MBA Education and Negotiation Competence: Examining the Impact of Experiential Learning on Negotiation Self-Efficacy in a Multi-Cultural Environment

By Judith Richards and Veronica Guerrero.

Published by Journal of the World Universities Forum

Format Price
Article: Print $US10.00
Published online: May 26, 2015 $US5.00

Critics continue to scrutinize the return-on-investment of increasingly expensive MBA degree programs. As a result, academic institutions have looked to employers across multiple industries to better understand the evolving educational needs of graduate students seeking employment in a global marketplace. Multi-national organizations have called upon business schools to address the need for MBA graduates to cultivate proficiency within their range of soft skills. Such soft skill development increases the effectiveness of individuals in negotiation situations. This study will explore how Domestic and International MBA students can develop increased levels of negotiation self-efficacy to avoid leaving unclaimed value on the negotiation table. Further, the research will explore the type of experiential learning activities in a multi-cultural student classroom that best support negotiation self-efficacy.

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Keywords: Higher Education, Cross-cultural Negotiation Competence, Self-efficacy

Journal of the World Universities Forum, Volume 8, Issue 2, June 2015, pp.41-55. Article: Print (Spiral Bound). Published online: May 26, 2015 (Article: Electronic (PDF File; 741.370KB)).

Prof. Judith Richards

Visiting Professor, School of Management, California Lutheran University, Thousand Oaks, CA, USA

Dr. Veronica Guerrero

Assistant Professor, MBA Program Director, School of Management, California Lutheran University, Thousand Oaks, CA, USA


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