Internet Exchange and Videoconference (1997-2001)
IRENE promotes the use of information technology integrated into normal classes and negotiation workshops. This is for the purpose of increasing efficacy in teaching by adding to the time spent in class and making students aware of the impact of globalization (the concrete results of which they will have to confront in negotiating with their partners from other cultures, representing other countries, and perhaps even entire continents).

Negotiation with Kellogg students, whether by electronic correspondence (e-mail) or virtually face to face (videoconference) provided research on "Culture and Joint Gains," carried out by Jeanne Brett (DRCC, Kellogg), with the participation of Alain Pekar Lempereur.

What effect does culture have on obtaining joint gains at the end of negotiations? Previous research has identified various strategies apt to create common gains for two American negotiators. What about negotiators belonging to other cultures? Do they have the same strategy? Do they manage to generate the same level of joint gains? These are some of the questions asked by an international team made up of Jeanne Brett (coordinator), Wendy Adair, Alain Pekar Lempereur, Tetsuchi Okumura, Peter Shikhirev, Catherine Tinsley and Anne Lytle. Their work is based on data collected from negotiators representing six different cultures: Brazil, France, Hong Kong, Japan, Russia, The United States.

The research has produced a model that was the subject of two round tables at the IACM (International Association for Conflict Management) conference, in 1997 and 1998. It was also written up in the Negotiation Journal.

To these data were added the results of simulations, carried out by video conference or e-mail, among participants of various countries (and particularly the MBA students at Kellogg and ESSEC).