How do false friends affect negotiation outcomes in English

False friends—words in different languages that look or sound similar but have different meanings—can significantly influence negotiation outcomes in English, particularly when one or more parties are non-native speakers. These linguistic pitfalls can lead to misunderstandings, misinterpretations, and even emotional reactions that disrupt the negotiation process.

Key Effects of False Friends on Negotiation Outcomes

1. Miscommunication and Misunderstanding:

   • False friends can cause negotiators to misinterpret the intended meaning of a message. For example, a word that seems familiar might be understood incorrectly based on its meaning in the speaker’s native language. This misunderstanding can distort the context of the negotiation and lead to decisions based on incorrect assumptions ².

2. Perceived Hostility or Aggression:

   • The use of false friends may inadvertently convey unintended hostility or aggression. For instance, if a word is misinterpreted as confrontational or critical, it can provoke defensive or aggressive reactions from the other party. This emotional escalation can derail negotiations and harm relationships between parties ².

3. Reduced Satisfaction with Outcomes:

   • Misunderstandings caused by false friends can result in dissatisfaction with negotiation outcomes. If one party feels that their points were not understood or that they were treated unfairly due to linguistic errors, they may view the agreement as less favorable ².

4. Impact on Trust and Rapport:

   • Negotiations rely heavily on building trust and rapport. False friends can undermine these elements by creating confusion or suspicion about the other party’s intentions. This is particularly problematic in cross-cultural settings where language barriers already pose challenges.

Practical Implications for Negotiators

• Awareness and Preparation: Non-native English speakers should familiarize themselves with common false friends between their native language and English to minimize misunderstandings.
• Clarification Strategies: Negotiators should actively seek clarification when uncertain about a term’s meaning, rather than assuming its intent.
• Use of Simple Language: Avoiding complex vocabulary and idiomatic expressions can reduce the likelihood of confusion caused by false friends.
• Training and Support: Organizations involved in international negotiations might consider providing language training or employing professional interpreters to mitigate these risks.

Overall, false friends represent a subtle yet impactful barrier in English-language negotiations, emphasizing the importance of linguistic awareness and clear communication strategies to achieve successful outcomes.

References

• COVID-19 Home Confinement Negatively Impacts Social Participation and Life Satisfaction: A Worldwide Multicenter Study

• False Perceptions in Remote Negotiations Influenced by False Friends. A Negotiating Experiment Using Common European-English False Friends

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• Preconception and Prenatal Environmental Factors Associated with Communication Impairments in 9 Year Old Children Using an Exposome-Wide Approach

• Interviewing persons-supported in an evaluation of individual person-centred care plan development for community-care services: practical methodological considerations

• Non-linear Preference Functions and Negotiated Outcomes.

• College Students’ Negotiation of Privilege in a Community-Based Violence Prevention Project