An Assessment of Pragmatic Functions in Nigerian Business Negotiations: A Comparative Analysis of Email and In-Person Meetings
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Background of the Study
Effective communication is vital in business negotiations, where pragmatic functions—such as politeness, indirectness, and speech acts—play a pivotal role in achieving favorable outcomes. In Nigeria, negotiations are conducted through both digital (email) and face-to-face interactions, each with its own set of pragmatic conventions (Adewale, 2023). Email negotiations often involve carefully crafted language that emphasizes clarity and formality, while in-person meetings allow for non-verbal cues and immediate feedback. This study compares the pragmatic strategies employed in these two negotiation settings to identify how language is tailored to meet different contextual demands. It explores the use of politeness markers, request forms, and strategic language to facilitate agreement and build rapport. The research also investigates the challenges that arise when shifting between written and oral modalities, particularly in a multicultural business environment. By understanding these pragmatic functions, the study aims to offer recommendations for enhancing negotiation outcomes and improving communication practices in Nigerian business settings (Onyema, 2024; Chima, 2025).
Statement of the Problem
Despite the importance of pragmatic functions in business negotiations, there is a lack of comparative research on how these strategies differ between email and in-person settings in Nigeria. Variations in language use can lead to misunderstandings or ineffective negotiations, impacting business outcomes (Adewale, 2023). The absence of a clear framework for evaluating these pragmatic differences hinders efforts to optimize communication strategies in diverse negotiation contexts. This study seeks to address this gap by systematically comparing the pragmatic functions in digital and face-to-face business negotiations, thereby providing insights to improve negotiation effectiveness (Onyema, 2024; Chima, 2025).
Objectives of the Study
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To compare pragmatic strategies in email versus in-person negotiations.
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To assess how these strategies affect negotiation outcomes.
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To recommend improvements for business communication practices.
Research Questions
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What pragmatic devices are used in email negotiations compared to face-to-face meetings?
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How do these devices influence the negotiation process?
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What best practices can enhance pragmatic effectiveness in business negotiations?
Significance of the Study
This study enhances our understanding of pragmatic functions in Nigerian business negotiations by comparing digital and in-person communication. Its findings will assist business professionals and communication trainers in refining negotiation strategies, ultimately leading to more effective and efficient business dealings (Adewale, 2023; Onyema, 2024; Chima, 2025).
Scope and Limitations of the Study
This study is confined to the analysis of pragmatic functions in Nigerian business negotiations conducted via email and in-person meetings and does not extend to other communication channels.
Definitions of Terms
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Pragmatic Functions: Language uses that achieve specific communicative goals.
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Business Negotiations: Formal discussions aimed at reaching mutual agreements.
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Email Communication: Digital correspondence used for professional interactions.
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