The effects of language choice on business negotiations

Yumi Adachi, Purdue University

Abstract

The purpose of the present study was to investigate the effects of language choice between Japanese and English on cross-cultural business negotiations. Even though there has been a wide range of discussion about how to do business with the Japanese, there is a lack of study about the affect of language on cross-cultural business negotiations. In the present study, Japanese learners of English engaged in a simulation negotiation game in Japanese and English. The Japanese had more difficulty expressing themselves when they conducted the simulation in English since they had an imperfect knowledge of the language. Language transfer from Japanese to English was observed in their use of backchannels, and in the meanings of certain words. These quandaries appeared more with the Japanese who had lower English proficiency levels. The Japanese were also influenced by their own cultural values when they engaged in a simulation. They had mental blocks toward female business counterparts as well as with younger persons, and these affected their attitudes even more when they engaged in a simulation with another Japanese. However, the Japanese made more simulated profits while using English rather than Japanese. Since English does not allow expressions which stimulate the sense of guilt to which the Japanese commonly respond, Americans were less successful at getting concessions from the Japanese. These results are discussed in terms of discourse analysis using ethnography of communication and ecological psychology as methodology.

Degree

Ph.D.

Advisors

Garfinkel, Purdue University.

Subject Area

Language|Communication|Business community|Occupational psychology

COinS