Language as a strategic choice in multilingual negotiations: Power dynamics, nuances, and coping mechanisms

Abstract: This study examines how professional negotiators choose negotiation languages in multilingual business interactions, the factors shaping these choices, and how language affects negotiation processes, perceived power, and outcomes. Using semi-structured interviews with 26 experienced French negotiators, the study applies iterative qualitative coding to identify patterns in language strategy, perceived cognitive and emotional effects, power dynamics, and coping mechanisms. Negotiators choose among native, counterpart, or lingua-franca languages for reasons linked to comfort, precision, relational goals, neutrality, and symbolic value. Foreign-language use increases cognitive load, reduces confidence, and can shift perceived power, yet rarely affects final outcomes. Language choice itself becomes a strategic tool for managing pace, information flow, and relational dynamics. Negotiators should agree on a working language early, prepare key terminology, use selective language accommodation, and leverage technology to support clarity and relational rapport.

Keywords: negotiation, language choice, language strategy, native language, foreign language, power, technology