An Assessment of Pragmatic Functions in Nigerian Business Negotiations: A Comparative Analysis of Email and In-Person Meetings
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- NGN 5000
Background of the Study
Business negotiations in Nigeria often occur through multiple channels, including digital communication and face-to-face interactions. Pragmatic functions—such as politeness strategies, turn-taking, and indirect speech acts—play a pivotal role in negotiating outcomes. This study compares the pragmatic strategies employed during email negotiations with those in in-person meetings among Nigerian business professionals. Email negotiations typically involve written exchanges that require clear, concise, and strategically constructed messages, while in-person meetings allow for real-time adjustment through nonverbal cues and immediate feedback (Adebayo, 2023). By examining transcripts and recordings from both modalities, the research aims to identify how pragmatic markers differ across contexts and how they influence negotiation success. The study further explores how cultural factors and technological constraints shape the use of language in business negotiations. With Nigeria’s growing digital economy, understanding these differences is critical for developing effective communication strategies that enhance negotiation outcomes and foster business relationships (Olatunde, 2024).
Statement of the Problem
Although business negotiations are central to organizational success, there is limited research comparing the pragmatic functions of email versus in-person negotiations in Nigeria. Current studies often focus on individual communication modes without a comparative analysis of the pragmatic strategies involved. This lack of comprehensive understanding hinders the development of guidelines that could improve negotiation outcomes. Miscommunications arising from differing pragmatic practices can lead to suboptimal agreements and strained business relationships. This study seeks to bridge this gap by providing a comparative analysis of the pragmatic functions in digital and face-to-face negotiations (Adebayo, 2023; Olatunde, 2024).
Objectives of the Study
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To identify key pragmatic markers in Nigerian business negotiations via email and in-person.
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To compare the effectiveness of these strategies across modalities.
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To recommend best practices for optimizing negotiation outcomes.
Research Questions
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What pragmatic functions are most prevalent in email negotiations?
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How do in-person pragmatic strategies differ from digital ones?
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What impact do these differences have on negotiation success?
Significance of the Study
This study offers valuable insights into the pragmatic dimensions of business negotiations, aiding professionals in selecting effective communication strategies. The findings will benefit business leaders, communication trainers, and negotiators by highlighting context-specific approaches that improve outcomes (Adebayo, 2023).
Scope and Limitations of the Study
The study is limited to comparing pragmatic functions in Nigerian business negotiations via email and in-person meetings.
Definitions of Terms
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Pragmatic Functions: Language features that facilitate effective communication in context.
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Business Negotiations: Interactions aimed at reaching an agreement.
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Email Communication: Digital correspondence used in professional settings.
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