Negotiating between cultures To what extent do high and low context cultures appreciate accommodation on directness differently during a negotiation?
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2024-07-04
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en
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Some cultures are known for their implicit language which is described as indirect communication: high-context cultures. Low-context cultures, on the other hand, are known for their explicit use of language which is described as direct communication. Since miscommunication is an inevitable in this context difference, this study aims to investigate the interlocutor’s perception of the communication between the high -and low-context cultures during a negotiation. Therefore, an experiment was conducted in which native French (high-context) and Dutch (low-context) speakers had to rate a female negotiator discussing a salary raise in which she either maintained or converged her indirect communication style. In other words, the female negotiator would consistently use indirect language or change her indirect communication style into a direct communication style. The results showed a significant difference in the perceived politeness, success, efficiency, and professionalism between the Dutch and the French participants. The French participants ranked the female employee as more polite, successful, efficient and professional when maintaining her indirect communication style.
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Faculteit der Letteren