Foreign language effect in negotiations

Negotiation language and framing effect on contract terms and subjective outcomes

Bibliographic Data

ID21620117
AuthorsJung Hyun Lee (0000-0002-6580-6289, Washington University in St. Louis), Hillary Anger Elfenbein (0000-0002-3973-1447, Washington University in St. Louis), William P Bottom (0000-0001-8200-8476, Washington University in St. Louis)
Year2024
Volume35
Issue2
Pages270-286
Publication date2024-02-13
Peer ReviewedYes
Open AccessYes
TypeARTICLE
VenueInternational Journal of Conflict Management (JOURNAL)
Journal identifiersISSN: 1044-4068 • E-ISSN: 1758-8545
PublisherEmerald (PUBLISHER)
DOI10.1108/ijcma-03-2023-0052
OpenAlexW4386324303
LanguageEN
Citations received1
References cited53

Purpose This study aims to test negotiation outcomes when bilinguals negotiate in a foreign rather than their native language. Decision research on the foreign language effect indicates that bilingual individuals may be less susceptible to framing bias when using a foreign language because they make less emotional and biased choices. With increasing international business activity, there is a pressing need to examine the effect of language on bilingual negotiators. Design/methodology/approach The authors tested the hypotheses using a two (task frame: gain vs loss) × 2 (language: foreign vs native) factorial design recruiting 246 Korean–English bilinguals. A negotiation simulation with three issues was used, and participants exchanged offers with a preprogrammed computer they believed to be a real counterpart. Findings There was no significant interaction effect between framing and language on the offers made, but the framing effect was mitigated and nonsignificant for negotiators who used their foreign language. The interaction between framing and language conditions significantly affected negotiators’ positive emotions and satisfaction with the negotiation. Originality/value The uniqueness of this paper is related to its effort to investigate the effect of negotiation language on a negotiator’s decision-making. Considering globalization and the increasing prevalence of international negotiations, this paper has implications for researchers and practitioners

Foreign language · Framing effect · Mathematics education · Negotiation · Originality · Persuasion · Political science · Conflict Management and Negotiation · Engineering · Gender Diversity and Inequality · Language, Discourse, Communication Strategies · Law · Psychology · Social Psychology