Dancing to a Different Beat: Exploring Differences in Negotiation Strategies and Behaviours Across Cultures

This experiential-learning activity develops participants’ critical understanding and application of cross-cultural issues associated with making decisions, allocating resources or resolving disputes between interdependent parties. Through an engaging and interactive negotiation activity, participants experience different competitive-collaborative and sequential-holistic cultural dimensions in the context of a simulated two-party negotiation, recognising the value of cultural intelligence for effective negotiation and bargaining across borders. The activity was developed for undergraduate international management and finance students in a collaborative online international learning (COIL) environment, although it also runs successfully in person.