Simulated International Business Negotiations

The simulated international business negotiation has been developed as a pedagogical device to contribute to the special needs of education for international business. It was first used by Professor Kapoor in the Spring of 1968 and has since been employed in a variety of other courses with substantial success. It appears to have considerable promise in development both of intellectual capacities for formulation of international business strategy and development of personal behavioral skills in dealing with international environmental situations. This paper will outline the main characteristics of the simulations and discuss their practical utilization.© 1972 JIBS. Journal of International Business Studies (1972) 3, 19–31