‬

INTRODUCTION In a role-play negotiation exercise, students are faced with a business problem, with constraints and goals. The participants assume the roles of decision makers, and address the problem from the point-of-view of their role. The output of the role-play exercise is the product of the interaction between the "players," such as a negotiated agreement or "signed" contract. The simulation of business activities, as defined by the American Assembly of Collegiate Schools of Business (AACSB) Task Force is, "a business curriculum-related endeavor which is interactive (other than between teacher and pupil) and is characterized by variability and uncertainty" (Gentry, 1990, p. 10). This pedagogy provides an active learning environment versus a passive one (Graham & Gray, 1969). The purposes of such an environment vary, but could focus on enhancing the learning environment (Lamont, 2001) and conveying knowledge that one could not attain elsewhere (Goosen, Jensen, and Wells, 2001).