Negotiating across languages
How self-efficacy shifts from native ease to foreign insights
Dados Bibliográficos
| ID | 21620136 |
|---|---|
| Autores | Adrian Barragan Diaz (0000-0001-5848-5993, Institut d'Economie Scientifique Et de Gestion), Constanze Hermann (University of Hohenheim , Stuttgart), Rocío López-Cabrera (0000-0002-3915-9129, Institut d'Economie Scientifique Et de Gestion) |
| Ano | 2026 |
| Volume | 37 |
| Fascículo | 3 |
| Páginas | 784-807 |
| Data de publicação | 2026-05-05 |
| Peer Reviewed | Sim |
| Open Access | Não |
| Tipo | ARTICLE |
| Periódico | International Journal of Conflict Management (JOURNAL) |
| Identificadores do periódico | ISSN: 1044-4068 • E-ISSN: 1758-8545 |
| Editora | Emerald (PUBLISHER) |
| DOI | 10.1108/ijcma-08-2025-0281 |
| OpenAlex | W7140129420 |
| Idioma | EN |
| Referências citadas | 85 |
Purpose Extending dual-process theory to negotiation contexts, this study aims to examine how using a foreign versus native language influences negotiators’ self-efficacy, strategy use and negotiation outcomes. Design/methodology/approach The authors used one face-to-face negotiation and two experimental scenarios studies (n = 650) with German and French dual-language speakers. Analyses included both individual-level and dyadic modeling (actor-partner interdependence models) to examine intra- and interpersonal processes. Findings Across studies, negotiators reported higher self-efficacy in their native language but achieved better joint outcomes in their foreign language. Lower self-efficacy in the foreign language condition predicted superior joint outcomes, greater insight into counterpart priorities and increased use of cooperative strategies (problem-solving and compromising) by both actors and partners. Mediation analyses supported that foreign language use improved joint outcomes via enhanced insight. Research limitations/implications Findings are based on controlled simulations; future work should examine high-stakes, real-world negotiations and other language combinations. Practical implications Training negotiators to strategically use foreign languages can enhance perspective-taking and analytical engagement, promoting cooperation, mutual gains and more equitable agreements in multilingual and diverse workplace settings. Originality/value To the best of the authors’ knowledge, no prior research has jointly examined self-efficacy and negotiation outcomes while distinguishing between native and foreign language use. This study addresses that gap by isolating the psychological effects of language, holding culture constant and applying dual-process theory to explain how foreign versus native language use shapes self-efficacy, cognitive processing and negotiation behavior
Cognition · Foreign language · German · Interpersonal communication · Mediation · Moderated mediation · Negotiation · Conflict Management and Negotiation · Multi-Agent Systems and Negotiation · Social Power and Status Dynamics
The Way They Speak
Control mechanisms in bilingual language production
The impact of perceived group success-failure on motivational beliefs and attitudes
Thinking More or Feeling Less? Explaining the Foreign-Language Effect on Moral Judgment
Language Matters
Sex, Syntax, and Semantics
The Foreign-Language Effect
Construal-level theory of psychological distance.
Power, approach, and inhibition.
Prospect Theory
Temporal construal.
Dual-Process Theories of Higher Cognition
Do you hear my accent? How nonnative English speakers experience conflictual conversations in the workplace
Foreign language effect in negotiations
The Role of Issues in Negotiation
The language barrier and its implications for HQ‐subsidiary relationships
Negotiation and Mediation
Self-efficacy
How self-regulation helps to master negotiation challenges
Influence of social motives on integrative negotiation
Does the Use of English-language Questionnaires in Cross-national Research Obscure National Differences
A theory‐based measure of conflict management strategies in the workplace
Less-Detailed Representation of Non-Native Language
Personality, reciprocity, and strength of conflict resolution strategy
How low can you go? Ostracism by a computer is sufficient to lower self-reported levels of belonging, control, self-esteem, and meaningful existence
Negotiator confidence
Information exchange in negotiation
How foreign language shapes moral judgment
Now you see it, now you don't
Power, optimism, and risk-taking
Building a practically useful theory of goal setting and task motivation
A meta-analysis of self-regulated learning in work-related training and educational attainment
Self-efficacy and work-related performance
A Temporary Decline of Thinking Ability During Foreign Language Processing
| Velocidade de citação | historical |
|---|---|
| Altamente citado | Não |