Exploring the integrative versus distributive nature of negotiation strategies and their effectiveness across cultures with language style matching

Research identifies two major negotiation strategies – questions and answers (Q&A) and substantiation and offers (S&O). Recent studies have indicated some anomalies regarding the use of these strategies and their effectiveness across cultures. If the effectiveness of Q&A has been widely acknowledged, less is known about the effectiveness of S&O. To address these gaps, we analyze inter- and intracultural negotiations between a high context (Hong-Kong Chinese) and low context (U.S.) culture conducted via instant messenger and show how computer-mediated communication (CMC) can shift established patterns. We triangulate between cognitive methods used in negotiations research (mental model convergence, fixed-pie bias) and language style matching – a novel analysis in the domain of international buyer-seller negotiations. We calculate language style matching (LSM) scores with the text analysis program Linguistic Inquiry and Word Count (LIWC) and a formula established in prior research.