Journal article
Foreign language effect in negotiations: negotiation language and framing effect on contract terms and subjective outcomes
The International journal of conflict management, Vol.35(2), pp.270-286
02/13/2024
DOI: 10.1108/IJCMA-03-2023-0052
Abstract
PurposeThis 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/approachThe authors tested the hypotheses using a two (task frame: gain vs loss) x 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.FindingsThere 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/valueThe 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.
Details
- Title: Subtitle
- Foreign language effect in negotiations: negotiation language and framing effect on contract terms and subjective outcomes
- Creators
- Jung Hyun Lee - Washington University in St. LouisHillary Anger Elfenbein - Washington University in St. LouisWilliam P. Bottom - Washington University in St. Louis
- Resource Type
- Journal article
- Publication Details
- The International journal of conflict management, Vol.35(2), pp.270-286
- Publisher
- Emerald Group Publishing
- DOI
- 10.1108/IJCMA-03-2023-0052
- ISSN
- 1044-4068
- eISSN
- 1758-8545
- Number of pages
- 17
- Grant note
- Olin School of Business, Washington University in St. Louis
- Language
- English
- Date published
- 02/13/2024
- Academic Unit
- Health Management and Policy; Center for Social Science Innovation
- Record Identifier
- 9984721231102771
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