PERCEIVED EFFECT OF LINGUISTIC ACCOMMODATION ON THE OUTCOME OF SALARY NEGOTIATIONS: A COMPARISON BETWEEN DIRECT AND INDIRECT CULTURES.
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2024-07-04
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en
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Abstract
Globalization has brought a large variety of cultures together in the aspects of
international trade, commerce, and negotiations. Previous research proves that cultures differ
in their communication style depending on whether their country’s culture can be categorized
as high or low-context. High-context cultures tend to communicate implicitly or indirectly,
whereas low-context cultures communicate explicitly and directly. The present study analyzed
how the type of culture and type of linguistic accommodation (convergence and maintenance)
affect the perception of an individual in a salary negotiation setting. A female employee’s
perceived skillfulness, efficiency, professionalism, politeness, and pleasantness were evaluated
by Dutch (low-context) and French (high-context) participants. The results showed a
significantly higher appreciation for maintenance by the high-context culture (French) on the
employee’s perceived skillfulness, efficiency, professionalism, and politeness compared to
convergence which was higher than Dutch (high-context) maintenance for perceived
skillfulness, efficiency, and politeness.
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Faculteit der Letteren