Appreciation of Linguistic Accommodation on the Outcome of Salary Negotiations: A Comparative Study Between Direct and Indirect Cultures.
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2024-07-04
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en
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This empirical research provided an insight into the appreciation of Communication Accommodation Theory (CAT), specifically in directness, and the interactions of its effects between contrasting cultures. Drawing on Hall’s High and Low-context culture framework, this study investigated the difference in appreciation of directness accommodation between a high (France) and low-context (the Netherlands) culture in a business negotiation setting with an unequal power distribution. We hypothesized that low-context cultures showed greater appreciation for convergence towards directness. Additionally, we did not expect the maintenance of the speaker’s communicative style to be significantly different between the two cultures. Results indicated that convergence towards directness was not significantly appreciated more by the low-context culture, it was however significantly less appreciated by the high-context culture, indicating a strong preference for maintenance by the high-context culture. Lastly, results indicated that maintenance was not appreciated equally, rather appreciated more by the high-context culture than the low-context culture.
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