International business negotiation: automobiles. and ships

Purpose - The purpose of this case study is to provide an opportunity for students to conduct realistic business analysis applying subject material related to cross-cultural issues presented in the international business and international management courses. Design/methodology/approach - The hypothetical case study requires students to participate in a complex international business negotiation while treating cross-cultural issues. Two profiled hypothetical companies are negotiating to transport product from Japan to the USA. Negotiation issues are identified and national cultural considerations are emphasized. Findings - The case reflects refinements based upon its use during the past few years. Students are provided a realistic experiential exercise. Student feedback indicates a heightened sensitivity to cross-cultural considerations and business negotiation skills that transcends their assigned textbook readings and traditional testing. Research limitations/implications - As with any classroom exercise, differences do exist with "real-world" business practice. Students do not fully appreciate the pressures and tensions experienced by business professionals with respect to selecting a particular revenue stream from a series of potential revenue streams and resource limitations constraining managerial decision making. Practical implications - The case study provides an experiential exercise for students to apply theories and concepts learned from the textbook and the instructor's lectures. Originality/value - The case study offers a complex view of the myriad of cross-cultural considerations inherent in an international business negotiation. The case study provides value to the instructor and the students as it reinforces discipline theories and concepts in a meaningful way creating an active learning environment fostering academic excellence.