- Higher than High: How Foreign Language Proficiency Matters in Intercultural Business Negotiations
Activities of companies increasingly cross (national) borders, so that intercultural business negotiations become more and more frequent. We focus on the problem of selecting a common language that most often is English and not the native language of the negotiators. Can foreign language proficiency (FLP) enhance negotiation outcomes? A set of studies using negotiation simulation data of students and professionals from various European cultures reveals that FLP, although rather high, does impact negotiation outcomes for the party equipped with a tighter reservation point, and that this effect disappears when both roles have similarly challenging outside options. These results imply that in a prominent situation of today’s culture-wise interwoven economy – negotiations between non-native English speakers with high FLP levels – nuances of FLP may determine negotiation outcomes. Ignoring FLP would thus be myopic. Practical implications relate to the training of negotiators so that they should improve their FLP to excellent levels.
Wilken R., Mühlfeld K., Age L.J.
- „Work Intensification, individual health and the moderating role of team cohesiveness. An examination of multilevel effects“
Alfes K. & Ritz A. (2014); revised and resubmit, Human Resource Management.
Van Dijk H., Shantz A. & Alfes K. (2015); submitted, Academy of Management Review.
- “Supplier competences as a stereotype inferred from a country of origin cue”
Schätzle S., Jacob F. & Zerbini F.; submitted to IMM.
- „The Customer as Enabler of Value (Co)-Creation in the Solution Business“
Petri J. & Jacob F.; submitted to IMM, under Review.