From Classroom To Boardroom: Developing Cultural Competence In International Business Negotiations

This article provides an immersive class exercise for teaching complex cross-cultural dynamics. The exercise is based on Hofstede’s cultural dimensions model and uses negotiations as a vehicle to bring the theory to life, letting students experience cultural differences firsthand in a classroom setting. During the exercise, students discover the impact of cultural background on communication, priorities and decision-making. The exercise provides students with an opportunity to reflect on cultural differences, the challenges these challenges present, and the importance of understanding the underlying dynamics that shape cross-cultural interactions. The exercise is suitable for both undergraduate and postgraduate foundational classes teaching international business, cross-cultural and management concepts. This article provides all the necessary materials for running the exercise such as a teaching note, student handouts and debriefing guide.