...Adrian Barragan Diaz; Constanze Hermann; Rocío López-Cabrera Purpose Extending dual-process theory to negotiation contexts, this study aims to examine how using a foreign versus native language influences negotiators’ self-efficacy, strategy use and negotiation outcomes. Design/methodology...

... distance theorizing shows that inter‐cultural negotiators, one of whom is bi‐cultural, who use language, especially the pronoun “you” to close social distance, achieve higher joint gains than intra‐cultural negotiators who do not. Research limitations/implications The authors conclude that the language...