SIMULARI COMEX AND EXTENSION PRACTICE

ACTIVE LEARNING IN INTERNATIONAL NEGOTIATIONS AND FOREIGN TRADE

Abstract

This article presents the development, theoretical foundations, methodology, results, and pedagogical impacts of the SimulaRI Comex extension project, linked to the Prática de Extensão I course in the International Relations program at the Federal University of Tocantins (UFT). The initiative consists of simulating international business negotiation environments as an active learning strategy. As its central pedagogical product, a Practical Export Guide was developed, serving as both a theoretical and operational basis for conducting a simulated international business round (Virtual Business Meeting). In this event, Training Companies acted as anchor purchasing firms (simulating foreign importers), while companies from Tocantins assumed the role of sellers (exporters), supported by trade promotion and foreign trade institutions. Extension students were trained to organize and manage the virtual meeting, including the preparation of materials, invitations, rules, and participant guidelines. Furthermore, the project offered training on how to design effective business pitches for presentation during negotiations, aimed at improving the participants’ commercial communication skills. The results indicate that the simulation provided meaningful experiential learning: students reported a greater understanding of export processes and enhanced competencies in international negotiation, while local entrepreneurs gained access to knowledge and tools for internationalization. From a pedagogical perspective, SimulaRI Comex demonstrated the potential of active methodologies and the curricularization of extension to integrate theory and practice, promote student protagonism, and strengthen ties between the university and the productive sector. It is concluded that simulating international business rounds, supported by specialized didactic materials, represents an educational innovation capable of enriching International Relations training and preparing future professionals for the challenges of foreign trade.