Linguistic competence and cross-cultural negotiations: A Mexican-Norwegian example

Authors

  • Anne Kari Bjørge Norges Handelshøyskole Institutt for Språk
  • Jan Halvor Natlandsmyr Norges Handelshøyskole Institutt for Språk

DOI:

https://doi.org/10.7146/hjlcb.v8i15.25366

Abstract

In the present paper we look at the connection between level of linguistic competence and negotiation outcome in cross-cultural negotiations. The corpus consists of six Mexican-Norwegian dyads participating in a negotiation simulation. The language of communication was English, which means that none of the participants negotiated in their native language. The negotiation transcripts were submitted to a qualitative linguistic analysis and graded according to level of competence. These results were coupled to negotiation outcome, which was calculated according to a cost matrix. The findings showed no statistically significant connection between language competence and outcome.

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Published

2017-02-08

How to Cite

Bjørge, A. K., & Natlandsmyr, J. H. (2017). Linguistic competence and cross-cultural negotiations: A Mexican-Norwegian example. HERMES - Journal of Language and Communication in Business, 8(15), 9–29. https://doi.org/10.7146/hjlcb.v8i15.25366

Issue

No. 15 (1995)

Section

THEMATIC SECTION: Intercultural Negotiations

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