Using online negotiations to build language and business communication skills

Purpose - The paper discusses the value of integrating the web-based negotiation support system Inspire into university level English for business purposes courses. The system offers a content-rich environment and a platform for dynamic communication and meaningful interaction between the negotiating parties. Practicing negotiation skills with a system, like Inspire, that supports negotiation decisions at every stage of the process enhances traditional delivery of the language courses and prepares the students both linguistically and intellectually for future challenges in the workplace, including business and entrepreneurship. Methodology - The instructional model adopted for the course is the sustained content instruction. A sustained content language course is similar to other university courses in that it focuses on one theme or topic. Exploration of one theme over a longer period of time lends itself to analysis, evaluation and the development of critical thinking and creates a natural learning environment for language acquisition. Through input from texts, group discussions, problem solving activities and completion of assignments typical for university courses, students build knowledge of the topic as well as cognitive and linguistic skills. Originality - The theme of the course discussed in this paper is Decision-making and conflict resolution through negotiations. There are three main components of the course: the course-pack with readings from the theory of decision-making and negotiations, an individual research assignment where students further hone their knowledge of the topic and on-line business negotiations project for which the Inspire system was used. The adoption of the system was motivated by: (1) its relevance to the theme; (2) the relative novelty of the technology which lent itself to a new learning experience for the students; (3) its potential for immersing the students in the language of negotiations provided by the system; (4) the opportunity for the students to be involved in authentic communication; and (5) its capacity to motivate the students to engage cognitively and emotionally in the process. Practical implications - The adoption of the Inspire system created a unique opportunity for the students to engage in meaningful communication with counterparts from different cultures. The students' feedback indicates that they gained knowledge and skills that prepare them for success in university courses and in professional careers.