Selling Fragrances on the Internet: An E-Commerce Negotiation

Abstract

This paper will describe and analyse an Anglo-French student exercise in electronic negotiation for the sale of fragrances on the internet, with the Warwick based team representing a high value internet shopping mall and the EDHEC, France based team representing a prestigious fragrance firm. The paper will analyse the development and implementation of the project and the responses of staff and students to it as well as future plans. It will argue that such projects transcend traditional educational categorisations such as clinical, problem and resource based learning.