We use politeness theory to predict how language may affect dispute resolution between sellers and buyers of goods purchased on-line. We expect that negative face threats will have a stronger impact than positive face threats on subjects in individualistic cultures, but that the reverse would be...

Deal-making negotiations can be characterized as social exchanges in which individuals trade both tangible resources such as goods and information, and intangible resources such as favors and esteem. Representing negotiations in this way highlights both the implicit obligation for recipients to...