The Power of Politeness: How It Shapes Negotiation Outcomes across Cultures

Abstract: Cultural negotiations frequently involve face-threatening acts (e.g. demands, criticisms, interruptions) that undermine successful outcomes if not managed with appropriate sensitivity. To minimize breakdowns and maximize positive relationships, parties can integrate negotiation tactics with politeness strategies. Yet, there are challenges and research gaps in identifying and applying the most e!ective politeness strategies within cross-cultural contexts. To address these gaps, we examine how relational dynamics shape the selection and enactment of politeness strategies in cross-cultural negotiations. We build on the CuPS (culture × person × situation) model to illustrate how culture (e.g., individualism/collectivism, high/low context), person (e.g., endorsement of culture, individual traits), and situation (e.g., power distance, imposition weight) influence negotiators’ assessments of politeness strategies. We present a conceptual roadmap for understanding and investigating politeness in cross- cultural negotiation settings. We call for future research to refine these insights, develop linguistic strategies for negotiation, and enhance negotiation outcomes in today’s globalized business environment.

Keywords: Negotiation, Culture, Politeness, Communication