||The Internet has become one of the indispensable approaches to information exchange and acquisition in the daily lives of people in most of the world. The emerging Internet and vigorous development of information technology in the recent years have brought us a more convenient and reliable means to access information. With the rapid information transmission, it not only changes the traditional social mode of operations, but also enables immediate commercial activities on the Internet. The development of e-negotiation systems benefit the enterprises in the competitive global environments for saving financial and time costs in travels, transportations and accommodations, as well as assists international negotiators to negotiate with counterparts more efficiently, with no time difference and no boundaries in the global village of e-commerce.|
While Internet and Information technologies breaking the spaces and limitations in terms of geography, the international negotiators have to break the habits of using native language instead and using the world language – English – to negotiate with their counterparts from different backgrounds and countries with various native languages spoken. Languages and communication are the most important elements in the negotiation, and they affect the success of negotiation processes and outcomes. This research is to explore the impact of language familiarity on negotiators and negotiation strategies, an asynchronous e-negotiation system was developed accordingly and experiments conducted in the groups of native language (Mandarin) and non-native language (English).
Research results showed that negotiators who negotiated with native language had higher self-efficacy than the group with non-native language. The language self-efficacy showed significant positive influences on communication efficiency, but revealed negative impact on the relation with anxiety. The findings also indicated that communication efficiency showed statistically positive significance in all the three strategies adapted in this research – Contending strategy, Problem-Solving strategy, and Persuasive strategy. The higher the communication efficiency, the more positively it would impact on the strategies of contending, problem-solving and persuasive. As for anxiety, the results indicated that negotiators with higher anxiety would tend to use contending strategy more, but with no obvious impacts on the relations between anxiety vs. problem-solving, and anxiety vs. persuasive.