Proceedings of The 6th International Conference on Research in Education, Teaching and Learning
Learner Profiles for Global Negotiation
This paper aims to introduce an English communication programme destinated for university students in Japan and designed to foster their negotiating skills. Nowadays, conducting well negotiations has become more critical than ever, especially in the current context of international relations in which a conflictual situation may easily transform into a direct confrontation. A good negotiator can hedge such a situation, so it will be critical to equip future negotiators with the necessary skills. The present paper presents my research based on the Model United Nations (MUN) data. MUN is used as a pedagogical material in different parts of the world, having mainly two objectives: first, to make students conscient of the institutional dimension of global society (i.e., the UN system); second, to teach students communicative and interactive behaviour as stakeholders participating in an international conference (i.e., rules of procedure). A theoretical challenge has been objectively evaluating students’ skills for negotiation in global settings. In fact, negotiators must be capable of producing a convincing discourse to highlight their claims and maintain social and/or interpersonal relationships with their counterparts. After explaining how and why MUN has been implemented in Japan in describing the ins and outs of its evolution, the paper will show how global negotiation competence can be analyzed in terms of intersubjectivity and argumentativity that discourse encompasses. Finally, the article will highlight different types of learner profiles according to how they adopt components of global negotiation competence to conduct their activities.
keywords: negotiation, discourse, intersubjectivity, argumentatively, profile