Non-face-to face international business negotiation: how isnational culture reflected in this medium

摘要

With the globalization of the world economy, it is imperative thatnmanagers, both present and future, be sensitive to differences innintercultural business communication. In particular, the context ofnglobal electronic commerce leads to an increasing use of email innnegotiating deals, which to this point has been carried out almostnexclusively via face-to-face (FTF) or other high-feedback media (e.g.,ntelephone) but not of non-FTF media. This study, involving 20nparticipants, uses speech act theory and psycholinguistic analysis tonexplore the effects of culture on non-FTF communication