Appreciation of directness in salary negotiations, impact of accommodation and culture.
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2024-07-04
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en
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This study investigates the effect of culture and communication accommodation on speaker
appreciation of directness in business negotiations. Based on Communication Accommodation
Theory (Giles, 1973) the study sought to find differences in speaker appreciation between
Dutch and French culture. The Netherlands and France were chosen as they differ in
directness in communication (Le Pair & Van Mulken, 2008). A total of 59 participants took
part in an experiment. Subjects were asked to listen to recordings of salary negotiations
between an employee and their manager. Half of the participants listened to a recording in
which the employee maintained an indirect communication style throughout the interview and
half of the participants listened to a recording in which the employee started the negotiation
using an indirect communication style but converged to a direct communication style at the
end of the negotiation. Afterwards subjects filled out a questionnaire, evaluating the employee
on success, efficiency, professionalism, pleasantness, and politeness. French participants showed a strong preference for maintaining indirect communication whereas there Dutch participants did not have a significant preference.
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Faculteit der Letteren