94

This paper presents findings from a negotiation exercise that took place during fall 2002 between students from Umeå School of Business & Economics (USBE) in Sweden and the Institut Commercial de Nancy (ICN) in France. It describes the case and its objectives, presents the groups of students, the situation, and the method used to play the negotiation game. It includes some data collected during and after the case study, including an analysis of written documents and of the mutual perception of the negotiators. Specific elements such as the meaning of words or the reaction time are significant for the players. It ends with comments about the lessons learned and further recommendations for future research.