Language as a strategic choice in multilingual negotiations: power dynamics, nuances and coping practices

Purpose This study aims to examine how professional negotiators choose negotiation languages in multilingual business interactions, the factors shaping these choices and how language affects negotiation processes, perceived power and outcomes. It addresses gaps in negotiation and international business research by investigating language choice as a strategic decision rather than a mere communicative constraint. Design/methodology/approach Using semistructured interviews with 26 experienced French negotiators, this study applies iterative qualitative coding to identify patterns in language strategy, perceived cognitive and emotional effects, power dynamics and coping practices. Findings Negotiators choose among native, counterpart or lingua-franca languages for reasons linked to comfort, precision, relational goals, neutrality and symbolic value. Foreign-language use increases cognitive load, reduces confidence and can shift perceived power, yet rarely affects final outcomes. Language choice itself becomes a strategic tool for managing pace, information flow and relational dynamics. Practical implications Negotiators should agree on a working language early, prepare key terminology, use selective language accommodation and leverage technology to support clarity and relational rapport. Originality/value This study conceptualizes language choice as a strategic negotiation decision with relational, cognitive and power implications. The findings also point to the symbolic use of language as a relational negotiation practice and suggest that language proficiency may shape perceived interactional power in multilingual negotiations.