Watch Your Tone … Relational Paralinguistic Messages in Negotiation

Zhaleh Semnani-Azad and Wendi L. Adair

International Studies of Management & Organization, 2013, vol. 43, issue 4, 64-89

Abstract: This study examines how East Asian and North American negotiators convey relational cues using vocal paralanguage. Drawing upon the involvement-affective model of relational messages, the authors posit that vocal cues in negotiation connote level of involvement (passive-active) and affect (positive-negative). Since cultural norms influence emotional expression, they predict distinct patterns of vocal paralanguage accompanying relational status in the East versus the West. The authors manipulated relational approach and examined vocal paralanguage in a videotaped business negotiation simulation in an undergraduate academic course at a Canadian university. Their findings confirm that Canadian negotiators communicate positive perception of counterpart and active involvement in negotiation through faster speech rate and expressiveness in voice. Chinese negotiators exhibit self-control by remaining calm and suppressing emotion in vocal tone. Furthermore, warmth in voice predicts satisfaction with relationship in negotiation, especially when a negotiator is not actively involved. Theoretical and practical implications for cross-cultural negotiation and communication are discussed.

Date: 2013
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DOI: 10.2753/IMO0020-8825430404

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