Linguistic Accommodation on Directness implemented in Negotiations on Salary : a Comparison between High-context and Low-context Cultures.
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2024-06-07
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en
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Globalization has been shaping the new world’s social ties, contributing to an increasing intercultural contamination across various contexts, such as the workplace, where practices such as negotiations, often entail intercultural communication dynamics. Cultural Accommodation theory (CAT) is a linguistic theoretical concept particularly appropriate to explain such intercultural dynamics, as its dimensions are often naturally embedded in the phenomenon of negotiations. The following research has applied CAT to the context of business negotiations regarding salary raise, comparing high-context and low-context cultures, respectively represented by French and Dutch cultures, on the basis of the appreciation of directness. The results of the experiment showed that maintaining an indirect style of communication was an element more appreciated in French culture, than in Dutch culture. On the other hand, converging towards a more direct style, was not appreciated more in Dutch culture, than in French culture, neither there was a difference between convergence and maintenance in Dutch culture.
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