Linguistics of the heart and mind: Negotiating in one's native language is comfortable but not efficient
Diaz, Adrian Barragan Poliakova, Elena Medina, Francisco J
Diaz, Adrian Barragan
Poliakova, Elena
Medina, Francisco J
Publication Type
Journal article with impact factor
Editor
Supervisor
Publication Year
2024
Journal
Journal of Occupational and Organizational Psychology
Book
Publication Volume
97
Publication Issue
4
Publication Begin page
1451
Publication End page
1474
Publication Number of pages
Collections
Abstract
When negotiating with partners from abroad, which language should we choose: a native or a foreign one? To answer this question, we leverage dual‐process theory to investigate how using a native versus foreign language affects negotiation strategies and outcomes and explore the moderating role of emotions. Across three studies that use dual‐language speakers of four of the five most common languages in the world (English, Chinese, Spanish and French), our findings consistently show that, while the native language is the preferred option for negotiation (Study 1), the consequences are more emotional expression, more passive strategies and worse outcomes (Studies 2 and 3). Anger in a native versus foreign language makes negotiators compromise more, which results in worse outcomes (Study 3). Our contribution is threefold: We are the first to explore the effects of language (foreign vs. native) in an empirical negotiation setting; we separate the intrapersonal from the interpersonal effects of language by using the Actor‐Partner Interdependence Model; and we establish that the language effects are independent of culture. Our results suggest that managers should use their native language with caution when negotiating, since they might unconsciously display higher levels of emotion and use more passive negotiation strategies.
Research Projects
Organizational Units
Journal Issue
Keywords
Anger, Dual-Process Theory, Emotions, Foreign Language Effect, Negotiation, Negotiation Strategies