Businesswomen’s Persuasive Language in Vietnamese and American English Negotiation Conversations: A Case Study

Abstract

The current study is investigating the different persuasive language in negotiations between Vietnamese and American business women in business and media contexts. With descriptive and mixed method, the data recorded from 10 negotiating conversations in Shark Tank Vietnam and Shark Tank US – a real TV program were transcribed and analyzed under Aristotle’s modes of persuasion, in the assistance of SPSS analysis tool to reveal the different strategic tactics by female sharks (known as investors) in 2 programs and the various combination of sub-type appeals (logos, pathos, and ethos) in each speech in Shark Tank Vietnam and US. The findings significantly contributed to the differences of female communication style at work in two nations.