Cross-Cultural Learning in Action: Role-Play Negotiations for Cultural Competence Development

Abstract

Cultural competence is increasingly recognised as a critical skill for management students navigating global business environments. This article presents a classroom-based negotiation exercise designed to enhance students’ intercultural understanding through experiential learning. Grounded in key cultural frameworks including Hofstede’s cultural dimensions, the GLOBE (Global Leadership and Organizational Behavior Effectiveness) study, and Meyer’s cultural context model, the exercise enables students to apply theory to practice in a simulated business negotiation. Emphasising the role of cultural intelligence and reflective practice, the activity fosters the development of adaptive communication strategies and critical thinking about cultural assumptions. Through structured role-play and post-negotiation reflection, students gain practical insights into the complexities of cross-cultural negotiation and global management. This pedagogical approach contributes to the broader goal of preparing culturally competent graduates for diverse professional settings. This article provides all the necessary materials for running the exercise such as a lesson plan, student handouts and debriefing guides.