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Learning to negotiate reality: a strategy for teaching intercultural competencies


  • Berthoin Antal, Ariane
  • Friedman, Victor J.


Managers in a global business environment work with people who have different values, behavioral norms, and ways of perceiving reality. Team members bring their different national and professional backgrounds to the table, and suppliers and clients come from different corporate cultures. Consequently, intercultural competencies have become important for a wider range and larger number of people in business than ever before. In order to prepare students to become effective in the multiple cultural contexts they will face, business educators must clarify what constitutes intercultural competencies and how to develop them within the context of a business school classroom. In this paper we present the idea of learning to negotiate reality as a core intercultural competence and we describe an approach we designed and used for developing this competence at an international business school in Europe.

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  • Berthoin Antal, Ariane & Friedman, Victor J., 2003. "Learning to negotiate reality: a strategy for teaching intercultural competencies," Discussion Papers, Research Unit: Innovation and Organization SP III 2003-109, Social Science Research Center Berlin (WZB).
  • Handle: RePEc:zbw:wzbior:spiii2003109

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    1. Jangho Lee & Thomas W Roehl & Soonkyoo Choe, 2000. "What Makes Management Style Similar and Distinct Across Borders? Growth, Experience and Culture in Korean and Japanese Firms," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 31(4), pages 631-652, December.
    2. House, Robert & Javidan, Mansour & Hanges, Paul & Dorfman, Peter, 2002. "Understanding cultures and implicit leadership theories across the globe: an introduction to project GLOBE," Journal of World Business, Elsevier, vol. 37(1), pages 3-10, April.
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