Linguistics of The Mind and Heart: Negotiating In Native Language Is Comfortable But Not Efficient

We explore the effects of language on strategies and outcomes in a negotiation context. Across 3 studies, we assess the participants’ preference for their native vs foreign language and the relationship between language and emotional expression, strategy, and negotiation outcomes. Results from an Mturk study (n= 212) show participants’ preference for their native language in negotiation. However, participants from two face to face studies (n= 318) consistently show higher emotional display, more passive strategies (i.e., avoiding) and lower outcomes when using their native language. Moderated mediation analyses show that the combined effects of language and anger on the joint outcomes are mediated by negotiation strategy. Moreover, Actor-Partner Interdependence Model analyses provide support for the effects of emotion on strategy. Our results add to the scant literature on the role of language in negotiation and suggest international negotiators should benefit from using foreign language.