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The effects of language choice on bu...

Adachi, Yumi.

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The effects of language choice on business negotiations.

Record Type:	Language materials, printed : Monograph/item
Title/Author:	The effects of language choice on business negotiations./
Author:	Adachi, Yumi.
Description:	102 p.
Notes:	Source: Dissertation Abstracts International, Volume: 58-03, Section: A, page: 0850.
Contained By:	Dissertation Abstracts International58-03A.
Subject:	Language, Modern. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=9725500
ISBN:	9780591344479

The effects of language choice on business negotiations.
Adachi, Yumi.

The effects of language choice on business negotiations. - 102 p.

Source: Dissertation Abstracts International, Volume: 58-03, Section: A, page: 0850.

Thesis (Ph.D.)--Purdue University, 1996.

The purpose of the present study was to investigate the effects of language choice between Japanese and English on cross-cultural business negotiations. Even though there has been a wide range of discussion about how to do business with the Japanese, there is a lack of study about the affect of language on cross-cultural business negotiations. In the present study, Japanese learners of English engaged in a simulation negotiation game in Japanese and English. The Japanese had more difficulty expressing themselves when they conducted the simulation in English since they had an imperfect knowledge of the language. Language transfer from Japanese to English was observed in their use of backchannels, and in the meanings of certain words. These quandaries appeared more with the Japanese who had lower English proficiency levels. The Japanese were also influenced by their own cultural values when they engaged in a simulation. They had mental blocks toward female business counterparts as well as with younger persons, and these affected their attitudes even more when they engaged in a simulation with another Japanese. However, the Japanese made more simulated profits while using English rather than Japanese. Since English does not allow expressions which stimulate the sense of guilt to which the Japanese commonly respond, Americans were less successful at getting concessions from the Japanese. These results are discussed in terms of discourse analysis using ethnography of communication and ecological psychology as methodology.

ISBN: 9780591344479Subjects--Topical Terms:

1018098
Language, Modern.

The effects of language choice on business negotiations.
LDR:02453nam 2200301 4500 001 1398352
005 20110908143004.5
008 130515s1996 ||||||||||||||||| ||eng d
020 $a 9780591344479
035 $a (UMI)AAI9725500
035 $a AAI9725500
040 $a UMI $c UMI
100 1 $a Adachi, Yumi. $3 1677232
245 1 4 $a The effects of language choice on business negotiations.
300 $a 102 p.
500 $a Source: Dissertation Abstracts International, Volume: 58-03, Section: A, page: 0850.
500 $a Major Professor: Alan Garfinkel.
502 $a Thesis (Ph.D.)--Purdue University, 1996.
520 $a The purpose of the present study was to investigate the effects of language choice between Japanese and English on cross-cultural business negotiations. Even though there has been a wide range of discussion about how to do business with the Japanese, there is a lack of study about the affect of language on cross-cultural business negotiations. In the present study, Japanese learners of English engaged in a simulation negotiation game in Japanese and English. The Japanese had more difficulty expressing themselves when they conducted the simulation in English since they had an imperfect knowledge of the language. Language transfer from Japanese to English was observed in their use of backchannels, and in the meanings of certain words. These quandaries appeared more with the Japanese who had lower English proficiency levels. The Japanese were also influenced by their own cultural values when they engaged in a simulation. They had mental blocks toward female business counterparts as well as with younger persons, and these affected their attitudes even more when they engaged in a simulation with another Japanese. However, the Japanese made more simulated profits while using English rather than Japanese. Since English does not allow expressions which stimulate the sense of guilt to which the Japanese commonly respond, Americans were less successful at getting concessions from the Japanese. These results are discussed in terms of discourse analysis using ethnography of communication and ecological psychology as methodology.
590 $a School code: 0183.
650 4 $a Language, Modern. $3 1018098
650 4 $a Business Administration, General. $3 1017457
650 4 $a Speech Communication. $3 1017408
650 4 $a Psychology, Industrial. $3 520063
690 $a 0291
690 $a 0310
690 $a 0459
690 $a 0624
710 2 $a Purdue University. $3 1017663
773 0 $t Dissertation Abstracts International $g 58-03A.
790 1 0 $a Garfinkel, Alan, $e advisor
790 $a 0183
791 $a Ph.D.
792 $a 1996
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=9725500