KUE Students Participate in International Negotiation Project
In the pre-holiday period, students from the Sales Management specialization at the Management faculty participated in an exceptional educational project. As part of their Negotiations course, they had the opportunity to conduct genuine negotiations with their American counterparts from the Cox School of Business at Southern Methodist University (SMU) in Dallas.
The project was based on the “Mouse” case study developed by Harvard Business School. This initiative was made possible through the collaboration between Prof. Steven B. Denson from SMU and Prof. Adriana Paliwoda-Matiolańska from our university.
According to the participants, this experience was valuable for several reasons: “This was a unique opportunity to negotiate with people from a different cultural background, from a distant country. During the project, we applied various negotiation techniques – sometimes consciously, other times intuitively – which significantly deepened our understanding of commercial negotiation dynamics,” the project participants summarized.
The project presented students with a multifaceted challenge. They had to:
- Communicate fluently in English
- Quickly organize teamwork
- Make decisions under time pressure
- Develop agreements in an international context
Despite the challenges encountered, the atmosphere of cooperation was excellent. Students emphasize that the project allowed them to broaden their horizons and gain invaluable practical experience that would be difficult to obtain in the traditional course of studies.
These initiatives constitute an essential element of our university’s practical dimension of education, preparing students to function in the global business environment.
