The effects of Hispanic bilinguals language use and stereotype activation on negotiations outcomes |
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| Institution: | 1. Department of Business Administration, ITAM, Río Hondo 1, Ciudad de México 01080, Mexico;2. College of Business Administration, Florida International University, 11200 S.W. 8th Street, Miami, FL 33199, United States;1. Loughborough University, United Kingdom;2. Centre of Labour Market Studies, University of Leicester, United Kingdom;1. University of North Carolina Charlotte, 9201 University City Blvd, Charlotte, NC 28223, United States;2. Fuqua School of Business, Duke University, 100 Fuqua Drive, Durham, NC 27708, United States;1. Department of Management, Economics, Mathematics, and Statistics, University of Salento, Ecotekne Campus, Via per Monteroni, 73100 Lecce, Italy;2. Stern School of Business, New York University, 40 West 4th Street, New York, NY 10012, USA;3. Department of Business and Management, LUISS University, Viale Romania 32, 00197 Rome, Italy;4. Kellogg School of Management, Northwestern University, 2001 Sheridan Road, Evanston, IL 60208, USA;1. School of Hotel & Tourism Management, The Hong Kong Polytechnic University, 17 Science Museum Road, TST East, Kowloon, Hong Kong;2. School of Hospitality Management, The Pennsylvania State University, 224 Mateer Building, University Park, PA 16802, United States;1. INCAE Business School, Costa Rica; IE Business School, Spain;2. INCAE Business School, Nicaragua |
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| Abstract: | Service encounters often become negotiations between the customer and the service provider. For speakers of multiple languages, the language used in a negotiation can be a critical factor in the success of that encounter. By investigating how U.S. bilinguals negotiate in either English or Spanish, this research examines the effect that the activation of the stereotype related to the minority language-speakers has on negotiation outcomes. The results of two experiments support the general notion that, among U.S. Hispanic bilinguals, the majority language (English) yields more favorable outcomes compared to the minority language (Spanish); a third study with a comparison group of bilinguals in Mexico, where no language-related stereotype exists, shows no effect of the negotiation language on the outcome. The paper discusses theoretical and practical implications of the findings and areas for future research. |
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